Perfect Phrases for Sales Presentations: Hundreds of Ready-to-Use Phrases for Delivering Powerful Presentations That Close Every Sale

By Linda Eve Diamond

THE RIGHT PHRASE FOR THE RIGHT SITUATION—EVERY TIME

When it comes to sales presentations, every word counts—but who has the time to craft perfect presentations all the time?

You do—when you have Perfect Phrases for Sales Presentations. This go-to guide is exactly what you need to streamline this critical process. With hundreds of ready-to-use, time-saving phrases for delivering a winning sales presentation, this concise guide provides the ideal language for:

• Making a great fi rst impression
• Finding and cultivating prospective clients
• Grabbing and holding your customer’s attention
• Establishing your product’s value
• Getting commitment—and closing the deal

• Language: English
• Publisher: McGraw-Hill Education
• Release date: Dec 11, 2009
• ISBN: 9780071635257

Book preview

series!

Part One

Foundations

Chapter 1

Presentation Basics

Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.

—W. Clement Stone

Before you even begin to prepare your presentation, take a look at how you present yourself. You—not just your product or service—are a central part of your presentations. Your image, your enthusiasm, your whole way of being will be linked, in the prospect’s mind, to what you are selling. Sales are often based on information, skill, and knowledge, but buying is usually emotional and is influenced by the enthusiasm and personality of the salesperson. You—your image, your attitude, your belief in the product or service you represent—make the sale.

Image

While we often say that a product or service is so outstanding that it sells itself, that’s rarely the reality. Price and quality are factors when making purchasing decisions, but we all know that image sells. As consumers, our decisions are affected by the company’s image, the salesperson’s style and approach, and our comfort level with that salesperson. Image and relationship factors very often have as much to do with the sale as the price, quality, or convenience of what we’re buying. Consumer surveys repeatedly show customer service at the top of the list in terms of what prospective customers value most when making a purchasing decision. We value the knowledge and comfort of knowing that we will be taken good care of if anything goes wrong. While we appreciate companies that build an image based on low price, high convenience, environmental friendliness, or a fun shopping experience, we still value service.

Know your market, your strengths, and your limitations. Know what your image is, and do what you can to create and maintain a good image both for yourself and for your company. What’s your company’s image? What’s your personal image? Does your personal image match your company’s image—and do you project the look and attitude that are most attractive to your target market? Your personal image ideally would match—or at least not clash with—the company’s professional image. If your company’s image is fun, smile. If it’s environmental friendliness and your car is a gas guzzler, you won’t seem sincere. While the words you choose are always an important consideration, they are also a part of the image you project, so pay close attention to the words you use. Are they positive? Do they paint pictures? Do they seem pushy or salesy? Be aware of the image you’re projecting.

Your office, Web site, and overall online presence all establish an impression of you that either strengthens or weakens your presentation before you even walk into the room. Your reputation also precedes you when you make a presentation. What are people saying about you? People will be likely to see the comments you publicize, and they’ll also be likely to speak to people or read commentaries or reviews that you wouldn’t publicize.

What You