Avoiding Sales Suicide , The Solution is Easy

BOTH BEGINNING AND EXPERIENCED PEOPLE OFTEN MAKE THIS CRUCIAL, MISTAKE

The answer is simple, but not easy for most.       Instead of  presenting all of your great features, you instead ask the prospect key fact finding questions, listen, present, then close.                                                                                          To keep yourself on track ,it is best to take notes during the presentation, then when presenting the product or service solution; simply say:  "Our product will do this to fix that issue and "What that means to you is" ________. That allows you to relate their needs to your solution and not be seen as a carnival barker talking features that mean much to you, but little to them.  .

Always add the phrase that takes a feature and relates it to the client's needs. .  ("And what that means to you is") _______________                                             
What this means to you is: More sales with fewer sales calls and repeat presentations.  I learned this from the Xerox Professional Sales Skills program and have used it in 3 industries with great success for both in person and telephone sales presentations. 
                                                                                   

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Randy Taylor can be reached for questions or to be scheduled for speaking engagements at the link below.

http://www.enutshells.com/randy-taylor-mc