Nonstop Sales Boom by Colleen Francis

Author:Colleen Francis
Language: eng
Format: epub
ISBN: 9780814433775
Publisher: AMACOM

Present in Person

You will always increase your chances of winning the deal when you present your proposal in person. When at all possible, and at a minimum for your most important opportunities, get in the buyers’ office to present your solution! You want a three-dimensional interaction, not the two dimensions of telephone or single dimension of email.

For some of you reading this book, personal meetings are easy because you live and sell in the same community. If this is your case, ensure you are presenting to buyers in person as often as possible. Doing so will ensure you are able to handle objections in real time, make adjustments, and get a sense of what is happening in the buyer’s office.

For the rest of us, we have to adapt.

A leasing company I will call Francis Finance is a great example of the adaptation I am suggesting. Based in a small city in upstate New York and selling complicated leasing programs to premier universities and hospitals in major U.S. centers against national players such as GE Capital, Francis Finance faced an uphill battle. The national players had offices throughout the United States and could easily meet buyers in person at a moment’s notice. This always provided a selling advantage. In an attempt to level the playing field, Francis Finance adapted a sophisticated use of webinar and web camera technology to place its sellers in the buyer’s office. These virtual “in-person” presentations increased Francis Finance’s closing ratio because they were able to build stronger rapport and trust by having the buyer see them. Even in cases where the buyer was only able to see the video but not broadcast video back (in other words, where the Francis Finance seller could not see the client to read the buyer’s body and facial responses), more proposals were won than with no video at all.

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