All professional salespeople have to be involved in a presentation at some time in their sales career and Top 5 % players present their proposals every time.
Presentations allow us to : -
• Influence a group of important people.
• Gain consensus and commitment.
• Find out who the real players are and the real status.
• Set ground rules for a major sale.
• Make a lasting impression of professionalism.
When it comes to the enthusiasm that sales professionals have for making a presentation, they broadly fall into four categories, (as I highlighted in a previous article - :”When It Comes To Making Presentations, The Very Best Salespeople Are Seekers”)
The Avoider:
An Avoider does everything possible to escape from having to stand in front of an audience; in some drastic cases salespeople may seek positions that do not involve making presentations.
The Register:
A Register is also extremely hesitant of speaking in public, however Registers may not be able to avoid speaking as part of their job but they never encourage it. When they do speak they do so very reluctantly.
The Acceptor:
The Acceptor will give presentations as part of their job but does not seek opportunities to do so. Acceptors occasionally give a presentation and feel they did a good job. They even find that once in a while they are quite persuasive and enjoy the experience.
Thursday, December 21, 2006
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