Seven Steps to Successful Sales Presentations

Last updated: 06-03-2019

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Seven Steps to Successful Sales Presentations

While it is impossible to plan for every concern or objection that can arise during a sales presentation, our earning potential demands that we do everything possible to anticipate and plan our responses to those objections that we are most likely to face. This preparation does not have to take the form of scripting. However, it should definitely include anticipating the toughest questions that a client can ask us, and our best responses to those questions. Following is a process that I have used to help both my clients and myself to go into every selling situation feeling as prepared as possible: 1. Compile a list of the most difficult questions and objections you have ever been asked about promotional products, your company, your approach, your expertise and the services you offer. the toughest questions that you could come up with for someone else in the industry. If you really wanted to stick it to your competition, what would you ask them? clear, objective, thoughtful responses to each of these questions and objections. 4. As you run into new questions and objections from clients, add them to this list, along with your carefully considered responses to each. and become completely comfortable with your responses. Get to the point where they sound totally natural and flow automatically. 6. Have your friends and co-workers role-play with you on these questions and objections, until you are perfectly comfortable with your responses. to others in the industry. Listen to the responses you get and adapt variations for yourself when you hear something that seems to work better. When making a sales presentation, there may still be times when you are stumped for an answer, but with this approach, at least you will never be stumped by the same question or objection twice! Since 1998, Top Secrets of Promotional Products Sales has helped to transform typical distributors into true promotional advisors. We do this by providing you with all the necessary tools and strategies you need. If you are ready to improve your results dramatically, call us today, toll-free at 1-800-494-2721 and begin a full-year, risk-free test drive of Top Secrets or click through the links below. Click here if you’re just getting started or doing less than $250,000 a year in promotional products sales. Click here if you’re already established and generating $250,000 a year or more in annual gross sales. Click here if you just need to get new clients now with no excuses. You don’t have to learn it all yourself the hard way or wait years to figure out the things you need to know. To take your business to the next level now, click the link in our Resources box that best describes your current situation or call 1-800-494-2721. PS To get your own subscription, click here. and be sure to add your comments below…


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