ValueSelling Associates -The proven formula for accelerating sales results. Selling Power Blog: Selling Skills. Ron Shapiro is an expert negotiator, sports agent, attorney, New York Times best-selling author, and cofounder and chairman of SNI, a global leader in performance improvement.
The following is a shortened and modified excerpt from Perfecting Your Pitch: How to Succeed in Business and in Life by Finding Words That Work. While scripting is often employed to meet the challenges of a specific situation, sometimes it is useful to develop scripts for recurring situations salespeople face. I have worked with organizations in a variety of industries in which salespeople must constantly deal with objections raised by potential customers. A home builder may have to deal with questions about room size, proximity to schools, curb appeal, or even doorsill heights. An insurance broker may be asked about the appropriateness of a policy for someone of the prospect’s age, premium levels, or other investment products compared to whole life insurance. Sales Strategy, Sales Psychology, Sales Kickoff Keynote Speaker, Sales Trainer. In the late sixth century, Pope Gregory described the seven deadly sins from the least serious to the most, as superbia, invidia, ira, avaritia, tristia, gula, and luxuria.
Translated from Latin, they are pride, envy, anger, avarice, sadness, gluttony, and lust. What do you think are the seven deadly sins of salespeople? Here’s my list, in order of least to most severe. Chattering. Salespeople talk too much on sales calls for a variety of reasons. Gourmandizing.Millionaire railroad tycoon Diamond Jim Brady was a legendary gourmand who lived at the turn of the twentieth century. Inactivity.Salespeople must be short-term thinkers and long-term planners. Obliviousness.Many salespeople don’t take the time to understand how customers fit within their own organization. Shallowness.Salespeople who don’t know their product well enough to build customer credibility cannot be expected to drive account strategy. Ignorance.Ignorance is the deadliest sin. Your success is your responsibility. Sales Strategy, Sales Psychology, Sales Kickoff Keynote Speaker, Sales Trainer. Whether you’re trying to win the big multi-million dollar account or sway industry analysts, your corporate sales presentation is a key event in most every deal.
It is the pivotal moment where you can communicate your advantages, gain momentum, and develop the personal relationships necessary to achieve your goal. After reviewing hundreds of corporation presentations over the past four years, I can honestly say that they all are basically the same. You could almost take slides from one company’s presentation and insert them in another, and no one would even notice.