“Every day brings new choices.”
When presenting your product or idea, the customer’s choice should never be whether to buy or not. Rather, it should be which variation of your product they want, and how much. Ask the customer to buy more than the minimum whenever appropriate. Use positive alternative closes, such as "Would you like 6 or 12?" to up sell the customer on our better retailing products.
Don’t let the choice be whether to buy your product (or message) or not. Rather, the choice is between two or more versions of your product (which of our books would you like? which testing/contract option appeals most?).
Get reactions to alternative choice is a way to do a “trial close.” “Would you like 6 of 12 styles, or all 12 styles? Which would you prefer?”
Show your best "Yes" item, or concept, first. Start the presentation with a "yes."
Use testimonials and stories to reinforce the power of your product.
Always start BIG.
Ask questions throughout the selling sequence.
Use words like as "Us, We, Our" throughout the presentation, reinforcing a partnership.
Talking to your coach. People like to have choices. You found out a lot by asking the customer questions. This skill is about making sure you use what you found out to suggest one or more things they will want to buy. Using your own measure of success, once a day or throughout the day tell your coach why you have—or haven’t—consistently offered the customer more than one way to go. Your coach will ask questions to help you think about how to master the habit.
Senior executives are one of the toughest crowds you’ll face as a presenter. They’re incredibly impatient because their schedules are jam-packed — and they have to make lots of high-stakes decisions, often with little time to weigh options.
Read MoreClients like to feel they are in control. One method to appease that need is to present them with several options to a particular problem while emphasizing your solution as the obvious choice. This article explains the method.
Read MorePresenting to a C-suite executive or senior manager, especially when you’re entry-level or somewhere in the middle, requires a different set of skills compared to run-of-the-mill speaking presentations.
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