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Written Presentations; Don’t Do Them Anymore!

Submitted by Mitch Seigel on Tues, 10/28/2014

As a consultative salesperson, you meet with your client and learn their unique needs. Then you make your suggestions. Whoa, wait a minute...Why even find out their needs-you already know what they should buy from you based on their competitor's history. Just go ahead and demonstrate what you have to offer on the first call and pull out the contract. If they sign, they sign. If not, what have you lost?

Be prepared with all your guns a blazing. Have samples of every product and/or service you offer. That way, if they say no to one product, they may possibly say yes to another. Don’t let them tell you that it’s not right for them. After all, every product you sell can work in one way, shape or form.

Be sure and have the price point high so it gives you room to negotiate four or five times, at least until they feel good about what you have done for them. Chances are they will buy because of fear and leave a lot of profit on the table for your company. Let them know what they will lose if they don’t buy from you.

Sometimes it’s good to take an intimidating person on the call with you. In many cases they buy right when they see you come into their business. If you know there will be two people you will be meeting at the client location, make sure you have more people on your team, so it really indicates strength!

How ghoulish is this blog?

Thank you for reading this far into the message. If you think this is the way to sell, I have some swamp land in South Florida to sell to you.

Please don’t sell by fear. Please listen to the client and learn their needs. Please develop a written presentation that addresses the clients’ needs. Please only present the products and services that make sense for your client. Please have the pricing as competitive as you can, to give you profit, and at the same time, to make it affordable for your client to buy. This will not only give your client results-it will also invite them back for more, and you know the value of repeat business.

What are your challenges when it comes to written presentations? I look forward to hearing your comments. Until next time...