The Sales Blog | Sales Tactics and Sales Motivation | Victor Antonio
Sales Presentations: How to Deliver an Effective Sales Presentation Series. In this sales presentation video series, sales trainer and keynote speaker Victor Antonio lays out the foundation for creating a great sales presentation. It all begins with knowing who your audience is when selling or pitching your product or service.
The next step is to understand what each of those key players in your audience wants to hear. What do they want to know about your product? And, how do you reduce their resistance to your product by blocking their sales objections.
It's funny how many times we have a great idea...I mean a great idea! We get excited about it! Stay up thinking about this great idea! We even start to visualize and see the idea itself materialize in our minds.
Then, we make the God awful mistake of asking someone else for their opinion on the idea! When we ask them, "Hey, what do you think?" We can almost see immediately that the answer that is about to shoot out of their blow hole is not going to be good; it's not going to be positive!
True to form, they then proceed to tell us why the idea isn't going to work, how it won't be understood by others, how it won't be accepted, how it'll cost to much to product, or how much time and effort it will require.
After the litany of negativity, they say, "I mean, you can try it, but I wouldn't." I honestly think dreamkillers always end up saying this as if to make up for all the negative feedback. As if this statement is the counterbalance to why it's a bad idea and they feign objectivity.
You listen to them, take no action, and castigate yourself for ever dreaming up such a "dumb idea". You decide to abandon the idea and by forfeit, the dreamkiller has won. That's what they wanted you to do in the first place...quit!
The end result for you? You quit before you even got started. Dreamkillers exist only because they don't want to see others succeed. Because if you do succeed, it will call into question why "they" haven't succeed. Dreamkillers don't want to be forced to look in the mirror and ask themselves, "Why haven't you done anything?" As long as you're failing, they feel as though they get a FREE pass FROM trying.
So next time a dreamkiller attempts to talk you out of rolling the dice, taking a chance, letting her rip, and giving it a shot, just mentally <DELETE> them and keep moving forward!
By Ricardo Lopez
Los Angeles Times
Seven out of 10 workers have "checked out" at work or are "actively disengaged," according to a recent Gallup survey.
In its ongoing survey of the American workplace, Gallup found that only 30 percent of workers are "were engaged, or involved in, enthusiastic about, and committed to their workplace." Although that equals the high in engagement since Gallup began studying the issue in 2000, it is overshadowed by the number of workers who aren't committed to a performing at a high level -- which Gallup says costs companies money.
The poll, released last week, examined worker engagement beginning in 2010 and ending in 2012. The previous poll period covered 2008 through 2010.
The survey classifies three types of employees among the 100 million people in America who hold full-time jobs. The first is actively engaged, which represents about 30 million workers. The second type of worker is "not engaged," which accounts for 50 million. These employees are going through the motions at work.
The third type, labeled "actively disengaged," hates going to work. These workers -- about 20 million -- undermine their companies with their attitude, according to the report.
"The general consciousness about the importance of employee engagement seems to have increased in the past decade," said Jim Harter, Gallup's chief scientist for workplace management and well-being. "But there is a gap between knowing about engagement and doing something about it in most American workplaces."
Gallup estimates that workers who are actively disengaged cost the U.S. as much as $550 billion in economic activity yearly. The level of employee engagement over the past decade has been largely stagnant, according to researchers.
The report found that different age groups and those with higher education levels reported more discontent with their workplace. Millennials and baby boomers, for instance, are more likely to be "actively disengaged" than other age groups. Employees with college degrees are also more likely to be running on auto pilot at work.
The Sales Blog - Sales Motivational Quote #100
When it comes to selling, clients often talk about what they want and we react to those whims.
Yet, the best salespeople know that what the client wants may not necessarily be the best for them.
Veteran salespeople have figured this out and through a series of questions, probing, prodding and so on, they get to the real issues facing the client and refocus them on their real needs.
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