March 9th, 2010

Kick Start Sales To The Next Level

Presentation Skills Rituals

Are you ready to kick-start results and take your sales presentations to the next level? If the time has come for you to take charge of your life and achieve your goals, you need to ask your clients and prospects this single question:

What makes you stay awake all night?”

It looks simple enough. Unfortunately, not all sales teams have this list of questions. And here's why. This needs you and your staff to listen.

beyond any cursory nod. Not your regular agenda. If you pop this question, you're opening up a different and deeper level of conversation.

As the discussion goes deep, so should your level of listening. Listen from the heart. Listen with an open mind. Listen like you would to a friend.

Lots of people would like to be asked this question. It would help them speak openly about problems and issues. Express what's really bugging them. But many sales people don't ask it.

In fact, the better businessmen know these issues. Life's complex. Problems are many. Time is short. So, instead of asking about problems, they launch into solutions.

This is shortsighted and will come back to bite you.

Seriously. If you don't know the real nightmares and worries of the people you are presenting to, how can you speak to their needs? You can't. You won't have a clue.

You might give a perfectly laid-out presentation of facts and figures. Your client wants to know how many hours are saved with your idea.

You can show a brilliant, show-stopping presentation packed with client testimonials and examples.
But your prospect has a new problem. It's not in your pitch. And you'll never find out about it.

Unless you ask.

In many ways, the heart of selling starts with this single question. it comes in many forms. It has unique nuances that you can adapt to your industry and marketplace. It is, however, a thought that needs addressing.

If you intend this year to be the most fruitful in your life.

Learn to accept it. You're at the point beyond 'ifs" in your career. How do I know that? Because you are reading this article. It's the time you take control and stop gambling. You're ready to achieve your goals.

And the simplest and fastest route lies in this single question.

Think about your current clients. What really bothers them? What they are thinking of? What keeps them awake all night?

If you're unsure, you can act quickly. Ask. Investigate. Check in over a cup of coffee. This question is one you want to ask in a safe and private setting. Otherwise, your client or prospect may not trust the setting and could withhold the real things that are brewing.

Oh. One more very important thing.

When you get this information, guard it with care. Determine whether the matter is public or private. You are building trust. This is a crucial and essential part for an open conversation. you need to make sure in order to secure trust and confidence.

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