Christmas – Past, Present, and Future With a Second Chance Offer

We need to look into three areas of your life that will at the least make you take the time to stop think. With your busy schedule and upbringing you are way off base. Your third out is approaching very near.

Past memories. Allow me to be your director as we travel back in time into your past to allow you to see how you got to this place in your life. Through influences and role models chosen by you will get you on the right track or on the wrong track. Sometimes we don’t have very good options to choose from that in return leads us down a wayward journey.

Present difficulties. Allow me to be your tour guide and show you around in the present that will hopefully cause you to want to reconcile some of your actions. We get into this rut that blinds us from what is truly happening around us. The longer we dig, the deeper the rut gets, and the harder it will be to get out without some help.

Future awakening. Allow me to be your escort as we take a trip into the future for you to see what will be if you continue down the road you’re currently on. Life will take you wherever you want go but the end result may not be what you expect. All the glory that others make it out to be

isn’t reality but just a fake trying to get to stay aboard a little bit longer.

Everything right now may be out of focus that only you can take the steps to put in focus. Don’t continue to be a scrooge your whole life. It’s a waste of time that you obviously may not see right now. After you allow your past memories to catch up with the present and then allow your future awakening to help change the present the light will come on and point the way.

During this season of greetings I would like to wish you a Merry Christmas and happy Holidays!

When Making a Business Presentation – Create a Happy Ending With the 3Hs

What is the outcome and takeaway message?

We are now ready to be more precise in describing what you want the audience to think, feel and do both during and at the end of your presentation. An effective happy ending is written down. It should be about 20-25 words and cover 3 main areas. The “3Hs” – head, heart and hands. In other words, what do you want your audience to think, feel and do by the time your presentation finishes?

This process works for any audience. Your “happy ending” can be written with this thinking process:

Think with your head”

What do you want your audience to think during and at the end of your presentation?

Feel with your heart”

What do you want your audience to feel during and at the end of your presentation?

Do with your hands”

What do you want your audience to do during and at the end of your presentation?

Samples

Let’s take a sales situation. You are presenting to a client. Your intention is to influence and your purpose is to gain an agreement-in-principle for your proposal.

“Think with your head”

I want my client to think we are competent, capable and ideally suited to help them.

I want my client to think we understand their business situation and we are committed to help them improve it.

I want my client to think we are easy to work with and have the resources to provide excellent service.

“Feel with your heart”

I want my client to feel confident in our capabilities.

I want my client to feel certain that the outcomes of the proposal will be delivered.

I want my client to feel comfortable in our communication styles.

I want my client to feel we are the best choice.

“Do with your hands”

I want my client to express confirmation that the project objectives are in line with their expectations.

I want my client to understand the proposal options and indicate a preference.

I want my client to select a start date for the project.

I want my client to map out the next steps we take following the meeting.

Now edit this into a sentence that defines your happy ending for your presentation. For example, in the above example:

At the end of my presentation, my client will…

…think we are competent, capable and ideally suited to help them, feel comfortable in our communication styles, and select a project start date (23 words).

Use the happy ending approach to write your 25 words for all your presentations. It will clarify your thinking and help you focus on what you wish the audience to think, feel and do at the conclusion of your talk.

How to Become Highly Paid For Your Killer Closing Presentations

How you deliver your buying offer can make or break the sale. High-earning sellers inspire respect, confidence, credibility, and ignite a desire-to-acquire-from-the-buyer, but many salespeople lack consistency in their closing presentations and, as a result, often leave good money on the table, or even worse, fail to close the deal.

On the other hand, highly-paid sales professionals know how to close the deal before they make a presentation. They hold firmly to the belief that: There are no free presentations. Like good trial lawyers, they already know the answer before the question is asked. If there is any doubt about the outcome from a presentation, then that doubt will be clarified by the seller before the presentation is made. The secret to a smooth closing is: Both parties must honor an up-front agreement that was negotiated prior to the closing presentation.

Here are four sales-killing mistakes that will sabotage even your best closing presentations:

· Failure to make an up-front agreement with the prospect on what will be discussed and decided upon during the meeting.

· Failure to uncover Core Pain that motivates the prospect toward immediate pain relief.

· Failure to get a Budget (time and money) commitment, prior to the presentation.

· Failure to uncover hidden agendas before the buying offer is made.

To avoid these sales killers, structure your presentation into 3 main parts:

1. Opening; review of the facts and assumptions;

2. Solution; features, benefits and price of your product or service;

3. Closing; a call-to-action.

In the Opening, be sure to have complete agreement from the prospect on such key issues as; Pain, Money, and making a Decision, before proceeding. Lack of clarity and agreement at this stage will be fatal to closing the deal-and you will end up giving a FREE PRESENTATION. (Remember the rule: There are NO free presentations!)

Your Solution should demonstrate how your clients’ pain problems are cured by the features and benefits of your product. Always start with the biggest pain problem and work your way down the list. Often, you don’t have to complete a presentation because the biggest pain relief benefit is enough to close the sale. Be brief, simple and direct. Don’t raise new issues. Maintain good eye contact and watch the body language of your buyer. Allow the buyer to interrupt you, but don’t interrupt the buyer. Remember you need to be answering one key question from the buyer: What’s in it for me?

The Closing is the fulfillment of your buyer’s hopes and dreams through your products and services. People buy emotionally and justify intellectually. Your logical pain relief solution will motivate an easy buying decision. Gone are the days of high pressure gimmick closes.

Nevertheless, if you sense that your prospect is not motivated to buy; try the Thermometer Close. Ask: “On a scale of 0 to 10 (10 being ready to buy now) where do you fall?” If the answer is 5 or less, pack up and leave-you’ve blown it, learn from your mistakes. If the answer is between a 6 and 9, ask: “What needs to happen to get you to a 10?” Satisfy the concerns being raised, and then when the prospect is at 9 or 10, ask: “What do you want to do now?”At this point the buyer will close the deal for you, because with that question, you have transformed yourself, in your buyer’s eyes, into a trusted advisor who helped solve a painful problem. People like to buy from trusted professionals; not sold to by pesky product pushers.

Become a trusted advisor in the eyes of your prospects, and you will never give a free closing presentation again.