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Two Keys for Successful Sales Presentations
- October 30, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I frequently write about taking a consultative approach, and listening and asking questions are the keys to successful sales presentations.
While watching game 2 of the 2023 World Series, it occurred to me that I still remember and can name every member of the 1967 Boston Red Sox, but I can’t do the same for the 2023 Red Sox. Could the difference be that the ’67 team went to to the World Series while last year’s team finished last in the American League East? It could also be that I was an impressionable 12 year-old that didn’t miss a single pitch that season, while this year’s team wasn’t worth watching. Could it be my short-term memory? Maybe it’s time to start taking Prevagen!
The point is that while I am fascinated by this insight, there is no chance that you care about this unless you relate to it. It’s simply not important to most of you.
Why is it so important for me to make you aware of a statement that is important to me but not important to you?
Salespeople must differentiate between what is important to their prospects and customers, versus what is important only to them.
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The Biggest Secret of Sales Rockstars
- October 20, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the old days, after speaking at a conference, I would frequently be told that I was the top-rated speaker at the event. More recently, people have told me that I “Rocked!” One time, as I was being introduced, an audience member came up to me and said, “Don’t Suck!” We can’t always be rock stars…
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The 10 Keys to Effective Group Sales Presentations
- June 9, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The only difference between speaking to dozens, hundreds or thousands, and presenting to groups on a sales call, are the number of believers. It’s our job to find a way to get as many people as possible to believe in us, our ideas, our capabilities, our value and the impact we can have on them and their business.
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Top 4 Reasons Salespeople Struggle to Reach Decision Makers
- October 30, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So here we are again, with half of the salespeople reporting that they aren’t reaching decision makers. And why would a decision maker want to be reached if the salespeople are focused only on presentations? And companies wonder why their sales cycles are so long, their closing percentages are so low and their margins are slip sliding away…
Also noteworthy were these findings from the survey results:
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A Rare Paragraph or Two About Making Successful Sales Presentations
- July 15, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When everyone presents, salespeople and companies are perceived as commodities and the sale is driven by price. When salespeople take a customer-focused, consultative approach and actually become the value added, salespeople and companies are able to effectively differentiate, solve problems, and get paid accordingly.
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Is Selling Difficult or Easy? It All Depends on Your Definitions
- April 2, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Difficult selling, with its challenges, gives way to easy-to-achieve outcomes. Easy selling, while avoiding challenges, causes difficult-to-achieve outcomes. See my definitions below…
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Did President Obama Do More Damage to the Image of Salespeople?
- November 7, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week, Obama’s campaign called Romney a great salesman and added that what he was selling wasn’t any good. In other words, “Don’t believe a word he says.” So, if we connect the dots what do we get?
Salesman = bullshitter
Salesman = liar
Salesman = felon -
#1 Sales Presentation Tip from October 16 US Presidential Debate
- October 17, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When your salespeople are invited back to be one of several to present capabilities, value propositions and solutions, the exact same scenario as described above is sure to be played out. If the prospect liked you going in, they’ll look for opportunities to support your presentation. If the prospect liked your competitor going in, they’ll look for opportunities to discredit you in any way they can.
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How to Supercharge Your Sales Presentations
- October 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Despite the fact that most effective, consultative sales processes feature the presentation or demo in the final stage of the process, most salespeople jump to that event as early as possible. Why?
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2 Keys to Selling Success from Ann Romney and Chris Christie
- August 29, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I have been delivering that message for more than 20 years, not to citizens who must vote for a candidate, but to sales leadership, sales management and salespeople who let their need for approval – their need to be liked – interfere with every facet of what they do.
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