As a salesperson, you take pride in knowing all about the products or services you sell–the facts, figures, tips & tricks, etc.

In fact, you might just be a walking brochure for your company!

But after 40 years of sales experience, I know that this might actually be your biggest downfall!

One of the biggest mistakes you can make in a sales presentation is simply telling your prospect about your product or service.

That’s why I teach my Celeste Giordano Coaching clients strategies to masterfully avoid that common mistake. Here’s what to do instead…

Telling Isn’t Selling

Listing off features, figures, and facts about your product or service is NOT the same as selling it. “Telling isn’t selling” ought to be one of your core sales mantras. Without it in mind, you may become a walking, talking pamphlet – a mere information source – rather than an effective salesperson.

Back in my early days in direct sales, I learned that you can’t simply tell a prospect what a product or service does. You have to take them through a process that encourages them to think about needing that product or service.

By helping the prospect think about needing your product or service early on in your sales presentation, you’re less likely to hear “I need to think about it” when your presentation comes to a close.

So if telling isn’t effective, then what is? Asking questions!

Ask the Right Questions

Each question you ask should serve a purpose. Pose questions that provoke thought, pique interest, and make the prospect think about why they need your service now.

In order to answer your questions, prospects have to actively listen and reflect on what you’re saying. Asking a prospect how they feel about something you’ve said prompts them to consider how they feel NOW, not later. And remember, emotion can drive sales.

It’s important to ask “closing questions” – questions that lead your prospect to buy into your thinking or your service offering.

For example, if you offer health and wellness coaching, you might ask, “We need an effective wellness program if we want to reach our health and fitness goals, don’t we, John?”

Here, you’ve asked a question that makes your prospect think about how they have unmet health and fitness goals, and would benefit from investing in the wellness program you offer to better achieve those goals. It also gives them an opportunity to voice any concern they might have, allowing you to address and alleviate that concern.

Put Prospects at Ease

Likable salespeople are effective salespeople. It’s important to make yourself likable throughout your presentation. By being genuine, honest, and personable, your prospect not only thinks about needing your service, but also grows to like and trust you enough to give you their business.

One way that you can create rapport is by using warm, caring language, such as saying “we” instead of “you.” For example, “We deserve better, more sustainable results from our wellness programs, don’t we, Alison?” By positioning yourself as the prospect’s friend or a member of their team, you show them that they can relate to you and that you care about their interests.

Closing the sale shouldn’t begin at the end of your sales presentation. An effective salesperson asks questions that help the prospect realize why they need their service and demonstrate that it’s a great value for the cost.

Many savvy business owners and entrepreneurs understand the sales fundamentals I’ve laid out, but struggle to identify which questions to ask their prospects to help them feel ready to make a purchase decision.

If you want to boost your closing rate and eliminate the “I’ll think about it” response, contact me today. I’ll teach you how to apply a proven formula to your sales presentation consistently so that more and more prospects will realize there’s nothing left to think about or do, but say “Yes!”

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Celeste Giordano’s mission is to help business owners develop the skills, knowledge and attitude necessary to “DoublePlus™” their income and become effective and inspirational leaders in their fields. Whether it’s taking your successful business to the next level or starting a new venture, she will teach you the exact skills and strategies you need to enroll more quality prospects, build a rock-solid team, and break through obstacles to achieve real profit and lasting success. Celeste is a professional business growth specialist, a master sales strategist, and dynamic speaker with more than 40 years experience in direct sales and managing high-performing teams.

To learn more about Celeste, click here.

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