Consultative Selling – Make Your Presentation Unique

In today’s new economy you as a sales professional undoubtedly have hundreds if not thousands of competitors selling a similar product or service. This can be the most difficult problem that sales professionals face. How do you persuade your prospects to buy from you and in turn send you referrals. From a consultative selling position the best way to present your product or service is to differentiate yourself from other sales professionals in your field.

The benefits of differentiating yourself are enormous. Anything you can do to differentiate yourself from all the other sales people out there is going to help. First of all a sale is much easier when you make the purchase unique. Secondly, your customers will refer hordes of qualified prospects to you. And third you can typically charge higher prices than your competitors. Using a consultative selling approach and the unique positioning tends to attract a much more affluent crowd. To get these affluent customers who are not concerned so much about price you have to make sure you get referrals.

So what you need to do is decide on a way of representing yourself and your product or service as incredibly special. From a consultative selling approach you can find out what it is your customers are generally looking for and then use that to differentiate yourself. For instance, in my area we have a plumbing company that is marketed as the smell good plumbers. So we have a choice. I can choose any of the great plumbers in the area or I can choose the plumber that does great work and makes it a point to smell good. Now some customers are not going to be persuaded by the additional benefit. The affluent customers tend to use this service. Why, because the plumbing service is probably just as good as many other plumbers but this company has decided to take the extra step and say that the plumber will not only get the job done, he will also show up on time smelling good. They are not selling themselves as the cheapest but having these other benefits. What additional benefits can you claim to your customers?

How do you apply this to your sales? You need to make yourself and your sales experience unique, interesting and fun. Just think about how much your prospects pay for entertainment monthly. TV, cable or satellite, Internet, movies, magazines, books, music and the list goes on. Its a safe bet that if you can make your sales presentation more interactive and entertaining you will sell more.

Probably the simplest means of making a sales presentation more entertaining is to tell a story that is designed to emotionally involve the prospect. This is an NLP sales tactic that works extremely well for a consultative selling approach. Be sure to structure the story just like a good movie or book. The character is first clueless that there is a problem, then some tragic event takes place, the character lives with the pain for a while, then finally decides to do something about it. Through trial and error the character finds the answer he’s been searching for, finally the end where all is happily ever after the problem is solved. Obviously make the story very much like your own product or service or use the story of some of your other happy clients that are as similar as possible to your prospect.

There are many ways of linking the various emotions brought up in such a story to you and your product and service. Making your story even more unique and your product or service that much different than the other sales professionals.

Ryan Camana is the lead trainer of NLP and Hypnosis for Dynamic Breakthroughs. He specializes in helping sales people and entrepreneurs learn the most effective forms of persuasive communication. Dynamic Breakthroughs mission is to empower people to take control of the unlimited potential of their minds. We improve the world by training people to be leaders in their field with the most advanced self development techniques available.

Creative 21st Birthday Presents

Turning 21 is a huge mile stone in life. Its something every young adult looks forward to. This is the time when they can hang out with their friends at the bar or clubs. Finding the perfect creative 21st birthday present can be crucial.

Birthday Flowers: Margarita Bouquet
This is the most creative 21st birthday present ever. Perfect for any girl who is turning 21 years old. The bouquet comes in a margarita shaped glass. It’s filled with yellow roses, white pom and has a fake lime margarita filling. Once the flowers have died, this can be used as an actual over sized glass. Making their birthday memory last forever.

Remote Controlled Beverage Buggy
This remote controlled car will be lots of interest and fun at the next get together. This little buggy holds two twelve ounce cans or bottles, and driving them to your guest. This little buggy can go right, left, forward and reverse. It works on batteries and will become the life of the party.

Duct Tape Flowers
Looking for the long lasting creative 21st birthday present? Then this is the one for you. You can get them duct tape roses. Colors come in silver, red, white, yellow, pink, black and blue. You can order them in 3, 6, 9 or 12 packs. They are packed in tissue, ribbon and are wrapped with cello just like real roses. Duct tape roses are perfect for male or female.

Hangover Recovery Kit
This present will be great after that long night of staying out and drinking. Everyone always has a blast on their 21st birthday. The day after is a whole different story. You can find many different kits available. Kit includes an ice pack, aspirin, flask filled with water, pillow and an eye mask with the words never again on it. This creative 21st birthday present will be cherished the next day and many times after that.

Giant Steel Man Flask
This flask will show everyone you can drink. Perfect for those who want everyone to know they are of drinking age. This flask is 12″ tall, and will hold 64 ounces of liquid. Made from stainless steel, it has a massive man look to it. The lid screws on and off. You can also get this flask engraved, to say whatever you would like. Will be a great gift and a constant reminder of their 21st birthday.

Pro Digital Breath Detector
A very unique birthday idea here. Help your young ones know, when they have had too much to drink. Instead of helping them party more this year, give them something, so they know when to stop partying, or when its time to call in a non drinking friend for a ride. This gives them an accurate measure in 3 seconds once they breathe in the small tube. Includes extra mouth pieces, carrying case and a car power adapter.

Point, Turn And Talk – Essential PowerPoint Presentation Technique For Business

Typified by the ever present PowerPoint slide deck the modern business presentation can be an exhausting affair for both speaker and audience. Barraged by information overload an exhausted audience is in no position to listen, participate in or understand our presentation.

But without laboring either the problems of PowerPoint or its many advantages there are some essential techniques with which we can improve our own performance. Our control over the images and text projected on to the screen give us a mastery that is too often overlooked.

You should recognize the following scenario. Our speaker starts their talk, looks down at their notebook, looks across to the screen seeking inspiration and then, fleetingly, looks at the audience. In looking at the screen the speaker has made no reference to its content. And the speaker has missed two opportunities.

By not referencing the content on the projection screen our speaker missed an opportunity to demonstrate subject knowledge and expertise. And our speaker missed the opportunity to ensure that the audience was listening, participating and understanding. The scenario is not uncommon. It is repeated every day coast to coast. And it makes one question whether there is in fact a link between the presenter’s words and their slide deck. Well there is a link and it is of vital importance.

But the link is often lost with busy and complex slides that neither reinforce nor support the speaker’s words. And it is essential that they do either one or both functions. A slide deck that performs neither is wasted work. A better plan might include:

  • Build less busy slides with less text and fewer bullet points.
  • Make one main point for each slide.
  • Use the picture and graphing components in PowerPoint to greater effect.
  • Use the build function within the PowerPoint package.
  • Learn the material and practice.
  • Develop a familiarity with the subject.

But the plan is incomplete without some technique that can also be used. It’s a technique that should be familiar to most of us from our school days – though it was a case of chalk and blackboard in my days – and is easily learned.

The technique is used to reference the contents of the slide deck projected onto the screen. The justification for its use is simple. Surely, if the slide content merits display then it also merits both reference and explanation. And explanation is essential as we look for the slide content to support and reinforce our own words.

The technique involves:

  • Speak.
  • Pause.
  • Point at the content – using a pointer.
  • Turn to look at the audience.
  • Talk – and explain.

This overlooked technique -point, turn & talk -gives us the opportunity to reinforce eye contact with the audience. As we establish eye contact with the audience we project our knowledge of the subject, we build participation and, importantly, we develop understanding. Understanding is greatly improved since eye contact allows us to gauge the clarity of our words and be alert to puzzled expressions in the audience. Coupled with clearer and less busy slide content this effective technique is invaluable for the typical business PowerPoint presentation.