From the course: Persuasive Selling
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How you present can weigh more heavily than what you present
From the course: Persuasive Selling
How you present can weigh more heavily than what you present
- Have you ever had a salesperson who spoke for 30 minutes nonstop and thought they did a great job presenting? But how did you feel? If you were like most people, you probably felt bored. This is not an effective presentation. The presentation is your chance to share how your product or service can meet the needs of the prospect. During the qualification phase, I emphasized that questions were the key to a successful sale. That's so because of the principle of consistency. This principle tells us people generally feel better about themselves when they do what they said they would and they rarely argue against their own logic. For example, in the qualification phase, one question you should've asked was exactly what it would take for the prospect to choose you and your product or service. You ask this not only to find out what you have to do, but also to incorporate it into your presentation. You might say, "Alice…
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