Author of Selling Fearlessly

“Once the game is over, the king and the pawn go back in the same box.” Italian Proverb 

     Architect Barry Thalden, hotel and casino designer and one of my dearest friends for the past 50 years, tells of presenting a proposal to Donald Trump: “I managed to arrange a meeting with Donald Trump.  We met in what later became the infamous Board Room on his TV show The Apprentice.  My presentation was on slides.  As I started to set up my projector, he immediately objected.  Undaunted, I told him it would only take a few minutes and would fully explain the opportunity I’d come to show him. 

     Once the presentation began he interrupted me several times, trying to rush me along; each time I told him I was just getting to the part he wanted to know about.  I’d come all the way to New York to see him; I was going to do it my way, come hell or high water.  I wasn’t going to chicken out, be intimidated because he was Donald Trump.  (more…)

As with most things in life, there are many ways to accomplish a single task. Wise business professionals are constantly on the lookout for better ways to make their points or present their products. In our book, Sell It Today, Sell It Now, Pat Leiby and I teach a proven-effective procedure for product presentations or demonstrations that is sure to work for you. It is a critical part of the Sell It Today system that can turn you into a one-time closing champion.

Our procedure begins with preparation. Thinking about the client you will present to next, break down your product demonstration into segments highlighting each individual feature of your product or service that you know will benefit this client.

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The Feel, Felt, Found technique is an age-tested, proven strategy of moving your customers gently to a new way of thinking. There are three separate parts to Feel, Felt, Found: “I understand how you feel.” This wording lets a customer know that you heard him or her and can relate. “Initially, other (top purchasing agents

The Feel, Felt, Found technique is an age-tested, proven strategy of moving your customers gently to a new way of thinking. There are three separate parts to Feel, Felt, Found:

‘Y’ is something positive your customer will receive that he or she cares a great deal about.

This other group of people changed their minds, did what you recommended they do, and were very pleased with the outcome.

Phraseology: “So, Steve… tell me something you would like right now.”

Steve responds, “I want to be as successful as you, Tom.”

“Steve, I understand how you feel. Initially, other ambitious salespeople felt the same way. What they discovered by staying positive and working hard at their craft each day was that they were very pleased with their own success.”

, CEOs, mothers…) felt that way.” You are letting him or her know that this initial thought is common, meaning that the situation can change. “What they found, however, was that after doing ‘X’ was that ‘Y” happened. ‘X’ is what you want your customer to do (purchase your product or put a deposit down now…). ‘Y’ is something positive your customer will receive that he or she cares a great deal about. This other group of people changed their minds, did what you recommended they do, and were very pleased with the outcome. Phraseology: “So, Steve… tell me something you would like right now.” Steve responds, “I want to be as successful as you, Tom.” “Steve, I understand how you feel. Initially, other ambitious salespeople felt the same way. What they discovered by staying positive and working hard at their craft each day was that they were very pleased with their own success.”

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Most of us were born with two ears and one mouth. What we’re not born with is an innate understanding that God provided us those tools in the proportion they were meant to be used if we are to become effective communicators and survive well in our world.

If we learn to listen twice as much as we talk, we will pick up on valuable bits and pieces of information that will be to our benefit in the selling arena.

Unfortunately, most salespeople operate under the misconception that the reverse is true — that they must talk twice as much as the average person in order to move products and services.

By listening, you will learn exactly what it is your potential future client wishes to own with regard to benefits. You can then turn that information into a sale by demonstrating the features of your product or service that fulfill those needs.

The best single bit of advice for anyone in sales is this: Listen twice as much as you talk!

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This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

We are in some very competitive times. People are hesitant to make buying decisions so businesses are making previously unheard of offers to get whatever slice of the market pie they can. If any of your clients tell you they’re considering doing business with the competition, you need to be prepared.

If you’re at the top of your game, you constantly act as if each and every client may consider making a change at any time. In other words: If you want to keep them as clients, treat them like gold. If you do, they’ll find it difficult to part with you and your high level of service even if the competition comes in with a better offer on a similar product.

If you’re prepared to hear an inkling of change, you’ll come across like the true expert you are rather than someone scrambling to keep their business. You’ll want to fight a clean fight with the competition, but never give up a client without a fight! (more…)

Before you begin a presentation, hopefully, you have prepared, planned and practiced. Here are some thoughts on the type of preparation you should be doing:

• Each and every piece of equipment you bring with you has been tested before your arrival. Everything works!
• Your presentation has been beautifully customized and detailed according to this particular client’s needs.
• All of your presentation materials are ready for prime-time–clean, neat and well-organized.
• If a power supply is required, you know where it is and have an extension cord with you.
• You have dedicated yourself to protecting other people’s furniture. You
  always place a pad or cloth under your demonstration materials. This includes anything you write on.

Operating their mouths at high speed, some salespeople put on amazing demonstrations. They flip levers, punch buttons, zip stuff around. And out of the machines they’re demonstrating come a flood of perfect parts, data, copies, or whatever. But they don’t sell much with these superb performances.

Why not? Because apathy rushes in where involvement fails to tread. (more…)

Learn to listen for specific clues as to how to best present information to new potential clients. By that I mean to listen for them to say, “I see what you mean,” or, “We look for ____ in a supplier” which usually means they relate best in a visual manner. Gear up your visual aids or computer graphics presentation for this person. Use lots of color, charts, photos, graphs, and diagrams.

For those people who say, “I hear what you’re saying,” you’d better gear your presentation to be more of an oral report. Be sure to include plenty of descriptive word pictures.

When people ask about investment information before you cover all the benefits they’re looking for, they’re probably “bottom-line” kind of people and your dollars-and-cents information had better shine.

People who like to “get a feel for” something will need to have something to touch during your presentation.

Remember, it’s the little things that make the biggest difference!

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

This close can be used when you meet someone who either does not like you or does not like salespeople in general.

Phraseology: “First, Mr. Johnson, let me apologize for the poor service you obviously received. Tell me, if you were President of ABC company and a sales representative treated a customer the way you’ve been treated and you found out, what would you do?”

Be patient and let them tell you what they’d do. Then, if appropriate, say:

“That’s just about what happened in this situation. By the way, it’s now my job to show you how professional our company is. And, do you know, when I meet someone like you that’s unhappy with a person in our company, it represents a challenge to me. I’d like to give you such special service. Could I just keep in touch with you over the next 20 years?”

Learn more on this topic.

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

Top professionals in nearly every field of selling understand the value of a good client. Each client’s business not only adds to your personal bottom line, but it can lead to even more business through referrals. However, the best salespeople have learned how to get more business because of an existing client even from a non-referred lead. How do they do this? By getting permission to use the client’s name.        (more…)