
Feb 26, 2014
Along time ago, when dinosaurs ruled the earth, before I retrained in psych, I used to be in commercial real estate sales. I failed dismally at my first attempt, which was basically telephoning commercial property owners (who generally had their ‘pet’ agents) and seeing if they had any current needs. The first problem was that I did not perceive myself as a sales person. I had studied Business and Land Economics, and wanted to be on the other side of the fence working for a property developer, so I was not exactly gung-ho to face rejection after rejection. The second problem was that I was just given a phone and a list and told to go for it! There was no training on what to say or tips and tricks on presenting. Needless to say, I bombed out and have subsequently found this is a big issue for sales professionals. My second job in sales was much more successful. I was amalgamating medium density residential sites and then on-selling them to developers. I was not only using my skill in valuation, but I was taught what to do, what to say and given structure on how to say it. It is the latter that this blog post is about. There are two types of presentations that sales people make:- I seek – a less formal, I am just trying to ascertain whether you might have a need for what I've got
- You seek – a more formal, you have sought me out or allowed me to present my case to you
- Awareness: attract the attention of the customer.
- Interest: link the problem to the customer and then raise their interest by focusing on and demonstrating advantages and benefits (instead of focusing on features, as in traditional advertising).
- Desire: convince customers that they want and desire the product or service and that it will satisfy their needs.
- Action: lead customers towards taking action and/or purchasing.
How do your Excel skills stack up?
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Previously
- Get-Help – the PowerShell Way
- Saving a file with a unique name in Excel VBA
- The new “share” feature in SharePoint 2013
- What Lies Beneath - Part 1
- I’ve got a hang up; I can’t communicate
- PowerPivot and Analysis Services Tabular Data Models
- Time saving tips in Microsoft Outlook
- Disaster Recovery in Lync Server 2013
- Master PowerPoint design with Slide & Layout Masters
- Footprints in the sand