Top Sales Presentations: How to Pre-Frame & Eliminate the Right Objections
One of the top sales presentation trainers is an entrepeneur friend named Jon Berghoff. Jon is founder of Global Empowerment Coaching and has a history of teaching leadership, building sales, and causing business success through 'harmonic influence,' which gives you control over yourself, your clients, and the world in general. Jon Berghoff is speaker and bestselling author of the "Cutting Edge Sales Book." Here is a sample taken from Jon Berghoff's website that will help you with your future sales presentations. QUESTION: “Jon, our region has always prided ourselves on how well we “pre-frame objections” in our presentations, yet after the call, I began realizing that we can be more purposeful with our preparation going into our presentations. My question is this: do you have any advice on how to make sure we are removing the correct objections, the ones that will matter to the client, being that every client is different?” Jon Berghoff's REPLY: Great question. While every client is different, you will find that their objections will almost always fit into 3-5 basic categories. You know what those are in your market. Your job is to figure out which of the few objections will be the one that your next prospect is going to bring up. First of all, do as much study as possible before any and every presentation. By making sure you enter their world first, both in your mind, and in your presentation (as discussed during the teleseminar) you are already ahead of most of other sales people. To take it to the next level, be prepared with some effective questions to extract, on your own terms and timing, the information that will tell you what their potential objections will be. Ask your prospects at the beginning of each presentation; how crucial is cost, who is involved in the decision making, what do they like and dislike about their current provider, what is on their mind (insecurities, confusion, concerns, fears, etc.) that they want to take care of before beginning? These may not be the specific questions, but you get the idea. Put some thought into how you can learn what is going on inside your prospect's brain and you'll eliminate the objection and be way ahead of the process. |
