Sales Success - The final stages!

Hi - welcome back!

So now you are in front of the client and your presentation is about to begin - below are a few points to bear in mind:

• When using a laptop or projector, use a pen to draw attention to specific areas of the screen
• Avoid death by Powerpoint. The customer's attention should focus on what you have to offer, not the visual aids you have at your disposal.
• Where appropriate send the presentation disc to the host's IT department to check its operation in advance - and take 2 spares on the day.
• Make the presentation personalised to the client and adapt it to their needs. A generic pitch delivered to anyone who will listen is uninspiring! This also gives you prime opportunity to demonstrate the information you found out in the planning and preparation stage.
• Use one good story during your presentation - it will act as a memory hook for the client and he may tell others about you.

And now onto completion -

• Before concluding - establish the next step. Don't end a meeting with the customer saying they will contact you at a time not determined in the meeting.
• Establish that the customer is satisfied that your product meets his requirements. If not, seek to resolve the issue.
• Aim to leave price discussion to the end of the negotiation - and be confident about the price you give.
• Use a contract to close the sale and be confident in your handling of the contract.
• After the sale offer any related products or services which provide value to the customer.

I sincerely hope that following the stages of the sale and being aware of the ways of improving the results at each stage has been useful and that you are already planning your next bigs deals!
I'd love to hear from you about your own experiences with sales - do drop me an email to craig@craiggoldblatt. Have a phenomenal weekend in the meantime!
Warmest regards
Craig

Craig Goldblatt is a renowned speaker on the UK and European circuits and works with thousands of top executives each year to improve the performance of their organisations. He talks on not just sales but also harnessing human potential to get great results in a company. He is passionate about his subject matter and his energy is infectious as he involves everyone in his presentation. Take a look at Craig's website to get a taster of the work he does! www.craig@craiggoldblatt.com