Blog:
The Competitive Advantage
July 6, 2021
Improve Your Sales Presentation… Get Rid of ‘About Us’
Take a look at your current sales presentation deck. If you’re like the [vast] majority of firms, it starts with slides labeled ‘About Us’ or something similar. And generally, not just one or two slides, but a bunch of them.
Here’s my advice… delete them all!
When you stand in front of the room – or the zoom – to deliver a sales presentation, never start with ‘About Us.’ Why not? Because no one in the room cares! They already know what you do. If they didn’t, you wouldn’t have been invited to present.
Continue ReadingJune 15, 2021
If You’re in Sales, Your Job Is Not to Sell!
Yeah, I know… sounds kind of wrong, doesn’t it? But let me finish that statement. Your job is not to sell… it’s to help buyers buy.
This philosophy is based on the premise that ‘people don’t like to be sold, but they love to buy.’ Think about your last car buying experience. There’s nothing that feels quite as good as driving off the dealer’s lot in a beautiful, brand new car. But leading up to it, you dreaded going to the dealership because of the pushy salespeople. You didn’t want to experience that sort of pressure or be forced into buying something that wasn’t quite right.
Now think about your role as a sales rep or a seller-doer. If you make a sale, that’s good for you… you win. But maybe it’s not what’s best for the client. However, if you help the client make a good buying decision, that’s a win-win.
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