Sales Presentations – Don’t Lose at the Very End

Unless you have done a good job selling value throughout the buying process, it is unlikely that even a great sales presentation will turn the tide. However, even if you have done a superb job selling value, a bad presentation at the end might be enough to lose a deal you could have won.

There are some basic techniques that can minimize that misfortune from occurring:

  • Be ruthless about clarity. Sales presentations must be compelling, engaging, or memorable.
  • Add emphasis to key points. Present targeted success stories and examples.
  • Weigh the importance of each portion. Sometimes you need to triage on the fly.
  • Customize the sales presentation. There are no generic customers hence there are no winning generic presentations.

But there is a fifth area where the game is often won and lost and it’s one we find account executives often spend less than sufficient planning time – getting the Q&A session right.

The Q&A session is a full-fledged part of any sales presentation. And, it requires the same attention to preparation as the rest of the presentation.

Some tips:

  • Most questions can be anticipated. This means that salespeople can plan and rehearse answers. It is not only what you say, but also how you say and what you don’t say that makes the difference.
  • If you don’t know the answer, don’t fake it. The best approach is some variation of “I don’t know but I’ll find out.” One of these pops up in almost every presentation.
  • Focus on information that is fact-based vs. personal opinion. If it is a fact based point you need to make sure that the backup information is in a “hip pocket.”
  • Don’t back away from a challenging or confrontational question. But – never argue. Rather, begin your response by asking a simple question that helps you to better understand the concern – like “Could you just tell me a little bit more about that?” It is often the case that you don’t quite understand the challenge or the reason behind it, hence without a more information it is difficult to come up with a compelling answer. Plus, this approach gives you a little more time to think.
  • Follow the 6-second rule. Don’t panic if you don’t immediately get a question. Wait 6 seconds – it might seem like an eternity but it’s very like one will pop up. If you actually don’t get any, considering proposing a question yourself – “In similar situations we often find the client will ask about the onsite support that is an important question because…”

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

©2013 Sales Momentum® LLC

Debt Negotiation Services – What Will Debt Negotiation Services Do For You?

Reducing amount of debt and making it a single payment will always help you instead of making numerous separate payments each month and keeping a track of each. Also when you go in for debt negotiation, there is also a possibility of reduced amount of total debts. Here reduction could be actually the interest which you were supposed to pay to the company. With that gone, you will be left with manageable payment which is a lot lesser than what actually would have been the amount payable.

If you want to complete the procedure of debt negotiation, it would always be advised that you hire debt negotiation services which are expert in their field of negotiations. These services will ease out and better your credit rating with credit companies. These services can be hired, if you go for financial counseling at any social service center, you are most likely to get help from these services.

Debt negotiation services will help you cumulate and negotiate all types of settlements with companies. The negotiations are done generally according to the amount of debt you are under. If you are worried consulting any such services will harm your public image, you will find services that can keep your public image intact by consulting you in total secrecy. These companies will negotiate on your behalf and also see to it that you get the best possible deal.

You can check out many such services online. You will require finding debt negotiating services in your area. Most of these services operate only in fixed geographical areas, therefore, it is mandatory that you find services strictly which are available in your town.

Apart from relieving stress, there are many different things your debt negotiating services will do for you, these services will make it possible that your debts are reduced by some percentage, these will also ensure that you are payable in some fixed amount to one company rather than paying several different companies and last but not the least, these companies ensure that your rating with the credit companies remains intact or as positive, so you can enjoy further loans.

A Look At The Improvements Present On The New HTC Sensation XE

Not so many months ago we were writing about the new HTC Sensation, a phone that was set to take the smartphone market by storm thanks to some great specification. This model is still one of the superior handsets available but an updated Sensation XE device is set to be launched with some fairly impressive features.

There are two major differences between the original handset and the new XE device. The main improvement will be to the delight of music lovers as the model incorporates Beats Audio, a technology that improves the audio playback on the model by enhancing both software and hardware that is supplied with the phone. The hardware update is in the form of high quality new headphones that are supplied with the device which offer a much better frequency response especially on lower frequency sounds. The software built into the phone detects when these headphones are plugged in and switches the handset from standard audio mode to Beats mode in order to optimise the music playback. You do not have to be a music lover however to benefit from some of the other improvements that this model offers. The original Sensation was a very fast phone and the XE steps this speed up a gear by offering a massive 1.5Ghz dual core processor which is coupled with an impressive 768MB of RAM memory.

The new HTC Sensation XE comes supplied with a powerful 1730mAh battery that should help eliminate some of the problems the original model experienced in the battery life department. This new cell should offer users an excellent standby time of around 540 hours when connected to a 3G network and a talk time of approximately 7.4 hours. Design wise the model sticks with the same aluminium design that the original phone offered but this has been spiced up with some attractive looking red elements together with a much darker finish rather than the silver and bronze look sported by its predecessor. This look is certainly eye catching and undoubtedly makes this phone one of the most stylish looking handsets available. The HTC Sense user interface is present once again together with all of the advantages that it offers especially when it comes to social networking thanks to the excellent Friendstream feature which collaborates a host of your accounts together in one easily manageable location.

The HTC Sensation XE is a great phone that takes all of the superb features that were offered on the original model and updates certain aspects. The result is a phone that boasts ultra modern looks and high speed operation together with unrivalled audio quality.