Colleen’s Blog

I want to highlight an important coaching technique that you should be practicing with every single one in your sales team: owning the story. What do I mean by that?

Today, I have a challenge for you that you can do over the next week or the next month. Put down your Powerpoints.

There comes a point in every sales cycle where you have to present solutions to the client and I often get asked how to do this. Here is my presentation process for you to use.

Our team spends a lot of time working with our clients on compelling value propositions and client testimonials. There are two ways to use client testimonials that are often overlooked that I think are some of the most powerful uses of this type of content.

Last week, we talked about proposal formats. Therefore, it makes sense that we talk about presentation formats this week.

Do you find yourself struggling when you have to present to a senior decision maker of a company? I am often asked how salespeople can make this process simpler so I have created this 7-step plan to make it really easy for you to get through a presentation with high-level managers and/or officers. 1. Prepare! You may have heard the common real estate adage; "location, location, location." In sales, we have a similar saying; "prepare, prepare, prepare." I’m sure that you don’t regard presentations to top executives to be casual and friendly conversations but, it's extremely important to give the customer the feeling that it is. Without rigorous preparation, this is no easy feat. Once you have organized your notes and slides, try practicing to yourself as you do everyday tasks. 2. Begin At The End Think of any advertisement for a product you see on television or a flyer. There's never a picture of the factory where the product is created, only the product itself. Learn to apply this idea to your business as well. Never start a presentation with an introduction to your company. The first thing prospects want to know is what you can do to solve their problems or challenges. Try to begin with your conclusion. Start by reviewing the prospect's issues, and what you can do to solve them.