The sales presentation

I was recently speaking with a fellow salesman about the “Sales Presentation”. We had both come to the conclusion over the years that many presentations are dull, dry & boring. We also determined that many a sale went to the other guy simply because we didn’t engage the prospect.

Ability without opportunity is nothing. This quote is good, but think about it this way, Opportunity without ability is nothing. Or this way…..Lose the presentation, lose the sale.

How many opportunities are lost because your presentation bites? You only have one shot, the clock is ticking, the sale is on the line &…………you give a dull, dry & boring presentation. Dude!

All of us want to be heard, but our presentations are usually deafening. (I mean, people stop listening)

Practice being engaging. Read, a lot, funny stories and humor. Join Toastmasters. Practice in front of a mirror your entire presentation. Better yet, practice it in front of your family. You will learn something. Record yourself, you will be horrified!

You can learn to speak well. Have fun, and sell more than ever.

go sell something.

The sign guy is the sales manager for Signs by RSG, a Minnesota sign company. He is available for seminars and training on sales. 763.753.7571

Sales 101 – Don’t sell

You heard me, Don’t sell. People hate being sold. I hate it, you hate it. We hang up on phone salesmen. So, don’t sell anything.

I can hear you shouting, but what do I do?!!? I have to sell stuff in order to make my quota so I can get my commission. (as heard through nasally whiny voice)

Become a fireman

Here is the simplest answer I can find. Tell the prospect only one thing; WIIFM!

WIIFM  What’s In It For Me?

Your prospect does not care about you, your product or service, how much it costs and they certainly don’t care about your commission. As a matter of fact, most of the time they care about how to get you out of their office or off the line so they can get back to putting out their fires.

Did you notice the answer to our question? Your prospect is trying to put out his fires. He needs a fire extinguisher. Get the prospect a fire extinguisher. We’re all trying to sell a product that will help our prospects, but we spend far too much time describing the color and size of our extinguishers, and not enough time showing them how it will put our their fires.

Describe how your fire extinguisher puts out fires the best.

Follow the analogy a moment. If a guy is struggling with a fire and you show up with matches, what is he going to do? However, if you show up with a fire extinguisher……..He’ll knock you down getting it from you.

Your job is to figure out how your junk will put out those fires. Do your homework, ask some questions.

In my sign business, no one wants a sign. So I sell them a customer / cash generating machine. If their fire is not enough customers, my extinguisher is a new wall sign, channel letters or Electronic message center. What’s your extinguisher?

go sell something.

The sign guy is the sales manager for Signs by RSG, a Minnesota sign company. He is available for seminars and training on sales. 763.753.7571

Selling or visiting?

Are you selling something, or are you an amature visitor?

So many times I meet someone in my field as a sign maker that doesn’t know what they are selling. More directly, they know what they are selling, but I don’t know how it relates to me. Why spend so much time telling me about your business, tell me how I will be richer, brighter or more beautiful.

WIIFM, or will this sign make me money?

In selling wall signs, I don’t explain what a wall sign is, I explain how much money is going to be brought in because of a well designed set of channel letters, or banner, message center, or vehicle graphics.

Sell what they want to buy!

My customers don’t ever want to buy a wall sign or pylon sign. What they want is a solution to their problem of no money.  I sell them a solution to the problem. “This electronic message center will increase your sales by 10-25% daily.”

I met a guy today who didn’t want a channel letter sign. He wanted more customers. Guess what? I can help with that.. Buy this set of channel letters, and the customers in your Minneapolis location will start pouring in.

go sell something

The sign guy is a 4th generation sign maker and sales professional. You can reach him at Signs by rsg, 763-753-7571

Selling from your business card

Can you sell stuff from your business card? Yes, if people keep it.

I get tons of business cards every week while running around in Minnesota. Through my BNI groups and other methods. So many times, almost all the time, they are white rectangles with black times roman text. BLEGHHH!

Do you want to know how to get someone to hang onto your card longer? Get a card that makes someone say “cool!”

Have you ever heard of color? In today’s world you can get full color printer fairly cheaply. Matter of fact, I can tell if your really cheap, I will look at your business card. Is it plain white on paper you can almost see through and does it have perforations on the edges? Can you believe that some people think they are saving money by printing their own cards on a desktop printer?!  If this fits you please know, we can tell. It doesn’t reflect well on you.

Sometimes your first impression to a potential client is your business card. Don’t blow it with perforated edges! Trying to close a giant deal? Yeah you will close it right down if you show up with perforated edges. That just tells me you can’t handle the big job.

There is this one guy who can make you super hero cards. Those are cool!

great sales trainer

You don’t have to spend tons of money for a nice card. Just spend a little time thinking about your card and how you would feel if you received it.

Get your cards out of the pile, and get them into your clients card book. Make them interesting.

The Sign Guy is the owner of Signs by RSG located in Ramsey, Mn. He and his brother (The sign dude) are 4th generation sign makers and can be reached at 763.753.7571