All professional salespeople have to be involved in a presentation at some time in their sales career and Top 5 % players present their proposals every time.
Presentations allow us to:
• Influence a group of important people.
• Gain consensus and commitment.
• Find out who the real players are and their real status.
• Set the ground rules for a major sale.
• Make a lasting impression of professionalism.
When it comes to the enthusiasm that sales professionals have for making a presentation, they broadly fall into four categories:
The Avoider:
An Avoider does everything possible to escape from having to stand in
front of an audience; in some drastic cases salespeople may seek
positions that do not involve making presentations.
The Register:
A Register is also extremely hesitant of speaking in public, however
Registers may not be able to avoid speaking as part of their job but
they never encourage it. When they do speak they do so very
reluctantly.
The Acceptor:
The Acceptor will give presentations as part of their job but does
not seek opportunities to do so. Acceptors occasionally give a
presentation and feel they did a good job. They even find that once in
a while they are quite persuasive and enjoy the experience.
The Seeker:
A Seeker looks for opportunities to speak. They understand that
anxiety can be a stimulant which fuels enthusiasm during a
presentation. Seekers work at building their professional communication
skills and self-confidence by speaking often.
In Summary:
The reality is, that making presentations is an essential sales
skill and as I highlighted earlier, Top 5% achievers are very good
presenters. Any salesman or woman, who has ambitions to become the best
in their sector or industry, will need to ensure that they can deliver
dynamic, convincing and professional presentations, whenever they are
called upon to do so.
Becoming a Seeker is a pre-requisite for success!
Copyright © 2006 Jonathan Farrington. All rights reserved
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