6 Best Practices In Sales Presentations the Sales Mentor Way

As mention on our last sales mentor topic, we will now go unto the details of having a very convincing sales presentation.

In my experience in selling, I noticed that most sales presentations lack what I call icings on the cake. These “icings” are so important that it increases your sales closing percentage to at least 15%. These “icings” if used properly will often be compelling enough to close the sale.

Below are my lists of “icings” that I personally use in my sales presentations:

1. Make the presentation relevant to your prospect.

Five Basic Sales Mentor Guidelines on Sales Presentations

Today is Father’s day, and I’m up on my computer to do a follow up on our current sales mentor lesson, which is about sales presentations.

We all know, that as sales people a high quality sales presentation will certainly help you close the deal but I’m surprised to learn that there are still many sales people that take for granted the importance of sales presentations.

I am again emphasizing that we as sales people need to continuously take advantage of the common human trait which is being highly visual. In fact, I think that’s the main reason why we invented the quote “to see is to believe” in the first place.

So as a sales mentor, here I am again sharing to you the basic principles that I personally use in my sales presentations. But please do note that even though this sales presentation techniques work for me, it doesn’t necessarily work for you. Just take note of my basic guidelines and you can change or improve some more.

So here are my basic guidelines:

Shocking Truth About Wedding of The Century - Prince William and Kate

Well it seems kinda weird for me as your sales mentor to make an article about today's wedding of the century, but honestly there's a sales lesson on this wedding as well. Actually it's more of a group of lessons as well.

First sales lesson and probably the most important is that how the royal family has "pre-sold" the wedding of a royal blood. Let's be totally honest with all of us, there just human beings. Hey they maybe of "royal" blood but aren't we all are? Jesus Christ died for us all, and only for princesses and princes of the world. In other words, this plain marketing and sales. This was hyped up by the previous royals that a prince being married is a dream come true for any woman. In other words, it has been embedded in the human brain that is really a "dream come true". The world has already been programmed to think this way. With only proves more, that this is a marketing issue.

Sales Mentor Closing Advice - The Ultimate Pause

"The Ultimate Pause"

Hi everyone, welcome back to your sales basics techniques and strategies. Again, for this series we will continuously focus on sales closing techniques that will help you in your sales career.

So for this week’s sales mentor lesson on closing skills, we will talk about the “ultimate pause”. Honestly the “ultimate pause” closing technique is just a name I made myself. You can’t find it in technical sales books from Zig Ziglar or any sales book for that matter.

I call this technique ultimate because even with its simplicity, the result that it gives me has always been a surprise.

This sales closing technique is so simple, I believe that this should be the beginning strategies used by first time salespersons. So here’s the simple process of this sales closing technique:

Sales Mentor Online 1st Year Anniversary!

Hooray! Yippee! Yeah!

Congrats to us! This is the first year anniversary of your very own Sales Mentor Online!

Thank you so much for all the people who visited my website. Thank you also for the people who gave their honest comments about my theories in Sales and Marketing. I really appreciate your comments whether it is positive or negative.

Thank you also for my followers. I also acknowledge that there are actually many followers for sales mentor online, they did not just officially click the follow button.

Sales Closing Technique - Call to Action

I remember learning this sales mentor lesson; it was actually the first sales closing techniques I’ve learned. This closing technique is called, the call to action.

I’ve had many experiences that have good products and good presentations yet at the end they forget something very important, and it is giving the prospect the “call” to “action”, otherwise known as the option to buy.

Remember that we are now leaving in a very busy world. Everyone’s in a hurry. If you take too much of their time or give them too many options, they won’t buy. Or worse, if the options are unclear, they would not buy either.

So how do you correct this?

Sales Mentor Closing Advice - Make up in Numbers!

Today I will reveal to you one of the biggest secrets why “hardcore” network marketers can close much more deals than normal salespersons out there. The secret, they make on numbers.

For example if a normal salesperson can close 9 out 10 deals per day, a network marketer will make by talking to 100 people per day. Even if his product is not as popular as those sold by multi-national sales people he makes up in order. If he can close at least 20% of his prospects, then he has beaten the normal sales person by 110% of his closing numbers.

Although this is just a theoretical example since it would be impossible for anyone to talk to 100 prospects per day (except when using leverage), but the example shows why most network marketers earn more than high-paid sales people.

Top Sales Mentor Closing Technique - Puppy Dog Closing

Have you always been struggling on your selling? Well if you’re looking for a sales closing technique for any tangible product, today’s sales mentor lesson is one of the best closing techniques you can use.

This technique is called, the Puppy Dog Close. Yup, it’s really called that way, though it may sound irrelevant to sales closing. After I explain the entire concept of the Puppy Dog Close, I promise the name will all make sense.

Imagine yourself you going to a pet shop, wherein you plan to buy a dog for your son. While browsing the puppies in the glass window, you spot a very cute Golden Retriever puppy. So you go inside the pet shop ask the sales agent if you can hold him and somewhat “inspect” this very cute puppy.

At first you are joyful to cuddle the puppy, and you admire your cuteness. You are almost 90% convince that you are on verge of getting the credit card to pay for the cute Golden Retriever. But upon further thinking, you ask yourself – is my son going to like this puppy as well?

A Sales Technique By Giving Something for Free.

Well, it did not take me long to get you a sales mentor lesson in just a few days. So for today’s sales mentor tip, we will discuss a very common way to sell, especially on the long term. This concept is called the Free Concept.

Yup, I know you already have an idea from the title of the sales concept alone. Simply put, you give something for FREE in exchange for your prospects trust and to create tangible value for your product.

In my experience, this is one of the best ways to improve your sales without much effort on sales persuasion and sales presentations.

This technique is most effective when you are introducing a new product or a new line of products. But the problem here comes if for example your business or company has very limited, hence this getting more sales using the Free Concept is only good for businesses that have a good budget for the free. Although there are certain ways to apply the free concept to grow your sales but that is another future sales mentor lesson.

Sales Mentor Is Back and Re-vamp to A New Sales Training Series

It’s been a while since sales mentor online has given you tips in your selling endeavor, and I must admit, life has certainly been blessing your sales mentor with many business opportunities.

I am now a fulltime entrepreneur and no longer depend on a job to make a living. Also that I have already given up my sales and distribution business in Bacolod City, Philippines. Though that sales business was also providing for me, it could not produce the passive income which I was looking for.

After my resignation as sales manager of the biggest local company in the Philippines, I am now FREE of a boss. I had already got over the feeling of being so needy of a job, and finally move to a better life of purpose and more selling success.

But here’s the thing, if you’re an avid reader of my sales mentor blog, I can no longer update my post as much I wanted to. Due to certain demands in my business and the many websites that I now maintain (as an Internet Marketer), my time is limited and dedicated to many businesses.

3 Best Ways to Say Thank You, the Sales Mentor Way.

In my years as a sales mentor and a salesperson as well, I have learn that there are really simple things that you can start right away that will help your selling efforts a lot easier than any other day.

This sales mentor technique is called the "genuine thank you".

There are a lot of high-paid sales directors and managers out there that have forgotten the essence of a real thank you. Of course they thank their bosses, like the CEO's or GM's of the company, yet they have trully forgotten how to say thank you.

So here I am again, your sales mentor knocking on your doors, that you allow me to share a little sales mentor lesson to remind you of how important a thank you is.

So first the step of a genuine thank you is be appreciative to everyone rather than being critical.

Most of us know that saying thank you, is a "branch" of gratittude but only a few realize that gratitude is also an accumulated attitude.

A Sad Closing to the Vizconde Massacre - Hubert Webb and 6 Others Acquitted.

Picture courtesy of Yahoo Philippines

After 15 years of trial, the final decision has been made on the Vizconde Massacre case. One the most in human crimes ever done in the Philippines, the Vizconde Massacre now to a close.

I am not a witness of the entire crime, nor was I there when the entire Vizconde Family was all brutally murdered (except for the father - Lauro Vizconde who went out of town), so I really have no right to judge. But as a sales mentor and as a fellow Filipino, I cannot help but site a few observations.

First

Is the Philippine justice system really that slow? I mean, whether Hubert Webb was guilty or not, it certainly does not have to reach 15 years for the court to fully on decide whether Mr. Webb is or not. There has to be some kind of way that we can shorten the process for justice. It is both painful and frustrating for both Mr. Vizconde and Mr. Webb.

Second

Sorry if I have to say this, but this is the only I can express my thoughts (through my sales mentor blog). In my opinion the DNA samples that acquitted the accused should have not been given of great value by the court. For the main reason of technology. Certainly, during that time DNA sampling and investigation was still not a part of the SOP of the NBI, so obviously it had been overlooked.

Third

I pity whoever the culprit was. I may have not been Hubert Webb who was the head of the suspects in the Vizconde Massacre, but the one who did is really in trouble. Maybe not on these world, but one day he will pay for his sins. If not to man, then he will have to pay to a higher power.

Fourth

I hope they both forgive each other. I know it sounds crazy most especially for Lauro Vizconde, but I think it's the only way they can fully attain peace.

Hubert Webb said he has forgiven the people who have done him wrong, and I hope Mr. Vizconde will be able to do likewise.

For whatever reason, I know one thing for sure, God has purpose.

We Filipinos might not understand now but it will all be clear one day.

Among the acquitted-accused of Vizconde Massacre was Antonio Lejano, Micheal Gatchalian, Pyke Fernandez, Miguel Rodriguez and Peter Estrada were also given the freedom.

I do not know what Mr. Lauro feels today, but I can only pray.

God will always bestow His justice in His due time.

Harry Potter 7 - Deathly Hallows Part 1 Review

Yesterday, I really had a great time watching the official opening of Harry Potter 7 - Deathly Hallows. Together with my beautiful wife, we bought two large boxes of popcorn and one go large ice tea to complete our viewing of Harry Potter 7.

Although again, the movie could not compare to the details of the book, it was for me a good enough deal for 160 Pesos of two and half hour movie enjoyment.

Quite frankly, I'm not much of a movie buff and I can't really critic the movie as the "real movie critics" out there. But at least let me give my opinion as Harry Potter fan and as marketer.

First as a fan of Harry Potter, the "Deathly Hallows" book 7 is actually the revealing book of the entire Harry Potter series but I am sad to say that the movie was not able to clearly convey that. I think it had to focus on more situational conversations and flashbacks for movie watcher's better understanding.

Selling Is Using The Power Of Words To Touch

Sales Words To Touch, Source : Flickr

As always, I am amazed at the effectiveness of being able to understand the concept of selling and being able to use it in any situation necessary.

Just a while ago, I arrived late for my trip to Cebu City. To top it off, I didn't have a ticket and the boat was full. Actually, there were several of us who was under the same predicament. Most of them gave up and went back to the other ticketing office to buy tickets for the next trip.

Left there alone, I knew I could convince the crew and the guard to sell me an "extra" ticket so that I could go along with the trip. Besides what's the use of being a sales mentor if I couldn't convince a guard to sell me a ticket.

Of course, I was able to get one ticket by using simple sales and negotiation techniques. So here's how I did it.

First, I made casual conversations with the guard: like how hot the weather was, the people in his job, and many other stuff that made him comfortable.

Next, I then proceeded to ask him questions about the trip : why there was only one trip instead of two, why the boat was smaller, and the most important question, what would I need to do to get him to sell me another ticket.

I further explained why I needed to get to Cebu City at a specific time and the consequences. At that, he already showed non-verbal signs of "buying my sales pitch".

He then asked me if I could wait since he will ask for the Coast Guard's approval. I also made my "sales pitch" to the head coast guard and was so happy when he gave me the ticket. I paid for the ticket and gave the first guard a tip and profusely thanked the coast guard.

Actually since the sales process is so inherent in me, it is quite normal for me to sell anything. Specially if it's an idea with a sense of urgency.

Well, you would think that there's not much of a sales mentor lesson here right? WRONG. The story I just told you above shows a brief process of how effective a salesperson can be by using what I call the "Power of Negotiations". This will be our next set of sales mentor lessons for the coming weeks. 

Actually this will be a very long series of lessons but I promise you this will be all worth your patience. This will help you to double your closing success.    

The Most Successful People Also Failed Tremendously

Stand up from your failure, Source : Flickr

The last and probably the most important benefit you get from learning how to sell is, it allows you to fail more.
Although for most people, failing is a negative thing but I believe there is a great benefit from failing. And from my personal experience as a sales mentor, failing has been the main reason I have been successful.

Weird, right? But let me cite a few people who failed tremendously but became one of the most successful and influential people of their times.

Sell And Have A Network Of A Prince

The Network Of A Prince

source : http://www.flickr.com/photos/

I remember my first sales call in the main office of a big chain of restaurants that offers ice cream concoctions, ice cream cakes and other kinds of desserts using ice cream as a basic ingredient.

The owner was Mr. Edwin. A young but very stern CEO of the company I was calling to.

I think it was probably the hardest sales call that I have ever done in my entire career as a sales mentor. But after several meetings and tailor fitting of his needs, I was able to close an exclusivity contract with him.

Once You Know How To Sell You Already Have More Options

source : http://www.flickr.com/photos/dnorman/

The next benefit you can get from learning to sell is related to our number two benefit.
Imagine your career as a one big river. It flows steadily and at a very consistent rate. It provides home for all the fishes in it. It waters the trees and plants around it. And provides food for many people. In essence, it carries with security.

But one day, a drought came to your big river. You assume it was just temporary so you stick to your big river. After a while you were proven wrong. The flow of water gets lesser and lesser each day. The fishes start to die. The plants and trees starts to die. And eventually food for the people also begin to disappear and soon everything will perish.

Grow Your Income By Learning To Sell

source : http://www.flickr.com/photos/materialboy/

Probably this is one of the most exciting benefits in learning how to sell - it can grow your income.

As a young student at an expensive University in the Philippines, I had to be more creative in my studies wherein I had to earn money and study at the same time. Luckily, I was blessed by the Lord with a great talent of being friendly and being talkative.

During that time, I started to sell mangoes to earn money for my allowance. It was very difficult at the start, and since I did not have any sales mentor at the time, I made many mistakes. After a month, I started to become better at selling and have already started to learn a basic sales theory, "sales is not sales unless paid and collected".

Learn To Sell And Lower Your Invisible-Self-Defenses

 source : http://www.flickr.com/photos/materialboy/

"We can all sell if we choose to, but for most people it is one of the most difficult
things to do because they afraid of loosing their self." - Robert Allen 

Based on our last sales mentor lesson, the first benefit from learning to sell is that it lowers our invisible-self-defenses.

I think most of us will agree that as people, we all have our own invisible walls. No matter how sociable we are, there will always be certain areas in our lives that we prefer to leave it a secret.

The Top 5 Benefits You'll Learn From Selling

source : http://www.flickr.com/photos/adriagarcia/

I remember asking my father before a question that changed the course of my life - "Dad, what profession will legally allow me to go out and talk to many people?". My father answered, "Well, when you're a salesperson you are always out on the field and you talk to all sorts of people. I guess that profession would be in a sales or marketing industry."

After that day, I resigned from my job as a process engineer and sought to find a sales job that would provide me the best sales training. (Surprise? Yep I wasn't always a sales mentor or salesperson.) Like most sales professionals, I too wasn't always a sales person. I just loved to talk and never wanted to stay in one place.