Reduce new-hire production delays, resource Performance-Improvement-Plans, and promote collaboration to increase ARNG enlistments by providing weekly audio sustainment training and an online training archive to retain our institutional knowledge.
THIS WEEK: PRESENTATIONS
Welcome to Tuesday Training Podcast…a conversation and collaboration between Army National Guard Recruiters.
This week, because of your efforts, lives will be changed, legacies will be started and generations will be impacted. What you do matters…..you make a difference.
HOW MANY PEOPLE DID YOU ASK TO JOIN THE NATIONAL GUARD LAST WEEK?
Thank you for the reviews on Training Tuesday Podcast Page
SGT Flores – Nevada
SECRETS OF QUESTION BASED SELLING by TOM FREESE
Make sure you have listened to my interview with Tom Freese, Episode 126.
Chapter 15 Building Value in the QBS Presentation
Phase 1 – generate interest
Phase 2 – educate prospects on the value
3 Strategic Objectives:
- Communicate enough value in our solutions to justify a favorable decision
- Increase the prospect’s sense of urgency
- Identify potential champions of your cause
How to Buy: establishing decision criteria – coaching them on what to look for
How to Sell: how to promote to others
How It Works: educate on features and benefits
Secret #138 The value you build in the sales presentation is what ultimately justifies a favorable decision.
Secret #139 When selling to individuals the presentation phase tends to be less formal
Salespeople start with zero credibility
“Salespeople are perceived as valueless until proven otherwise.” Pg 265
Preparation – reconnaissance mode
Often assume that because they have the opportunity to do a presentation or pitch that they should jump right into an explanation of their product features and benefits.
- Needs Development
- Present Solution
“You haven’t yet piqued their interest, you have near-zero credibility, and you inherit all the negative baggage from other salespeople who have preceded you.” pg 267
Breaking the Ice
- Introduce the Presenter and the Audience
- Have champion introduce you
- Have them introduce audience – start introductions
- Deliver an Interactive Opener
- Thank audience
- Introduce myself again
- Set a more personal tone for the meeting
- Herd Theory – leverage momentum
- “What Would You Like Me to Accomplish”
- “What would you like me to accomplish today?”
- Managing Audience Expectations
- Happiness is the difference between expectations and reality
- “Would that make sense to the group?”
- “Would you rather have a canned presentation or would it make more sense to focus on your specific issues?”
Use Diagnostic Questions to Establish Credibility
Unfortunately, too many presenters try to “claim” their own credibility by telling audience about their company or product.
Secret #145 The greater your credibility, the more value prospects will attach to the information, ideas, and solutions you present.
Without Needs…There Are No Solutions
Don’t Tell Audiences Their Issues –
Secret #148 “Telling prospects why an issue is important often causes them to mismatch, and tell you why it’s not.
Ask and ye Shall Receive
“To what extent is ________ important?”
To what extent is getting a plan together now important?
To what extent is knowing your options important?
To what extent is not waiting until the end of your senior year important?
Secret #149 When a presentation audience helps to define the problem, it’s easier to get them to buy in your solution.
Build the Road Map to Success
- Mutual Agenda
- Stories Get Remembered Long after the Presentation Ends
- Use the Herd
- Position Gold Medals and German Shepherds
- Ask Confirmation Questions
- “Does that make sense?”
- “Are you with me?”
If You Take the Time to Say It, Take the Time to Explain It
- Stop using military terms
Closing Your Sales Presentation
How the presentation ends is just as important as how it begins.
- Do Not Ask!!! “So…what do you think?”
- Ask “That’s pretty much what we had planned to cover today. The question is, do you like it?”
Phase 3 is closing
HOTLINE: Leave voicemail to share ideas, celebrate success, solve a common problem, ask a question, correct an error 307-202-8031