The goal in most capabilities presentations is to sell your product to your potential buyer/prospect.
Bill explains in this vignette how you might be pushing away your prospect during the presentation by coming off too desperate.
Posts Tagged ‘sales tips’
Being Desperate Won’t Seal the Deal
February 1st, 2010Never Compete With the Prospect
January 25th, 2010Through his training engagements, Bill has noticed one consistent trend–most sales people compete with their prospects during phone conversations.
Bill suggests in today’s vignette one approach for you to create the perfect “call flow”.
When Competitors Are Stealing Your Business
September 12th, 2009This week’s show comes from an actual client (actually they all do, but this one in particular). They have a competitor in their market who is buying business–about a 30% cost difference.
We address some of the things they can do to prevent this.
