• Jun 25
    2012
    Part III: Knocking it Out of the Park You did your homework on your prospect’s company to create a presentation that’s relevant and personal. Your team prepared and rehearsed to give a relaxed and thoughtful presentation that clearly demonstrates that you’re the right company for the business. It’s bottom of the ninth inning and your team’s on the plate. Now it’s time to swing like there’s no tomorrow! Show Your ...
  • Jun 23
    2012
    Have you ever submitted a proposal you knew was priced right and addressed the customer's need, but still lost the deal? Odds are there were personal motivators at work you didn't uncover. Not all customers make buying decisions for "rational" reasons (price or specs). Many times factors such as comfort with the sales process, lack of trust in a new vendor, or simply resistance to change are just as important ...
  • Jun 20
    2012
    Part II: Presenting to Win In our last post, we talked about how to prepare a winning group sales presentation. Today we’ll talk about how to deliver a winning group presentation. Stand Up Determine in advance whether the presentation will be delivered standing or sitting. Standing is better because it allows for movement that can demonstrate leadership and energy. If it's a sit-down meeting, be certain that everyone can see ...
  • Jun 18
    2012
    Part I: Strategy You’ve been working hard for months to land a large account, and now it’s about to pay off: your team was invited to present to the buying committee. All you have to do now is ace the group presentation. Does this scenario make you nervous? Relax! Group presentations can be your opportunity to shine, if you follow our formula for preparation and presentation. This is your time ...