Wouldn’t it be great that you could have your top salesperson meet all of your top prospects? Since most territories for sales are split either geographically or by industry, this isn’t an option for most sales managers. To put it in perspective, I’ll ask the issue in a different way to ask: how many “top customers” would you be able to get if all of your salespeople were more effective in their presentation?
What I’m trying to say is that most sales executives, as well as front-line workers who work for them, do not view the art of presenting as a selling skill. It’s a shame since working with groups is among the most efficient and effective methods to help your team increase their bottom line production.
In one sense, it is marketing to groups more effective. Why do you close just only a couple of prospects instead of putting together an even more powerful presentation and work with ten, 15, and even 50? Selling isn’t to take all of your time with every prospect, and it’s to get an order slip that is signed by the buyer. Making contact with many buyers simultaneously is a fantastic way to achieve this.
More important to consider is the impression the presentation of a professional makes. A good presentation delivered by a professional salesperson can result in closing more sales than they are able to individually. It’s because people, by nature, are influenced by the mental state of a group. They notice other people enthusiastic about purchasing and could get excited to buy their own.
Finally, being a skilled presenter will make any salesperson feel more comfortable. Because selling is mostly, if not entirely, the exercise of the mind, It makes sense to make sure your employees are as sharp as they can. The confidence they have to go before an audience and present their case can help them in other situations of selling, as well.
So, how do you turn your team of salespeople into a team of top-quality presenters and bringing in lots of new customers in the process? It’s not going to happen overnight; however, here are some suggestions to help you get started:
1. Find a sales coach who is skilled in presenting.
There’s no substitute for expert instruction, or a few hours with the right instructor can make them go far towards the proper direction.
2. Make them practice giving presentations within the work environment.
What better way to end every weekly sales meeting than by a presentation given by your salespersons? They may be reluctant initially but speaking to a group of people they know will be much more comfortable than standing before a room filled with prospective customers. Also, they can let them practice their speech in front of an open and friendly audience.
3. Make sure you highlight the possibilities.
Most salespeople will make more group presentations where they are aware of the potential for effectiveness. Make sure your team knows that engaging with multiple prospects is an excellent way to increase their sales by a third or four times, and they’ll likely be more enthusiastic about doing it.
4. Aid them in overcoming fears and weak points.
Speaking in public is a big anxiety for many people, including typically confident sales professionals who are not shy. Certain of the members of your team are likely to require more help and encouragement than others. Bring them to the table at their own speed, and the effort will pay off for all of us.
