May 24, 2011 by Ken Dooley
Posted in: closing, communication, negotiating, sales management, Sales meeting ideas, Special Report - Sales & Marketing, training
Here are six common presentation blunders salespeople make. Each is a complete turn-off to prospects.
- Poor preparation. They don’t prepare properly so they go into a presentation without understanding the prospect’s business. They forget that most presentations are won in preparation, not in the sales call.
- Jumping to conclusions. They offer solutions before they have a clear understanding of the prospect’s problems. So they base their presentation on what they think is important instead of what their prospects want. Top salespeople never try to solve a problem without the right information.
- Talking too much. They take control of the conversation, thinking it’s the best way to move to a successful close. Top salespeople listen more than they talk. When they do speak, it’s about prospect problems, concerns and goals. They also take notes to make sure they have a clear understanding of prospect needs.
- No personalization. They don’t customize the presentation for the prospect. They show up and give a canned presentation with no consideration for the specific customer.
- No differentiation. They don’t identify their competition before making the presentation. If they have a competitive advantage, they’re not aware of it.
- Poor close. They fail to ask for the order so they don’t get it, no matter how persuasive their presentation has been. The goal of every presentation is to close the sale. Top salespeople either achieve that goal or identify the next step that will bring them to a successful close.
Adapted from the book The Ultimate Sales Machine by Chet Holmes.
What are the worst blunders you’ve seen in a sales meeting? Share them in the Reply box below.