How to get your quota in the bag and still have a home life
Achieving spectacular close rates in complex B2B sales is much harder than it used to be. Clients are increasingly better informed and you're having to work a lot harder to stay ahead of the pack.
According to the Harvard Business Review, 95% of buyers are disloyal to their present suppliers, even though 80% of those buyers rated their suppliers as either ‘good’ or ‘very good’! Although this seems shocking on first glance, it does suggest a buoyant marketplace.
Your clients are realigning their businesses to meet the challenges of the 21st Century. The growing demand for staff flexibility has expanded both teamwork and devolved responsibility – directly increasing the number of people involved in purchasing decisions.
Research by Gartner asserts that the average corporate purchasing decision now involves seven different departments. Little wonder it’s impossible for you to get all the decision makers into the same room at the same time. You need internal champions to help you spread your message.
Stopping you is the villain of the piece: the noisy world in which we now live, with many of us bombarded by high volumes of low quality, inappropriate messages.
You know that if you carry on it’s only going to get worse. You need to cut through all this noise and reach those internal champions. To do this your message needs to be persuasive – and persuasive messages are crystal clear, engaging and memorable.
The 'Number One' persuasive communication tool is a seriously good sales presentation - one that speaks to the needs of your clients, answers their questions, allays their fears and captures their hearts.
When many sales professionals hear the word presentation, they think; slides. At Active Presence, we use the word presentation to encapsulate the whole experience that engages the audience and leaves them remembering your message.
A cracking sales presentation comprises a careful blend of:
- Copywriting
- Graphic design
- Buying psychology
- Persuasion techniques
A ton of research has been done into how the brain processes and remembers information. We’ve read all the papers, so you don’t need to. For example, Alan Baddeley is well known for his research on working memory, as is John Sweller for his related work on cognitive load. George Miller came up the ‘magic number’ of ‘seven, plus or minus two’. Richard Mayer’s contributions on multimedia learning have been particularly well received.
Our contribution has been to unite this body of work and bring it to bear on 21st Century business reality, for your benefit. And we’ve done that with our 4in1 Presentation Performance Package.
“Active Presence helped me prepare a critical presentation to the European sales force of one of our key clients.
As a result of that presentation we’ve conducted more than 200,000 Euro worth of sales training”
Finally, it's your turn to boost your close rates and get your quota in the bag. The 4in1 Presentation Performance Package can help you do precisely that. The name ‘4 in 1’ refers to fact that the package comprises four integrated elements:
- A brand new set of beautiful slides (Microsoft PowerPoint)
- A tightly integrated segue script (PDF)
- A narrated screenshot video for practice and rehearsal (MP4)
- Stage craft coaching to maximize the impact of your delivery
The final element – the stage craft coaching – has some flexibility built into it. We can deliver it via video-conference, or via an in-house workshop. UK based clients are welcome to visit our dedicated training studio in north west England.
We know the 4in1 Presentation Performance Package packs a punch and can have a hugely positive impact on your close rate. We also know that there’s a gap between believing and doing. The choice to bridge that gap is yours, and yours alone.
You can elect to carry on as you are, although as I commented earlier, I wouldn’t expect that to work out well over the long term. Alternatively, you can elect to take action and get a new result.
The action to take is to click the button below. You’ll be taken to a page where you’ll be asked to send us your current sales presentation, in addition to answering a few questions about your business. You’ll then given the opportunity to schedule a 30 minute slot in my diary. By the end of that call you’ll have a very clear idea as to how we can help you boost your close rates, reduce your stress levels and get your quota in the bag.
Thank you for your time. I look forward to speaking with you.
Click now and welcome the future.
Chris Davidson