Continuing the Olympic theme we started, let's focus more on the importance of practicing your sales presentations. Remember, as an Olympic athlete simply cannot afford to settle for mediocrity, you should not either. Talking with others about what you do ("sales") is a necessary part of your business that will result in the opportunity to do what you do. So, doesn't it make sense to learn to do it well?
Let's make clear that you don't want to practice a "canned" presentation. You do need to be in a position to discuss your business in a conversational, non-threathening way. At the same time, these discussions need some structure. Olympic athletes need to have their skills finely tuned. Can you imagine them achieving that without practicing? They will literally practice for years to be ready for an event that lasts only minutes. Realistically, can you expect acceptable results in your 'event' without practice?
So, how do you practice for your sales activities?
1. Prepare an outline (NOT a script) outlining your primary points of discussion. You may have several 'standard' outlines, to be used with various types of clients. Your discussion points also need to be customized for each individual prospect.
2. Set aside time to go over what you want to say. Write down what you anticipate prospects might say, including potential questions, objections and suspected 'hot buttons'. Especially, write down examples of open-ended questions you want to ask.
3. Find someone that you can 'role play' your sales presentation with. Consider business minded family members, your mentors, etc.
4. Keep track of what works and what doesn't. Immediately after each time you have a client meeting, taken 10 minutes to analyze how it went. Make a notation of which lines of reasoning worked best. When you apply what you learn, this will help you to keep getting better each time.
The Olympics provide a rare opportunity to watch people who have, if not perfected their craft, have hones it so finely that they are in a position to win. As you watch, look for what you can learn about improving your sales efforts. How much exertion do you put into practicing your sales presentations? Is your 'elevator speech' well crafted and ready to use when the occasion arises? Are you prepared for what you want to discuss when you are with a prospective client? You won't always 'win a gold medal' but when you go the gold, you WILL generate more profitable sales!
Thursday, March 4, 2010
Wednesday, February 24, 2010
Go For The Gold
It seems appropriate to use an Olympic theme for our sales tip. In your business, are "Going for the Gold?", or are you content to just "be in the game?" In other words, do you desire your enterprise to be successful, or are you satisfied with just barely making ends meet? The answer should be obvious. Does this mean that you have to be rich and famous, or start an empire? No; however, there are good reasons to cultivate an attitude of excellence in what you do, including your sales efforts.
An Olympic athlete simply cannot afford to settle for mediocrity and you shouldn't either. How do these contestants become so good at what they do?
Practice! According to the dictionary definition, to practice is to "do something repeatedly in order to improve performance in a sport, art or hobby." For example when you watch figure skaters perform, you can easily image the many hours of discipline to go over and over their routine until they have it perfected. When they stumble (which they invariably do, and so will you in your sales presentations) they pick themselves up right away and keep going. The application to your sales efforts is easy. How much effort do you put into practicing the statements made, arguments used and assurances given when you are trying to sell your product or service? Is your 'elevator speech' well crafted and ready to use when the occasion arises?
Successful competitors make themselves aware of what foods will give them optimum energy and strength, and they carefully adhere to what they know will give them the best results. To improve your sales performance, what are you 'feeding your mind?' What books on business and sales do you read?
Winning contestants recognize that they can't do so by themselves so they seek talented coaches and mentors. You likely know other successful business people within your industry or circle of friends who could act as a mentor. To what extent are you taking advantage of these provisions?
There are many other factors but let's conclude with the need to have a concentrated effort or attention on what you are trying to achieve. Obviously, Olympic athletes need to be clearly focused, concentrating on their goal of a gold medal. If they take their eyes and attention off the prize, it will be less attainable. In your business and sales efforts, that's why S.M.A.R.T. goals are so important. When you identify your sales goals and remain focused on reaching them, they become more achievable.
In summary, learn from the discipline and training that the Olympians display. Apply it to your sales efforts and your business will attain a high degree of success.
An Olympic athlete simply cannot afford to settle for mediocrity and you shouldn't either. How do these contestants become so good at what they do?
Practice! According to the dictionary definition, to practice is to "do something repeatedly in order to improve performance in a sport, art or hobby." For example when you watch figure skaters perform, you can easily image the many hours of discipline to go over and over their routine until they have it perfected. When they stumble (which they invariably do, and so will you in your sales presentations) they pick themselves up right away and keep going. The application to your sales efforts is easy. How much effort do you put into practicing the statements made, arguments used and assurances given when you are trying to sell your product or service? Is your 'elevator speech' well crafted and ready to use when the occasion arises?
Successful competitors make themselves aware of what foods will give them optimum energy and strength, and they carefully adhere to what they know will give them the best results. To improve your sales performance, what are you 'feeding your mind?' What books on business and sales do you read?
Winning contestants recognize that they can't do so by themselves so they seek talented coaches and mentors. You likely know other successful business people within your industry or circle of friends who could act as a mentor. To what extent are you taking advantage of these provisions?
There are many other factors but let's conclude with the need to have a concentrated effort or attention on what you are trying to achieve. Obviously, Olympic athletes need to be clearly focused, concentrating on their goal of a gold medal. If they take their eyes and attention off the prize, it will be less attainable. In your business and sales efforts, that's why S.M.A.R.T. goals are so important. When you identify your sales goals and remain focused on reaching them, they become more achievable.
In summary, learn from the discipline and training that the Olympians display. Apply it to your sales efforts and your business will attain a high degree of success.
Subscribe to:
Posts (Atom)
