What is the first thing that comes to your mind when someone says, salesman?
For most people, it’s about a fast-talking person trying to get someone to buy something whether they want it or not.
Then we start a small business and are usually surprised and somewhat horrified to learn that we have to sell our product. We have to become salespeople, and we resist. We don’t want to become that person described in the paragraph above. Who would??
Good salespeople listen much more than they talk.
Great salespeople lead the prospect on a journey and help the prospect buy an appropriate solution to their need, want, or desire.
It’s not a sales pitch. It’s a sales presentation.
The most important part of the presentation is to qualify the prospect. Not everyone is a good candidate for your program. If that’s what you think, you need to work on that concept first. The more you get really specific about your ideal client avatar, the more success you will have with your sales presentations.
Because…. (drum roll…)
The first part of the presentation is to ask a few questions and qualify or disqualify the prospect. If they qualify, and you continue the presentation your “closing ratio” will improve dramatically because you are presenting only to qualified prospects.
If a prospect does not qualify for your program, politely end the conversation. DO NOT try to talk them into something they don’t qualify for. It will drive you both crazy.
An example:
Salesperson: Question – I help people look better, sleep better, move easier, and feel better about their bodies. Is that something you would like to know more about?
Prospect: Answer – no thanks.
Next Step: Salesperson – politely end the conversation and move on. They’re not for you! Do not try to convince the prospect you are the very best at what you do because you’ll be wasting your time. They. Don’t. Qualify. Spend your time with someone who is interested in what you offer.
Don’t count this in your daily dashboard as a presentation. It’s not a presentation. It was a qualifying conversation.
When people disqualify themselves they have done you a huge favor and saved you a ton of time.
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