Cerebral Selling

FEBRUARY 10, 2023

While I’m grateful that my clients feel my presentation style is fun and engaging, to create the live experience I was after (not to mention creating my entire online Sales Academy program), flipping on my webcam, popping in those ubiquitous Apple headphones, and looking down at my laptop wasn’t going to cut it. Here’s the problem.

Presentation 221

Presentation Angle Technology Technology 221

Partners in Excellence

JUNE 13, 2024

The presenter was presenting the implementation plan, the goals, challenges they might face, support they needed. I could look at the conference table, the presenter and the other participants. The post Being Present appeared first on Partners in EXCELLENCE. I couldn’t attend, in person, so I participated remotely.

Presentation 149

Presentation Meeting Clients 149

Iannarino

SEPTEMBER 25, 2023

Whether you are a sales leader or a sales manager, you are responsible for the future , and you can’t create the future without first creating a vision. As a leader, you need to know what you want in the future and what you and your teams need to do to bring it into existence.

Presentation 276

Presentation Sales 276

Understanding the Sales Force

NOVEMBER 26, 2024

It’s where they are encouraged to talk about capabilities, value, solutions, deliverables, make presentations and/or demos, propose, quote, and recommend. The post Three Dog Night Classic is Foundation for Present Day Selling appeared first on Kurlan & Associates, Inc. But there’s a problem.

Presentation 133

Presentation Sell Process Sales 133

Anthony Cole Training

SEPTEMBER 19, 2024

Creating a winning sales pitch is a presentation that ends with a decision being made. That is our definition.

Pitch 242

Pitch Sales Presentation Prospecting 242

Iannarino

JULY 19, 2021

Presentation and Proposal. Generally, after you agreed with your client on a solution, you would present it and provide a formal proposal and pricing. Presentation and Proposal. At this point, you may or may not need to provide a presentation, but you will eventually have to provide your client with a proposal and a contract.

Conversion 319

Conversion Clients Sales Presentation 319

Iannarino

JULY 7, 2021

Let’s look at the challenges these rules present. These rules also present difficulty if you are used to opening the call with a solution-focused agenda. Your dream client expects you to know how to help them and what that process should look like. Execute your best sales calls with this FREE Sales Call Planner.

Sell 334

Sell Cold Call Contact Clients 334

Iannarino

MAY 23, 2022

The major difference between One-Up salespeople and those presently One-Down is that the One-Up person creates a tremendous value inside the sales conversation, while the One-Down salesperson's approach feels like a waste of time.

Presentation 295

Presentation Conversion Sales 295

Iannarino

MAY 14, 2024

The children came bearing flowers and presents. Last weekend we celebrated Mother's Day with our three adult Gen-Z children at Claudiana Italian Restaurant. After ordering our food, we sat for more than half an hour, until our server reported that the kitchen had lost our ticket.

Presentation 256

Presentation 256

Iannarino

OCTOBER 26, 2023

In first meetings , many sales reps still use a legacy approach that starts with a presentation about their company, clients, and their solutions, even though they should know better by now. For example, you may have been taught to disqualify your prospective client, ensuring you are only talking to them so you can convert them.

Clients 279

Clients Presentation Meeting Prospecting 279

Anthony Cole Training

JUNE 7, 2024

This presents problems and opportunities for every bank. Working with community banks across the country, we understand that now is an important time to have the right people in the right place, asking the right questions, to address the flow of deposits. Client retention as well as new customer acquisition are the focus.

Growth 248

Growth Customers Presentation Clients 248

Iannarino

OCTOBER 15, 2023

You are getting close to where you will need a commitment to go forward, and you need to start putting together a presentation and proposal that documents how this will work. Most of this time has been working on adjusting what will be your client’s solution, all the while building the consensus you need to win a big deal.

Contact 263

Contact Presentation Closing 263

Veloxy

MAY 25, 2021

Make them the cornerstone of your presentations. Don’t just present a long list of numbers, surround them with a story and they’ll make more of an impression. Use stories in your email marketing, in your presentations, on the phone, even in face-to-face conversations to make your message unforgettable. Use more visuals.

Referrals 290

Referrals Quota Cold Call Contact 290

Anthony Cole Training

MARCH 15, 2024

The second occurs when you are delivering a presentation and seeking a commitment or decision. The first is when you’re trying to secure someone’s time during prospecting, attempting to schedule a meeting on their calendar and obtain a few minutes of their attention.

Sales 234

Sales Presentation Meeting Prospecting 234

Veloxy

JUNE 24, 2021

And if you happen to be standing or giving a presentation, make sure you stand and walk confidently. If you can master the art of matching and mirroring your prospects’ body language during most sales interactions, then your future presentations should be nothing but successful. Body Language. Body Language Tip #2: Open Up.

Cross-sell 287

Cross-sell Technique Pitch Contact 287

Tibor Shanto

JUNE 15, 2021

Based on their role, the different buyers will consider what we are presenting based on their unique time horizon. A leader of product strategy is always in the future, while their counterpart in production is squarely in the present. What Time Is It There? This plays out in many ways.

Meeting 261

Meeting Prospecting Cold Call Presentation 261

Iannarino

AUGUST 8, 2021

In light of that data, let me ask you two questions: Would you agree that it is frustrating when your clients, when presented with unassailable evidence that they need to change, feel no compulsion to change? The fact that your solution might solve the presenting problem does nothing to solve the problem of uncertainty. Status Quo.

Intrinsic 323

Intrinsic Quota Clients B2B 323

Anthony Cole Training

SEPTEMBER 6, 2024

If a salesperson follows a stage-based sales process, they know that a proposal only follows when the prospect has hit certain milestones in the discovery process, and they will be ready to give an answer, whether yes or no, at the time of presentation.

Sales 236

Sales Presentation Prospecting Process 236

Iannarino

DECEMBER 30, 2023

When these two mistakes are present, coaching fails, and if the coaching does any real help, it is often fleeting. There are two mistakes coaches routinely make, without knowing it. Because they are unaware of these mistakes, their results are often not what they would and should be.

Presentation 227

Presentation 227

Iannarino

JULY 4, 2021

Listen up: any presentation designed to directly create an outcome that is beneficial to you while creating no value for your contact creates negative value—and the recoil will often push you right out the office door. But prioritizing future steps over present value can leave you just going through the motions.

Contract 333

Contract Contact Clients Prospecting 333

Anthony Cole Training

JUNE 9, 2022

There are three major areas that "think it over" typically appear- the initial phone call, the first appointment, and the presentation. In the profession of selling there is a response or an answer we are often confronted with that causes great distress, delays in decision-making, or loss of opportunities.

Appointment 250

Appointment Presentation Sell Sales 250

Iannarino

MAY 31, 2023

I gave him my legacy approach presentation all about why he should buy from my company. You know that feeling that suggests you are going to have an easy time winning the client’s business? I was certain I was winning this deal.

Presentation 252

Presentation 252

Iannarino

AUGUST 17, 2022

But managing a sales force and their pipeline presents challenges, many of which cause sales organizations to come up short at the end of a quarter or year.

Pipeline 243

Pipeline Sales Presentation 243

Iannarino

JUNE 13, 2023

A few months ago, I sent a summary of a presentation I will deliver soon. important; max-width:50%; float:left; margin:0 15px 15px 0;"> If you spend any time on LinkedIn, you find a lot of content about ChatGPT and other tools built on large language models. Some people use ChatGPT to write their content in part or in whole.

Presentation 246

Presentation Product 246

Veloxy

JUNE 23, 2021

Start by making sure the room is presentable. Always make sure it presents the image you and your organization want to present. All while utilizing the coach’s advice without them having to be physically present. I’d think not. Apply the same level of common sense to your video calls as well. What about the background?

Sell 317

Sell Education CRM Up-sell 317

Iannarino

JULY 28, 2022

Many salespeople underestimate the importance of how they present themselves when they walk into their prospective client's office for a first meeting. The One-Down salesperson will, without meaning to, project that the client will not be able to count on them to help improve their results.

B2B 236

B2B Clients Presentation Sales 236

Tibor Shanto

AUGUST 17, 2021

Present your best option, if the buyer has questions, new ideas, or whatever, you can negotiate down, or up. Old but true, imagine if the doctor gave you three choices after looking at you x-rays. Worse, most sellers falsely believe that buyers will usually go for the middle choice. Then are disappointed when they go with the cheapest choice.

Appointment 293

Appointment Negotiate Prospecting Trust 293

Iannarino

JULY 2, 2021

I have a friend who asked me to help him understand why his team was losing deals after being invited to present to their prospective clients. One question revealed that it wasn’t what happened in the presentation that lost them every deal—it was what didn’t happen. The Big Picture.

Sales 249

Sales Clients Price Presentation 249

Iannarino

JUNE 4, 2023

Occasionally, a salesperson asks you to join them on a discovery call or a presentation. You are in an operational role, where your job is to execute what your salesperson sells. You are being asked to join this meeting because the client’s operations people will have questions that the salesperson can’t answer as well as you can.

Presentation 219

Presentation Sales Meeting Sell 219

Veloxy

JUNE 15, 2023

Navigating Digital Transformation Digital transformation presents both challenges and opportunities for outside sales professionals. Overcoming Economic Challenges Economic challenges, such as changes in consumer behavior or market trends, can present difficulties for outside sales professionals. What is an outside sales person?

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Iannarino

MARCH 2, 2023

In one industry I spent time selling in, the presenting problem wasn't always the client's real problem. Addressing the presenting problem would leave the client’s underlying pain points unaddressed. In this industry, my clients would complain about the lack of quality of their workforce.

B2B 276

B2B Contact Clients Entertainment 276

Anthony Cole Training

MAY 26, 2023

In this blog post, we present a question that may force you to look yourself in the mirror and ask, "What can I do better as a salesperson to increase my sales in 2023 and beyond?"

Sell 212

Sell Sales Presentation Consult 212

ClickFunnels

AUGUST 2, 2021

You present your offer at the end of the webinar. You present them with your frontend offer at the end of the webinar. A downsell is an offer that you present to the potential customer after they have rejected your initial offer. At each stage, they are presented with just one option. You create a webinar landing page.

Cross-sell 246

Cross-sell Sales Up-sell Presentation 246

Veloxy

NOVEMBER 30, 2023

Unlike inside sales, which rely on digital communication, field sales involve personal meetings, presentations, and relationship-building on the ground. You also run the risk of each field agent presenting information differently. The main goal of field sales enablement is to make sure these reps have everything they need to succeed.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Veloxy

JUNE 4, 2024

How to Implement Salesforce Adoption Strategy #3 Schedule a company-wide Salesforce presentation Invite buy-in and users from other departments Pair non-sales staff with sales staff on Salesforce Why it works: Trust is a big part of the game, and the less your buyers can question your consultation, the better.

Objectives and Key Results 245

Objectives and Key Results User Experience Contact Trust 245

Iannarino

AUGUST 5, 2021

To demonstrate that you can offer excellent counsel, advice, and recommendations that help clients improve their results, you need to present yourself as a business expert, not just an expert in your products or your solution. What Did Your Dream Client Learn?

Clients 338

Clients Meeting Conversion Strategize 338