Almost every RFP asks you to define or explain your business process for something or other. Here are a few of the recent ones that I’ve seen: What is your business resumption plan? How do you monitor the performance of subcontractors? What is your approach to streamlining? Describe your staffing plan. Summarize your plan to […]
Fears, we all have them but as a sales professional, how do you overcome this fundamental emotion? Join us as we uncover practical ways for sales professionals to address buyer fears in a genuinely empathetic way that always puts the customer’s best interests first.
Today B2B sales is much more professional, technology has played a major part in many of the changes we have seen. Remember that you are ‘Selling Outcomes’, listen and learn, tell the truth.
You and your team are making a critical presentation to the buyers representing the company you hope to sign as your next big customer. You’ve been working on this deal for quite a while. They finally invited you to submit a written proposal–and you’ve made the cut! Now you’re in the top two or three […]
Today’s post is about preparing for the tough questions. Sometimes you are tempted just to hope they won’t ask questions for which you don’t have a good answer, but that is a path to disaster. Everyone involved in the presentation needs to know WHO will answer each tough question and HOW the team will answer […]
When you’re preparing a sales presentation with your team, you should be telling a story. You need an introduction, a conclusion, and a middle that reinforces three main points. Three is a magic number because three points (or three outcomes or three reasons) are memorable. Two is not enough, and four is too many. Your audience–your […]
No slides. Really. NO SLIDES. Just TRY it . . . without SLIDES! This post is #2 in my series on 10 Reasons to Rehearse when you are making a large account sales presentation. And Reason #2 is Ditch the Slides! Where is it written that you can’t have a presentation without Power Point? Nowhere. Yet […]
I’m writing a series of posts on “10 reasons to rehearse (and how)” focused on preparing to deliver a group presentation for a large account sale. [Introductory post here] In my scenario, your team has been invited to present in person after the prospect has evaluated your proposal or RFP response, but it’s the same even […]
You’ve made the cut! Your proposal was selected, and now you’re on the short list to present in person. You get the call on Thursday; they want you and your team at their place next Tuesday for a 45-minute presentation. NOW what do you do? Two business days to prepare! If you’re like most midsize […]