The Good, The Bad, and The Ugly…How to Talk with Prospective Clients.

We recently went to a sales presentation that was very educational in some very unusual ways. It wasn’t’ the information from the presentation that was educational. How the person made her sales presentation was the educational part. Her personality and style of asking questions didn’t do much for attracting clients. It in fact was down right repulsive at times. Something someone more conscientious doesn’t want anything to do with. Let’s look at the good, the bad and the ugly in some sales presentations.

The Good…Realize that is it really isn’t about you. It’s entirely about the person sitting in front of you that you would like to sell your service or product to. Put your ego and agenda aside. Yes, you really want to make some money and close the sale. What is important is you are providing the solutions to their problems and challenges.

You must become the answer to the riddle that they have in their lives. Something so compelling that you’re the expert in solving. By trying to force something down someone’s throat that you think they need will only make them want to get away from you, no matter how spectacular you think your service is. I know many people say “the product sells itself” and that can be true. It is also true that “a pushy sales presenter can mess up an easy sale too”.

The Bad… If you don’t have a strong belief in what you are offering, how can anyone else? It’s important to really believe in your product or service. Let them use their imagination about what it will feel like to use your service. Paint a picture for them of what life will be like with you helping them. Describe how different their life will be and what a difference you service will make to their lives six months from now. Many times just by helping take your prospective client through this little exercise you have made their purchase decision so much easier. And don’t be alarmed if they suddenly get very quiet at this point. They may be using their imagination and be in a slight trance as they are seeing in their mind what the future may be with the help of your service or product. Let them have this time to think.

The Ugly…Playing the “Yes” game can get ugly pretty fast. That’s the game when a sales person keeps trying to get you to say yes or commit to small things so they can get you into a pattern of behavior. The hope is by getting you to do this that when it comes time for the big closing you will easily say yes to whatever they offer. The game works to a certain extent until the prospective client finds out what you’re up to and then the end of the game comes quickly with the sales person as the big loser.

One of the best ways to make a sales presentation with integrity is to ask really good questions. This is how you can find out what their challenges are that you have the answer to. It is also important to remember that this is not an interrogation. To continually quiz and push someone for answers to your questions can push people away. By keeping the conversation light and upbeat, they will get to know you and see your value.

Remember the 80-20 rule. Let your client do 80 percent of the talking while you do 20 percent. By letting them talk about themselves, you can then discover what their challenges are. They will tell you what they need and want. The questions and conversations that you have with people are very important. When you let people talk about themselves, they will appreciate and trust you even more.