Networking events are a great opportunity to meet and get to know people who might help grow your business – as customers or as associates with whom you can exchange leads and referrals. But you have only a brief opportunity to make a first impression. Your well-planned 20-second networking informercial must engage and interest people you meet, and open the door to new opportunities.
Reading body language is a somewhat inexact science. Common things like folding arms or not making good eye contact may be comfort or personal habits. But changes in body language within a meeting can be very meaningful. Understanding the meanings of the most common forms of body language can have a big impact on your sales.
The goal of the first few minutes of a TV show or movie is to grab your attention and prepare you to be engaged with the story that follows. This is especially true in this age of streaming, where we bail out very quickly if it doesn’t “grab” us. You have the same need in your sales presentations, to capture and keep your audience’s attention.
It might seem to make sense to use your same, well-practiced sales pitch with every new prospective customer. After all, you’ve thoughtfully put together all the reasons why your company and products are the best. But when you deliver the same sales pitch to each of your customers, you make yourself less memorable in the process. And that is a very powerful deal killer.
With so many companies offering essentially similar products and services, being good isn’t good enough anymore. To be successful in sales, you must be a superior performer in many areas. Among the most important are the skills of reading the buyers personal needs on many levels, as well as their functional needs, and then adjusting your behaviors and what you say to best match the buyer’s human needs.
If you’ve done your homework and needs-analysis well, your major sales presentation to a group of deciders and purchase influencers should go very well. But then one person who wants to show how smart he is – or he just loves to take control – interrupts your smooth storytelling with a hostile question. How do you recover from this and regain your momentum?
Whether you or your sales rep are sitting across a desk from one decision maker or presenting in a meeting room to a full committee – or the presentation is being delivered online – every aspect must be carefully planned and executed. Fortunately, many of your competitors won’t both to plan their sales presentations as well as you will learn to do, so you are sure to stand out as the best choice.
Most of us have multiple names: Our legal name on our driver’s license and passport, what family members call us, nicknames among our closest friends, and perhaps others for various business situations. People are offended when we don’t use their names the way they prefer, so you need to listen carefully to get this detail right.
Buyer’s remorse can make customers regret a purchase right after it is made. It can sometimes lead to their cancelling the order or returning the goods after delivery. That’s why, even when you perfectly meet the needs of customers, you must take extra steps to help them feel good about their buying decisions.
You’re often torn: Your customers keep asking you to lower your price, and you’ll sell more if you do. On the other hand, you and your company make more money if you hold the price line. And once you lower your pricing, it is very difficult to restore it next time. You can reconcile this conflict when you know how to respond to “Your Price Is Too High.”