As a sales & sales leadership consultant and trainer, I get to ride with my client’s salespeople to research their business and to watch their team sell. My most consistent observation is the majority of sales professionals talk too much, especially when they’re presenting their solutions.
Reps are presenting way too many details on what they’re trying to sell. The best sales calls involve reps only focusing on, at most, three uniqueness’s or values your product has.
Too many times salespeople cover 10 or 15 different reasons why this is such a superior product or solution they’re proposing. But that many points covered just fogs over for your buyer.
Success in selling today is not based on what you say during your presentation. It’s what your customer remembers a few days after your presentation that will determine if you win the sale.
We need to keep our presentations and the points covered simple. We need to keep these pitches brief making sure our message concentrates on the two to three most critical ideas we can offer.
Today’s video shares this idea of the benefits of presenting less…so your team can sell even more!