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Presenting when the time is right

Submitted by Mitch Seigel on Tues, 9/11/2012

‘Seek first to understand before being understood,’ said Stephen Covey. This philosophical habit couldn’t be more true when it comes to the sales process. Yet, eighty percent of salespeople try to be understood first. Why?

The almighty dollar. Yes, most salespeople feel that if they throw enough of their products and services at their prospects, the law of averages will have orders coming back in droves. This premise cannot be further from the truth.

While most clients resist you meeting with them at the start, once you do meet with them, and you show them your sincere interest in helping their business grow, they are more than welcome to share their company’s challenges. It just takes time. Occasionally you may have to move on to the next prospect if they just are not willing to let down their barrier.

Once you have gathered the information you need about their business and can honestly make beneficial attachments to the products and services you sell, the time is right for a presentation. It will be amazing for you to see just how tuned in your client will be, because you are showing them how they can increase their company’s effectiveness in the market place, and most likely increase sales.

What are your challenges when it comes to timing for making presentations? I look forward to hearing your comments. Until next time…