The document focuses on enhancing presentation skills to improve sales effectiveness, emphasizing the importance of clear tasks, understanding client versus customer dynamics, and building relationships based on trust and feelings. It incorporates insights and quotes from sales experts like Og Mandino and Zig Ziglar, advocating for organized presentations and systematic approaches in sales efforts. The document also outlines key elements for successful presentations, including preparation, follow-up actions, and evaluation of personal sales processes.

1. Make your presentations Snap!

2. How much better do you have to be than the next guy? How much are you WORTH per hour? Why did you NOT get hired on your last job interview? What is your PURPOSE when you go out on your job interviews?

3. “ I will practice, and improve, and polish the words I utter to sell my goods, for this is the foundation on which I will build my career and never will I forget many have attained great wealth and success with only ONE sales talk, delivered with EXCELLENCE!” – Og Mandino, “The Greatest Salesman in the World ” “ He works from a plan and not a can, but as a professional he knows while there are many ways to say things, there is ONE best way. As a result, he includes many verbatim phrases, explanations, and expressions in EVERY sale presentation.” – Zig Ziglar, “The Professional Understands” “ In order to appear completely spontaneous, my act requires very careful rehearsal” a Pot Shot by Ashleigh Brilliant

4. The IBM sales story Use personal and professional standards in your presentations Have a clarity of tasks

5. Customer vs Client What’s the difference?

6. Sell the Customer Inspect the jobsite and meet the prospect Find or insert pain Close Close Close Get the sale and the check Work up the estimate

7. Establish a Client Interview House or job inspection Invitation to establish a relationship Gain a client And a long term relationship Share SOP’s Think about it

8. My PURPOSE : to help people make GOOD DECISIONS Only two decisions they have to make (and in THIS order): Who are they going to hire? How much is it?

9. 2 VERY VERY Important things to remember! Behind every presentation is a PERSON Every PERSON makes decisions based on FEELINGS

10. Why do people buy from you? Like Trust Care Competent Best Worth ALL these need to be answered in this order

11. Develop a presentation around these FEELINGS a PLANNED, not CANNED presentation transfer FEELINGS during the interview process Use the new PDCA presentation book, built around supporting these feelings

12. Phone call Screening Smile Ring doorbell Sincere compliment Kitchen table Break the ice Big Question Series of questions Tour job Silent salesman Second tour Kitchen table SOP Set next appointment Send estimate Deliver estimate Thank you note

13. Ingredients: Your commitment to a system Your smile Your willingness to follow your own system, consistently Your story Your silent salesperson Your flexibility Your practice (use a checklist) Price conditioning

14. If you didn’t sell the job or establish a constructive relationship: What do you do, then?

15. The 4 lids on your sales box Do they trust ME? Do they trust my COMPANY? Is the level of my SERVICE believable? What about the payment? ME My Company Product or service Payment terms

16. Use a checklist Did I follow my process? Chart out your process Did I ask enough questions? Review the list of questions you should have asked Did I ask the right questions? Did I talk too much about ME? This could be a tough one

17. Remember: No ONE painting job is that important But a long term relationship is worth its weight in gold! “ I will practice, and improve, and polish the words I utter to sell my goods, for this is the foundation on which I will build my career and never will I forget many have attained great wealth and success with only ONE sales talk, delivered with EXCELLENCE!” – Og Mandino, “The Greatest Salesman in the World ”

18. Where do you go from here? What is YOUR purpose for your presentation? 1 call or 2? Put together your Silent Salesperson Put together the steps of your successful presentation Evaluate your progress through an evaluation process Make a journal of your experiences Have a supply of Thank You cards on hand