Refresher Course 101

Y ou've made hundreds of presentations. You've pitched your product and services package so many times that you can do it in your sleep. Do you even need to refresh your selling skills? You bet you do.

Life is an ongoing learning environment where the classroom never closes. Successful sales professionals are always open to learning new strategies, improving their techniques and, most important, willing to do the homework. Here's an assignment that will rejuvenate and re-energize stale sales approaches.

• Why not breathe new life into your presentation by encouraging questions instead of just asking them at the end of the pitch? At the onset, tell your prospect to be sure to interrupt you whenever a point of procedure needs clarification or whenever a question pops into their head. This ensures an interactive presentation. Class participation enlivens any subject.

• If you want to make an impact with your next prospect, stress your major points ... over and over. The law of advertising is that consumers need to see an ad many times before being motivated to buy. You don't have the luxury of multiple exposure, so repeatedly recite your selling points throughout the presentation. Don't overload. Just pick the two or three most impressive aspects of your package.

• Like so many of us who have had to stand up in front of the class, we get nervous. Use that sweaty-palm energy to your advantage. Re-channel the adrenaline into enthusiasm for your products and services.

• Don't forget your posture during a presentation. Standing up straight or sitting tall in a chair facing your prospect shows your pride in your presentation and products as well as confidence in your selling skills.

• A basic tenet that is sometimes forgotten but still remains solid is that honesty is always your best policy. Telling a prospective customer what he or she wants to hear rather than the truth will only lead to a failing grade. Focus on honest business practices and you'll go to the head of the class with more sales and happier, long-lasting business relationships. And from this same lesson, if you don't know the answer to a question, admit it ... then offer to research and get back to the prospect ASAP.

Good Selling!^SM

Paul H. Green