How to Help Sales People Put Empathy into Action!

In this day and age many people will judge services or products by the way sales representatives present these items before them. Learning from a sales training speaker can be very beneficial to your sales forces annual goals. A person’s perception about an organization is formed based upon a sales presentation they might see or attend. In many cases, the sales person and their personality play a major factor regarding effectiveness of the presentation. Whether you are aggressive, passive or someone that utilizes other techniques such as injecting empathy to get a client’s attention, any sales presentation should be well prepared in advance.

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Confidence as a Key Factor in Selling

Before presenting services and products before a prospective buyer, even top professional salespeople can become anxious or nervous. However, those having the appearance of confidence will present better pictures of themselves than those that don’t. Speaking confidently and in a lucid manner makes a sales presentation both effective and far more entertaining. For those that are not yet able to give effective presentations can always improve with more practice.

Suppressing Anxiety and Nervousness

Always remember that it’s completely normal and natural for an individual to be slightly nervous regarding presentations they are about to make. Try to focus on other things and not get too immersed on how to deliver your sales talk. As a general rule, others do not notice someone’s anxiety or nervousness unless it’s extremely obvious. Most will be concentrating and focusing more on what you actually say and how you deliver it.

Keeping the Presentation Short and Simple

In order to sustain interest of your target audience or client, keep the sales presentation as short as you can. A lengthy presentation can cause the perspective buyer to show disinterest and even resistance. Try to focus and elaborate on the main features, benefits and functions of the service or product and keep everything concise. When the client starts to not pay attention repeatedly, this is a good sign you might be losing them.

Maintaining the Enthusiasm in Your Voice

Even if you feel less than confident, try to make certain that you are sounding enthusiastic. The more that the salesperson talks the more confident they will become. A good technique is to practice speaking in enthusiastic terms before friends or other associates beforehand. This way, during your actual presentation it will come off more positive with little to no effort. Always remember that added confidence and enthusiasm will help in selling your offerings substantially.

About admin

Doug Dvorak is a certified sales trainer, management consultant and corporate humorist. Doug holds a Bachelor of Arts degree in Business Administration and a Master of Business Administration in Marketing Management. But Doug’s sense of humor is no less refined, as he is a graduate of the Player’s Workshop of the Second City, one of the oldest and most prestigious improvisational comedy schools in the world.
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