What sales presentation techniques are valuable for awards retailers?

  1. Closing. You should start closing the sale from the first call. As soon as the prospect interacts with you in any way, they are establishing a bond that you can build on, even if it is over the phone.
  2. Stand up. When talking over the phone, it is a good idea to stand for a number of reasons. It improves your circulation. When you are talking on the phone, your facial reactions are conveyed in your tone. If you have a mirror to observe, you are more likely to correct those negative reactions that might come from a telephone conversation. It’s important that you stay objective and focused on solving problems.
  3. Use a note pad. Per a method by Benjamin Franklin, take a piece of paper and draw a “T” and at the top on the left, put a “+,” and on the right side, place a “-.” As you make your presentation, place a reference to the positive or negatives of your products and services. If you want to close the sale, count up all the negatives and place a number at the bottom and circle it. Count up all of the positives and put that number under the “+” column and circle it a few extra times. Charts like this can help customers make the decision and close the sale.

-Stephen Capper, A-1 Awards

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Stephen L. Capper

Stephen L. Capper, along with his wife, Nora, and their daughters, Jami and Toni, owns and operates A-1 Awards, Inc. in Indianapolis. He has been associated with the awards and recognition industry for over 45 years, and has given numerous seminars since 1979.

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Charlie Fox

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