How do you handle a sales presentation when a new relationship is potentially worth millions? Patricia Fripp shows you how though FrippVT.
Imagine my surprise when the national sales manager said to 60 of his top associates, “At lunch the sales team and I agreed, we have no idea how we managed to sell anything before we met Patricia!” He told me, “It takes a year for us to get the opportunity to deliver an hour presentation to a small group of executives from a prospective client company. At that point a new relationship is worth between $5 and 10 million dollars to our us.”
I asked, “How long do you spend rehearsing a presentation that important?” (more…)
If you are on the phone, a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional?
Here is an invaluable framework. Adapt it to your situation, and boost your confidence and credibility.
Imagine that you have a satisfied client company for one of your offerings. You feel now is the best time to discuss your next and higher investment offering. The team, your main contact, is ready to view a product demonstration set for the next day. All your demos are delivered in a webinar. At 2:00 PM you get a call from your main contact who says, “Great news! Tomorrow our boss, who is the real decision-maker, is going to be in our office. Rather than just showing our team what you have to offer, the boss said he would like to sit in on the first five minutes. I know you will do well.”
Don’t panic. This is a great opportunity, and once you make a positive impact, the sales cycle is going to be cut short. You will not have to hear, “We love this, but now we have to convince our boss.” This is, however, now your number one priority to prepare. You may be seasoned, but take this seriously. Your sales manager is always telling you, “Sell to the C Suite.” This is your chance. Remember these five simple suggestions for sales success.
Do you ask the right questions? Do you ask the tough questions? Do you truly listen to the candidate’s responses to your questions?
How good at you at interviewing? Leading sales strategist, Jim Pancero says there are four interview mistakes most sales managers make when interviewing a new candidate for their sales team. Rather than hiring as usual and hoping for the best, apply Jim’s list of 20 tough questions to help you select the most qualified candidates. Jim Pancero and I recently teamed up for a discussion on advanced sales skills. This information-rich web event was provided for experienced sales pros as part of the FrippVT Sales Series. You can watch a video replay below. I also share Jim Pancero’s must-read article to help you select the most qualified candidates for your sales team: (more…)