Tag Archives for " Sales Presentations "

The Unpopular Road to Top Sales Performance

By Kelly Riggs | Sales + Leadership

The truth is that practice is incredibly important to performance. In fact, I would ask you to name one skill of any consequence that does NOT require practice to excel at that skill. Anything? Of course not. You cannot perfect any skill unless, and until, you practice. Which means that your employees are practicing to improve their skills, or YOU (the manager) are guilty of the ultimate performance killer – no practice.

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Your Sales Presentation is NOT Effective

By Kelly Riggs | Sales + Leadership

What exactly makes a sales presentation “effective?” In a lot of cases, I get the impression that an “effective” presentation means the presentation was well-delivered. The presenter was smooth, even charming. The slide deck was perfect. Yes, these things are obviously important to some degree, but, on the other hand, it misses the point entirely.

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Customers Only Care About Price (Until They Buy)

By Kelly Riggs | Sales + Leadership

Customers clearly care about a lot of other things other than price. In addition delivery and service and follow-up, they also care about support, and training, an innovation, and efficiency, and a dozen other things. But, for some reason, you can’t get them to focus on those things – not until they’ve beaten you up for a better price. The fact is, you will never get to the top of the sales leaderboard by cutting your prices. And until you learn how to avoid the commodity trap, you are pretty much screwed.

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The REAL Problem with Customer Objections

By Kelly Riggs | Sales + Leadership

Handling customer objections can be a challenge. But the REAL problem is trying to figure out the difference between a genuine objection – a legitimate barrier – and the kind of objection that’s designed to communicate something entirely different: “I’m really not interested, but I don’t want to come right out and say so.” Been there?

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