How to Make More Sales - 8 Steps to Outstanding Sales Structure
Channel: Patricia Fripp
Date: 2022-10-10

How You Can Avoid Losing Sales: Here's How With My 8 Steps to Outstanding Sales Structure

You may like many of my clients before I work with them. You have great products and services, perhaps complicated and technical in nature, and they require an incredible amount of trust to sell.

You invest in your sales professionals with product knowledge, with ways in which you compare to your competition, with territory management, with the technology the company uses, and then you say, “Go out and call on the C-Suite.”

However, they often fall short on training their sales professionals to create and deliver an engaging, clear, concise, and prospect-friendly presentation.

After keynoting a sales conference, Jill, the National Sales Manager, said, “Patricia, I liked your speech. However, I really loved the way you delivered it. Can you teach our sales professionals to speak that way? It takes us a year to be in a position to deliver a one-hour sales presentation to a hospital board. It is worth $9 million dollars a year if we win the business. However, we are losing sales, and it has nothing to do with our product or service. I keep hearing that the presentations from our competition are better than ours.”

Shelley read one of my special reports and said, “We are a technology company. We hire only seasoned sales professionals with at least 10 years’ experience. We naturally assumed they could tell our company story well until we had them deliver to Senior Management. We were horrified, and I am charged to find the best sales presentation training. I am glad you are only 37 miles from headquarters.”

Every sales manager needs to be confident their team can deliver a compelling presentation.

It often takes weeks before you get the next conversation. As a result, the goal is to burn vivid examples and key ideas into your prospect’s mind.

You want to know they cannot forget what makes you different from your competition. This is especially important if you are one of several individuals or teams competing for the same business.

The structure of your sales presentation is the skeleton under the flesh of your words. This simple, 8-step process frees you to make a seamless argument leading to a conclusion.

The challenge is to design and deliver your presentation in a way to be remembered and repeated. What is the average structure?

“Hi, I am Fred Smith. Let me introduce you to my team: Tom, Dick, and Harriett.

Thank you for your time.

We are from the ABC Company . . .

This is what we do . . .

This is how long we have been in business . . .

This is what we are known for . . .

These are the clients we do business with . . .

We would like to work with you . . .”

That is a dreary, “who cares” presentation at its worst. At this point in history, especially with big ticket sales, we realize if we get an appointment to speak or deliver to senior-level prospects, they already know about your company.

Let us consider a more effective structure. Take these eight steps to create one that’s focused on the potential client:

1. Sincere compliment.
2. Introduction to their challenge or problem.
3. Differentiate from your competition.
4. Thank and make heroes of your contacts.
5. Provide examples, experience, and social proof.
6. Review your key ideas.
7. Head into the close with confidence, not a question.
8. Reinforce your key idea.

Most professionals are fairly smooth when they get into the body of their presentation. Very few, however, know how to open and close effectively and memorably. Take these eight steps you’ve just read, and apply or adapt what is appropriate to your situation. Script your opening and close for specificity and brevity. If you asked one of your sales professionals, “How are you going to open and close next week’s sales presentation,” the automatic response needs to be exactly what they will say.

BONUS: Share this Special Report:

Fripp's expert advice when you have 5 minutes with a prospect.

http://fripp.com/downloads/5-tips-when-you

FrippVT.com can help you become a great speaker easily, conveniently and quickly. Sales Presentation Skills Expert Patricia Fripp shares her techniques on how you can drive more sales by perfecting your sales conversations and presentations.

To learn what companies pay thousands of dollars to learn from Patricia in a fast, easy, convenient, and cost-effective way check out her online learning Sales program FrippVT Powerful, Persuasive Presentations.
https://www.fripp.com/shop/frippvt-sales/

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