|
|
|
Conversations for Action...the power training with the secret keys to effective communication Newsletter for Success Golf and
|
What does presentation mean in selling? Charlie Trotter is one of America's finest chefs and restaurateurs. I enjoy cooking, and try to watch some of the great chefs when I have time. I buy their cook books and pay attention to the small subtle things they do to make cooking adventurous. At his restaurant, he uses a simple formula of fixed menus. This saves him from many problems during the night. He can focus on the various tastes he wants to create and he does not have hundreds of variations created by the customer. This allows him to have a smooth service with an eye on the presentation. This is why he does not have a big menu to confuse the customer. When you look at his web site you can see that it is really short and easy to choose. Chef Trotter believes that because he is a professional, and values his reputation, he is doing new an innovative things that most people would not consider; thus these innovations create a meal and it' service that go beyond what people expect or would imagine. He knows that there are two types of presentation in his restaurant. The first is the look and feel of the room and the staff. The second is the food on the plate. What is a presentation? Many sales people and business owners think that all sales calls are a sales presentation. This is not true and is the reason so many sales people have a closing ratio under 50%. The first sales call is like the setting of a restaurant. It is how you and the client prepare for the meal. You ask them questions and they tell you what they are seeking. If done properly the rest will be easy. In selling it is the second meeting when you take all of the information that the prospect has given you and you make a presentation based upon their stated needs and wishes. This presentation should solve problems. A presentation is a call to action. If it does not then you are going to close fewer than 50% of the people you talk with. That is not a very good use of your time or your skill. "Emulate the Best" Part of what I have used for my sales training is learn from others; I try to learn from every master and a variety of professions. This is the advice of the the great master Musashi in A Book of Five Rings. The skills of master carpenters on This Old House or Charlie Trotter's Kitchen Session give me insights on how to master topics. The following is a link to a Nightline story about Charlie Trotter and people who are the best in their field.
The Act! database is not just a contact manager. For 10 years I have been working with a number of companies around the country in developing Act! databases and selling ideas. Just as the folks at a real estate website called realhound.com said, "Use this book for a winning sales strategy." The idea that Act! is about learning to build a sales strategy not just a database is something some people "don't know they don't know." A sales strategy allows the sales person to target phone calls, letters, e-mail and collateral material in conjunction with sales calls to shorten the sales cycle. JM Juran says in his book "Quality by Design.", "The purpose of a database is to record human interaction." This recording of actions and interactions, allows companies like WalMart and Southwest Airlines to grow faster and more profitably than their competition. You can do this and more if you use Act in a strategic way. When people use my books and consultations on Act! or sales training, they sell more and sell with less uncertainty because our work does not start with the customer is always right, but it does start with the customer wants value. I intend to give them value and more. I learned the lesson, that business people who lead have to be imaginative and communicate their vision. People like Charlie Trotter and Miyamoto Musashi's book are resources for you and I to emulate. Pay attention to masters of different professions and bring their knowledge to your work.
1-800-SELL-717 |
|
Send mail to brad.sandy - at - 800sell.com with
questions or comments about this web site.
|
56k
The Zen masters say, "One day with a master is better than reading 1000 books." You can improve your sales and develop a life long strategy that
puts you in the 20% category.