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THE SALES ADVISOR

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ACHIEVE AMAZING SALES RESULTS

Jim Klein shares his complete sales training system, "The Three
Keys To Success in Sales", his best sales techniques, projects,
plans and hot new information products and services. Learn step by
step, the best ways to make money in sales that really work. No
filler, just the best ways to make fast money. SERIOUS ONLY.

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Hi Subscriber,

I have a MAJOR ANNOUNCEMENT to make.

In keeping with my commitment to top quality service for my loyal
subscribers, I have made a new addition to the From The Heart Sales
Training family of web sites.

It's a sales forum!

I am very excited about this new addition and you should be too!

The forum will be a great place for new and experienced sales
people to go and discuss topics of interest with all your peers
from around the world.

It's also a place to ask me questions and get my input on any
topics as I will be a regular participant in the forum.

One word of caution. This forum is limited to people who are on my
subscription list and owners of my products and personal coaching
clients only.

So, if any of your friends or associates in sales want to take
advantage of the forum, all the have to do is subscribe to "The
Sales Advisor" and their in.

Head over there right now, register and start enjoying all the
benefits.

http://www.jimklein.name

Now on to this weeks feature article...

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FEATURE ARTICLE: How To Plan Your Presentation So You Close Sales
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By the time you finish reading the next few "Sales Advisor"
articles, you will have learned how to present your product or
service properly, and how to present the benefits of your product
or service that will solve your prospects problems and make closing
the sale a mere formality.

Before I talk about the right way to present, let's first talk
about the wrong way.

One of the most common mistakes sales people make when presenting
their product or service is to use a generic presentation. They
design and use one presentation, or use the presentation their
company designed on every sales call.

This type of presentation has one key problem; it does not deal
specifically with the problem your particular prospect has. These
generic presentations may cover general problems or situations your
target market has, however, for a sales presentation to be
extremely effective it must deal with the specific issues of your
current prospect.

A lot of sales presentations are very boring to the prospect. Many
sales people spend too much time during their presentation talking
about their company, how big they are, and the structure of the
company and other boring facts. They list all the features of their
product when the prospect doesn't care about features; they want to
know how the product or service will benefit them.

A generic presentation contains many features and benefits that
will not be relevant to every prospect. Many sales people think if
they learn every feature and benefit their product or service
offers, and then present them all to their prospect, the prospect
will pick out the ones they like and buy.

However, there are far too many features and benefits of any
product or service to include them all in a generic presentation,
in hopes the prospect will pick the ones that fit their situation
and then based on those decide to purchase from you.

This type of presentation doesn't really even require a sales
person to be present. This type of presentation could just as
easily be put on a CD and played for the prospect.

This generic presentation shows no professionalism and a total lack
of preparation on the part of the sales person. The prospect will
feel like they're just another name on your list of possible
buyers. They don't want to be just another buyer. They want to feel
special, like they're the most important person in the world.
Because to them they are the most important person, no one else
matters.

I know that may sound cold, however, it's true.

Many sales people forget that all other information matters to the
prospect only if they are getting what they want. The prospect
doesn't want to hear about you, your company, or any other
information unless you answer the most important question on the
prospects mind.

What's the one thing the prospect wants to know?

They want to know WIIFM.

What's in it for me? How am I going to benefit from buying and
owning your product or service?

Talking about everything else without answering this question only
turns the prospect off, and makes you sound like every other sales
person they've ever met.

When you ask questions and probe for the problems the prospect
faces during the qualifying process, then you can take the
information you gathered and tailor your presentation, presenting
the features and benefits that will give them the results they
desire, and show the prospect that your product or service is the
answer they have been searching for.

You will then answer their most important question, "what's in it
for me?"

You need to be prepared with a presentation you can tailor to each
individual prospect's wants, needs and desires. Your presentation
should be well planned in regards to the language and structure.

By this point, you should have an in depth understanding of your
target market so you can prepare and rehearse a presentation,
allowing places in the presentation to make it unique to each
particular prospects wants and needs.

Much of the tension and anxiety many sales people feel prior to
presenting their product or service will vanish by preparing and
presenting in this way. You will have the confidence that what you
are going to share with them will be of interest to them and
provide them with real value.

Most importantly, you'll find you're more effective; you'll close
more sales in less time, and provide a win - win situation which
will ultimately put more money in your pocket and provide you with
an abundance of satisfied clients. And satisfied clients become a
source of repeat business and referrals for years to come.

Next week, I will show you the right way to present your product or
service.

So, stay tuned...

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Until next time,

To Your Success,

Jim Klein - Sales trainer, coach and speaker
Helping salespeople fine tune the sales
process so they can confidently close
more sales and create long term relationships.
http://www.fromtheheartsalestraining.com
http://www.jim-klein.com
http://www.personal-sales-coaching.com
http://www.personal-sales-management-training.com
http://www.personal-sales-training-program.com
http://www.askjimklein.com
http://www.sales-action-plan.com