(PRWEB) August 13, 2007
Gary Hankins, author of The Power of the Pitch: Transform Yourself into a Persuasive Presenter and Win More Business is featured in two current articles, "10 Ways to Torpedo Your Sales Pitch" and "In Pictures: 10 Presentation Killers", on Forbes.com.
In the articles, Hankins discusses some of the biggest mistakes professionals make when delivering sales presentations. At the top of the list is failing to understand the needs that clients and prospects have. Hankins likens this to a cardiologist who performs an operation on a patient who has a broken arm. Says Hankins, “If you don’t address the pain, you won’t close the sale.” He points out that many sales professionals begin their pitches talking about their products or services – a huge error. Prospects want to know that you understand their interests before you give them the solution.
Another big mistake is the failure to close. “Too many people think that they’re in the information business,” says Hankins. “The presentation has to be highly persuasive and must have a powerful close,” he emphasizes. A question such as “How does this sound to you?” will elicit potential objections or set the stage for the next question “Shall we begin today?”
Avoiding the 10 presentation killers will help sales professionals close more business and achieve their sales goals. To view and download the articles, click on the following link: http://301url.com/Forbes
Hankins is the President and founder of Pygmalion, Inc. (http://www.pygmalioninc.com) in Los Angeles, CA. A popular and dynamic speaker, Hankins gives speeches to groups throughout the world. He is consistently rated as one of the top speakers for such organizations as the Young Presidents Organization, the National Football League and Club Managers Association of America. He is also the creator of The Great Communicator Program (http://301url.com/GreatCommunicatorProgram), a seven-month communication skills course aimed at helping executives, entrepreneurs, sales professionals, professional speakers and sports personalities become confident dynamic communicators.
Pygmalion, Inc.’s clients include Colliers International, Cushman & Wakefield, Deloitte & Touche, Jones Lang LaSalle, Pillsbury Winthrop Shaw Pittman, Transwestern Commercial Services and UCLA.
To receive a complimentary copy of Hankins's special report "The Fool Proof Strategy for Getting Appointments with the Top Dog", please email gary.hankins @ pygmalioninc.com.
545 South Figueroa Street
Los Angeles, CA 90071
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