The key is to establish trust. Presentations and promotional materials can quickly build walls between you and your clients, so breaking these down will help you achieve more business.
Manchester (PRWEB UK) 8 August 2013
Establishing a relationship - and making a connection with prospects - is vital when selling, Ian Brodie has said in a new Find the Edge article.
He uses the post to explain the pitfalls that can come with relying on flashy presentations to get a point across.
Brodie said: “The aim of a first meeting should be to establish a relationship, not try the hard sell.
“It’s understandable to want to be prepared, and want to impress an important client, but using a professional presentation can actually prevent a relationship from forming. A relationship is as much about listening as talking.”
“You are also preventing one-on-one dialogue from taking place, and limiting the chances of establishing organic rapport. The client is too busy looking at your promotional material.”
Brodie explains that salespeople should be focused on listening to their prospect’s challenges, rather than attempting to explain everything about the product/service they are selling.
He also discusses a technique that can demonstrate knowledge and help to establish a genuine connection. It involves taking a piece of paper and illustrating ideas while speaking to the prospect.
He said: “Draw out your points and ideas as you explain them. This will show you are thinking about their specific issues, and have detailed knowledge concerning the subject.”
“If possible, get them to join in using the paper to collaborate.”
“The key is to establish trust. Presentations and promotional materials can quickly build walls between you and your clients, so breaking these down will help you achieve more business.”
The article can be read in full here: http://www.findtheedge.co.uk/sales-marketing/sales/why-you-should-leave-powerpoint-at-home.
Ian Brodie is a sales expert, and was named as one of the Top 50 Global Thought Leaders in Marketing and Sales by Top Sales World magazine. More information about him can be found here: http://www.findtheedge.co.uk/expert-panelist/ian-brodie.
Kenny Goodman, founder of Find the Edge, said: “Sales is all about making a connection, and the only way to do that is to truly understand where members of your audience are coming from, and what challenges they’re facing.
“As Ian says, technology can often prove to be a barrier to this goal.”
Find the Edge is a business website which features new content sourced from expert panellists on a daily basis.