Product knowledge plus enthusiasm is a great recipe for making a compelling presentation, but bumbling around with unnecessary words and repetitive utterances can quickly snuff out your credibility and integrity.
Anyone can memorize a five to ten-second intro, but at the first sign of objection, know how to address it quickly, rebuttal with conviction, and continue closing with, um, like, you know, uh-uh-uh-uh, you got this?!
- Read More
Not audio books or your Facebook feed, but real honest reading. “I’m so busy with work, I wish I had more time to read,” is the saddest excuse I’ve ever heard for not making time to sharpen your vocabulary and communication skills.
- Know What You’re Going To Say Before You Say It
Pitch yourself in the bathroom mirror. Write out your pitch from memory, and write it out five more times with a pad and pen longhand until it’s perfect. If you don’t have an intelligent answer to their objection, simply say, “I don’t know,” and ask someone in your organization who does to follow through with the customer.
- Slow Down!
It’s human nature to speak at a much quicker pace when you are genuinely enthusiastic about you and your company. Unless the prospect is extremely busy, make sure you’re communicating at a comfortable, conversational pace.
- Watch Your Beats
Selling is like acting in many ways. Do you ever see A-List actors stumbling over their lines? Probably not unless it’s the roll credits/blooper reel. The sales process is not a one-sided monolog. Make sure you’re actively listening to the customer’s concerns and problems before presenting solutions. Follow your features and benefits with open-ended questions.