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 ...

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 ...

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 ...