Many salespeople are too eager to make presentations – are you? They view them as opportunities to establish the value of their products or services by demonstrating their unique aspects. You can’t establish value, however, until you have determined which aspects, if any, are relevant to the prospects’ situations.

1. 10/16/2014 Dallas TX Sales Blog: What’s the rush? | Sandler Training by TrustPoint Management Group
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WHAT’S THE RUSH?
Many salespeople are too eager to make presentations – are you?
They view them as opportunities to establish the value of their
products or services by demonstrating their unique aspects. You can’t
establish value, however, until you have determined which aspects, if
any, are relevant to the prospects’ situations.
The real purpose of presentations is to confirm your ability to deliver
the solutions prospects are predisposed to buy. How do you know
what prospects are predisposed to buy? You determine it by
thoroughly qualifying the opportunities.
Until you have learned the specific reasons prospects would buy your
product or service (rather than a competitor’s), uncovered the
resources they have available to make the purchases, discovered the
criteria by which they will make their decisions, and (assuming you are willing and able to meet their decision criteria) obtained
their commitments to make those decisions, you should refrain from making presentations.
Making presentations before thoroughly qualifying opportunities will almost surely guarantee that you leave those presentations
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Even a few brief conversations
with Karl was enough for him to
provide me with some powerful
suggestions to increase our sales
performance. He immediately
understood our specific sales
team challenges and made a
simple, yet effective suggestion
that resulted in a dramatic
increase in sales performance for
those that participated in a sales
pilot program. Just spend a brief
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2. 10/16/2014 Dallas TX Sales Blog: What’s the rush? | Sandler Training by TrustPoint Management Group
not with decisions, but only prospects’ promises to “think it over.”
Karl Graf is recognized nationally as a business development expert.
Based in Dallas TX, Karl specializes in executive sales consulting and
sales productivity training.www.trustpointtx.sandler.com
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conversation discussing his
approach to your sales staff and it
will change the way you hire and
train sales staff to ensure
success. Karl's training and
management programs can lead
your company to future success.
Marcus McCue | VP of Sales |
Guardian Mortgage Company,
Inc
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3. 10/16/2014 Dallas TX Sales Blog: What’s the rush? | Sandler Training by TrustPoint Management Group
Addison, TX 75001
T: 888-831-0466 | kgraf@sandler.com
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