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05 2012

1 Powerful Way to Increase Your Sales in 2012

Syndicated from: Fearless Selling » Blog

In the last two days I have posted several ideas about how you can improve your sales results in the upcoming year. Today, I only have one idea but it’s a worthy one… Improve your sales presentations and/or sales proposals Most sales presentations and proposals highlight the seller’s business and/or company. Virtually every presentation I have been subjected to, or proposal I have read, started by outlining the seller’s company. How long they’ve been in business. The clients they work with. The solutions they provide. The awards they have won. Blah blah blah… I recall meeting with a company about a particular training solution a number of years ago. After the meeting the rep sent me proposal and the first two pages talked about his company’s achievements. As I read through the information, the only thought that ran through my mind was “What the heck does this have to do with my problem?” Your clients and prospect don’t care how many awards you have won. They don’t care if your company has been in business for 65 years. They don’t care if you use the latest and greatest technology. You may be saying, “Yeah, I know that Kelley” so I challenge you to examine your current approach. If ANYTHING in the front end of your proposals or presentations references your company, your products, your services or solution, then you need to modify your approach. Stay away from techno-babble, corporate speak, or marketing mumbo-jumbo. Explain your solution in easy-to-understand terms and vocabulary. Executives don’t care how many hundred dollar words you know; they want to know how you can solve a problem. I learned this in the very first proposal I sent many years ago. When I asked my client why she chose me versus a competitor, she said, “Your proposal was easy to understand.” Proposals and presentations should not be complicated, unless of course you sell a complex product or solution. I once received a proposal for a training program that filled 24 pages. It was a miniature book! It was confusing, difficult to understand, and worst of all, it failed to address my specific issues and concerns. Many sales people fall prey to the myth of believing that their marketing materials will seal the deal but fancy brochures don’t capture new business although marketing departments would beg to differ. Brochures can be a good “leave behind” piece of literature but few, if any, companies make their buying decision based on this material. Looking for more ideas on increasing your sales in 2012? Listen to “Make 2012 Your Best Year Ever.” It’s available as an MP3 download which means you can take it everywhere you go. Get the details here.  

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