Should You Give Sales Presentations or Have Sales Conversations (Part 4)

Now let’s dive into particulars of turning sales presentations into sales conversations. (To see previous parts of this topic – see earlier posts) Most sales presentations are done on a one or one or small group basis. So a key to making these conversations is learning the art of asking great questions. First off, you need to understand a key to influence and it’s this – Focus on Being Interested, Not Interesting. One of the best ways to show interest, to personalize a sales presentation and to make it about the prospect is to ask questions. The following is an exerpt on asking questions from my book – The Power of Influence. As we strive to build our influence and rapport with people, we all need to know more of what other people are feeling and thinking, wanting and planning. To do this, we need to use questions that “open”
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