This summer, the Eagle team continues its work with several clients focused on growing the value of their businesses. Our team has been trusted with delving into the framework of these companies. We ask the tough questions and then we roll up our sleeves as integral team members in problem solving. All the while, we continue to actively strengthen our own business by implementing the same principles.
We’re currently examining our own sales presentations hoping to increase the effectiveness of our communication, asking “How can we best communicate the long-term benefits of our various services?” and “What would cause a business owner to engage with Eagle?”
We hope that you benefit from these sales-related insights this month. As always, we’d love to hear from you. Just reach out!
Eagle Corporate Advisors
GPS: Sales: Improving Face to Face Sales
A successful sales presentation creates unparalleled optimism. The feeling of a handshake when you’ve closed a deal and are embarking on a new business relationship is unbeatable. The benefits of improving your own presentation are undeniable. So, how do you start?
Do you really believe in your product or service? Your belief in what you do is the most critical component of any presentation you make. After all, if you can’t get excited about your product/service, how can you expect customers to be motivated to buy?
Put yourself in their shoes as you share how your company addresses their needs and how you do that differently and better. The goal is to capture your audience’s attention.
Start with three bullet points of the top benefits of your product/service. You may have to reverse engineer your current presentation to discover your core competencies.
It can be tempting to share most everything you know about your product/service, which could be overwhelming and possibly boring for your prospect. Narrow it down to key points that you can elaborate upon based on their needs.
Now that you’ve carefully selected your message, it is wise to add graphics or pictures to convey your intentions in addition to words. The use of compelling, original images is better than generic clip art.
If you’re excited about what you’re selling and what it can do for people, let that energize you when discussing your solutions. Becoming more animated is ideal – don’t fight it (although this is tough for me).
The overall goal is to capture their attention, making a connection with them and drawing them in. Create a tie between your product/service and the prospect, making it clear why what you offer is better than the competition’s offerings and why it is preferable to not buying anything or taking no action.
Consider video or audio recording your presentation so you can see your final presentation from an outside perspective. Seek feedback, perhaps through a quick survey, or by calling and asking follow up questions within a couple days. Use this feedback to refine your sales presentation.
Dale Carnegie’s 1936 book “How to Win Friends and Influence People” is a classic guide to interacting with others. There’s much we can learn from Carnegie, who touted relationship building as key in sales
“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”
Commentary from Chuck:
“As you focus your interest on the needs and concerns of others, with sincerity, people begin to realize that you are not just out to line your own pockets. Before long, they strive to reciprocate in some fashion. Yet, your initial intentions should not be driven by the possible repayment or the obligation that might be implied.”
Join us at the AM&AA Southern Nevada Chapter’s event:
“Preserving Human Capital in M&A Transactions”
An evening of dinner, drinks, networking, and a case study on navigating
and mitigating “people risks” in an exit transaction.
August 24th, 5:30-7:30 PM PDT
It’s ideal for business owners to know a good deal about all aspects of business, but too often they learn the hard way about risky gaps in their mix. Eagle provides the crucial support that identifies deficiencies and fills in these gaps, mitigating the impact of loss and regret – that’s how we serve. And we are able to identify the obstacles that are ahead, allowing owners to successfully navigate
Business owners often feel as though they have no one to talk to, no one who really understands the frustrations and loneliness of entrepreneurship, not to mention the occasional sleepless night. As the old saying goes, “It’s lonely at the top.”
They find it difficult to truly open up and share everything with employees, friends, family, or even business partners, who may mean well, yet don’t have the experience, ability, or objectivity to provide meaningful support and direction.
It’s as though the business owner is sitting at his or her desk, with piles of obligations and concerns, while across the desk sits an empty chair.
Eagle often walks in and claims the previously empty seat as the best person to fill the void.
Let’s begin the conversation.