Here are a few point to consider when creating a telephone presentation.
- Make it conversational.
- Keep in mind how people talk in real life. It's OK to start a sentence with "but" or "and" because that's how people talk. This helps keep the conversation from sounding stilted. A stilted presentation only leads to distrust and more objections on the part of the prospect or customer.
- Soft sell works best
- REMEMBER: soft sell doesn't mean "no sell". You know you need to close the sale but it doesn't have to be "hard". We all know how to sell. It's really nothing more than persauding someone to our point of view. If you can convince your friends to go the the out of the way restaurant you've found, you can convince your buyer. You wouldn't use hard sell tactics on your friends, don't use them in the workplace.
- 60/40 Rule: You speak 40% of the time, your prospect/customer speaks 60% of the time
- This creates buy-in from your customers and prospects. The more involved they are in the conversation, the more invested they become in the result. No involvement = No sale
- Involve the people who are actually making the sales calls
- `... if you are creating this for others. This is particularly important if your are revising or formalizing a current presentation. You will receive valuable insight when you get feedback from the people who are in the trenches, making or receiving these calls. This will create buy-in at that level and ensures that the inside staff will actually use the presentation you have spent so much time creating. In fact, use a faciliated meeting and have them write the presentation.
- Determine your call objectives
- What do you want to accomplish? Are you looking for a one-call close? Will you expect call-backs? Are you setting appointments? Determine what you want your outcomes to be. Make sure you have set both primary and secondary objections.
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