So you spent days and sometimes even months to nurture your lead. And finally the big day has arrived, the customer has given you an appointment. It’s your moment of truth. What next? You need to floor them, it’s now or never. Many-a-times, inspite of your best effort the prospect don’t convert. While there are several factors at play, what you say & how well you say it plays an important role.
The aesthetics, style & language used in your presentation influences customer perception about your brand. Without any second thoughts, get your presentation style & look fixed by an expert.
Here are the 5 compelling sales technique you should leverage to your advantage
1. Don’t tell them. Show them.
What’s the best way to explain the flavor of a wine? Just let the customer drink it. Most business executives filter out business monologues from real value. Instead of telling the customer how your product / solution looks like, how it feels like – let them just experience it.
It’s easier to do a demo during a one-on-one customer presentation. If you are presenting to large audience, then perhaps use demo video so that atleast visually the customer can see & feel the product.
2. It’s what other say about you
Do you say nice things about your product or company? Ofcourse you do, so does everyone else as well. Anything you boast about yourself lacks credibility. Customers will be listening to you with pinch of salt.
It’s not about what you say about yourself, it’s about what others say about you. You can highlight quotes from your customers, analyst or media. It adds more credibility to your claim.
3. Don’t brag, tell a story
After a presentation, 63% of attendees remember stories. Only 5% remember statistics. So why are you wasting your time quoting metric after metric. I have presence in 100 countries, I have 1000 customers, I have 10,000 employees, etc. don’t matter. Rather see if you can tell powerful story about your company.
Richard Branson is one of the richest, he is also one of the most powerful story teller. Branson makes use of every opportunity to tell stories, about remarkable moments of his life and the lives of others. Branson truly inspires & moves people.
4. Offense is the best defense
Are you shying away from taking on your competitor one-on-one during your presentation? If you are truly better than others, why not just say it. A direct one-on-one comparison with the competitor can make a difference between winning or losing a project.
Steve Jobs for instance always compared his product directly with the competitor. The result of his approach is a legacy now.
5. Big picture, is it big enough
Once a man came across three masons who were working at chipping chunks of granite from large blocks. When asked what they are doing – the first one said, “I’m hammering this stupid rock”, the second one said “I’m molding this block of rock” and the third one said “I am building a cathedral”
Are you hammering a stupid rock or building a cathedral? Giving a big picture makes your pitch compelling. For example, we bring down your operational cost by 30% vs. we save $2 billion over 10 years.
- Don’t tell them. Show them.
- It’s what other say about you
- Don’t brag, tell a story
- Offense is the best defense
- Big picture, is it big enough
Hope you found this article interesting, do share your feedback.