Ed Foreman became a millionaire over night when he came up with a new way to drill oil wells. Ed now does motivational speaking.
Ed thoughts:
"If you wake up in the morning and you tell yourself that it is going to be a bad day. It will happen."
"How did you start your day?"
Click the link to hear Ed Foreman talk: Have a Good Day Everyday.
Thursday, October 28, 2010
Monday, October 11, 2010
Three Tips for Building Rapport
A great sales presentation is a dialogue, not a monologue. The trick is to control the conversation in a way that keeps the focus on your message, but also allows room for the prospect to bring up concerns and give feedback. When it comes to on-the-fly interactions, it's always a good idea to expect the unexpected.
Here are some common issues that have the potential to derail your agenda and how to handle them.
The prospect won't stop talking. Listening builds trust. In the early stages, this type of behavior is advantageous because it makes them more relaxed and allows you to learn valuable information. If the information stops becoming useful, compliment the prospect and gently redirect the conversation. For example, say, "That's a really good point, and it reminds me of something I'd like to show you."
The prospect invites multiple decision makers to the meeting. Do not make the mistake of addressing your presentation solely to the senior executive. While that person might be the final decision maker, you will have to convince others in the room to do business with you and your company as well. As you present your points, speak to each section of your audience, and be sure to make eye contact with each person. Give everyone equal attention and consideration.
The prospect brings up the competition. Never criticize competitors. Instead, praise them honestly for what they do well. Then, show the prospect why it would be a better business decision to work with you and your company (this is where your presentation prep work will pay off). For example, say, "ABC is an excellent company, and they've been in business a long time and have high standards. However, based on what you've told me about your needs, I believe we can satisfy you better."
Remember that 80 percent of the buying decision will be based on how the prospect feels about you. These responses will help build a positive connection between you and your audience. Rolling with the punches will lend your presentation a professional polish and give prospects confidence in your ability to help them achieve their goals.
Here are some common issues that have the potential to derail your agenda and how to handle them.
The prospect won't stop talking. Listening builds trust. In the early stages, this type of behavior is advantageous because it makes them more relaxed and allows you to learn valuable information. If the information stops becoming useful, compliment the prospect and gently redirect the conversation. For example, say, "That's a really good point, and it reminds me of something I'd like to show you."
The prospect invites multiple decision makers to the meeting. Do not make the mistake of addressing your presentation solely to the senior executive. While that person might be the final decision maker, you will have to convince others in the room to do business with you and your company as well. As you present your points, speak to each section of your audience, and be sure to make eye contact with each person. Give everyone equal attention and consideration.
The prospect brings up the competition. Never criticize competitors. Instead, praise them honestly for what they do well. Then, show the prospect why it would be a better business decision to work with you and your company (this is where your presentation prep work will pay off). For example, say, "ABC is an excellent company, and they've been in business a long time and have high standards. However, based on what you've told me about your needs, I believe we can satisfy you better."
Remember that 80 percent of the buying decision will be based on how the prospect feels about you. These responses will help build a positive connection between you and your audience. Rolling with the punches will lend your presentation a professional polish and give prospects confidence in your ability to help them achieve their goals.
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