From the course: Creating Your Sales Process
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Presenting and selling
- My first manager said to me that if you analyze the sales process used by the best sales processionals to close business, no more than 20% of that time is devoted to presenting their product or service. In fact, really successful salespeople probably have that percentage well under 20%. Hard to believe, isn't it? Step back and think about it though. If you've done your research, asked good questions, worked to provide the best solution, then the presentation should be pretty straightforward. Straightforward, maybe. Easy? No way. And here's the reason why. It's the 20% of the job that leads us to success, income, and rewards. It can also include a lot of stress, frustration, and real disappointment. I've been on both sides of that many times as have all good salespeople. You improve your chances for a sale by being prepared and ready to go when your appointment is set for the official sales presentation. I…
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