«

»

Oct 12

Make Your Sales Presentation Irresistible

Sitting in a dealership, I weighed whether I should even talk to a car salesman. My 10 year old minivan rested on the hydraulic lift for the second time in as many weeks. The last time I brought it in, it cost $900. Was it time to buy a new car? Would that save me money?

When I sat in front of the sales consultant, we went through the niceties of building trust and rapport. After asking a few questions, the young man parked the SUV he thought would be perfect for me in the service breezeway. Leather seats, a DVD player, extra room in the back, great gas mileage. He laid out all the features of the car as if rehearsed. I have to admit it was a nice car, but I decided to schedule the appointment to bring the van back for repairs.

What happened? Why did I not buy the new car?

Eric Lofholm, in his book, The System, states that the way to build value in your presentation is to share benefits that your prospect will love and enjoy! Sharing the benefits is different than presenting the features. Benefits are based on your customer’s needs. Often we tell the customer about what our product can do, but we fail to link those features to a benefit that our client is interested in.

In the example above, the young man showed me some great features. The more features he showed me however, the more concerns I had about monthly payments. He focused on the nice features he was interested in, not the ones I was. Had he shown me how this would fit in my budget, I would not be able to say no!

Sales is about service. Share the benefits (notice I didn’t say features) that your prospect will enjoy. That is service! When you take the time to identify the customer’s true needs, and share benefits that they will love, your presentation will be almost irresistible!

In a recent Periscope broadcast, I shared 5 benefits to include in your presentation to have your customer wanting your product before you ask for the order. To find out what kinds of benefits your customer is looking for, click here to listen to the broadcast

Do your customers want your product before you ask for the order? Then you must make your presentations irresistible before you ask for the money. Master this step in the sales process and you will close more sales!

Want feedback to make your sales presentations irresistible? I’m here for you! Email me and we will set up a 30 minute, no obligation, FREE discovery session.  Let me help you make more sales!

3 comments

  1. KENT WYLAND

    I’m open for coaching. But prefer to pay on results and get credits for referrals. I like to refer good people – proud to, actually. Main reason on first, got ripped off for $750 this summer! “Guaranteed Results” but no results. No refund, but he did threaten to sue me AND companies I represent. I’m still going after him, just trying to be smart.
    If he had been kind and tried to take my observations seriously … May be different. But he was absolute jerk! Back to me, I came off my best week ever six months ago or so …. A tragedy hit the family and I seemed to lose evedything I knew. Especially my confidence. I’ve been too proud to ask for help. But now I’m at rock bottom. Time is up. I’n ready fod a coach!

    1. Anna Scheller

      Hi, Kent

      That’s great that you are open for coaching! What industry do you work in? Let’s continue this conversation through a phone appointment. Email me at annajoscheller@gmail.com and I will send you my available times.

      Thank you!

  2. KENT WYLAND

    Ok. Got the cart before the horse.

    Excellent article. You are correct. Getting thd potential client wanting your service/ product before you even ask IS the key!

    My company training seems to have the presentation backwards. Maybe THAT us what is holding me back! Becahse I, can sense it.

    I’d love to have the 30 minute consult to get things rolling. Lst’s ser it up!

    KENT WYLAND
    254.317.5735

Comments have been disabled.