When A New Relationship Is Worth Millions

How do you handle a sales presentation when a new relationship is potentially worth millions?

Use these four principles to help you and your sales team create a new client relationship.
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The Hollywood Formula for Successful Storytelling – Expert Advice

Use this Hollywood formula for successful storytelling and make your presentation powerful and persuasive.

The hero or protagonist in your story is not necessarily a heroic character – just the person through whose eyes we see the story. (more…)

Success Stories – What Happens When You Market to Competitors?

Success stories are essential to powerful and persuasive sales presentations.

Success stories are at the heart of effective sales conversations.

Powerful and persuasive sales conversations always include success stories that show how products or services have specifically worked for past customers or clients. Your prospective client might be trained to resist a sales pitch, but no one can resist a good story.

When it comes to using success stories in your sales conversations:

  • How do you sell to competing companies within the same industry?
  • What happens when you can’t mention a past client by name?
  • What’s the best way to share past success stories? Tell them, or use testimonials?

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It is Not Your Customer’s Responsibility to Remember You

It is not your customer’s job to remember you. It is your obligation and responsibility not to let them forget you. We all know it is easier to resell your satisfied customers than find new ones. However, you are failing your customers if they don’t know how you can serve them in different ways than they first engaged with you.

Never assume that customers, clients, and prospects know what you do and why they need you. A brilliant woman who receives my weekly video and emails asked, “Can you help me with a five-minute presentation?” This is a perfect example of something I always tell my clients, “Never assume that everyone on your mailing list, or everyone you’ve done business with in the past, knows how you can be of service to them.” You also may be wondering, “How can Patricia help me?” Let us count the ways.

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