The more prepared you are for your next sales call, the easier you will find it to be, and probably more successful as well.
As an AMSOIL Dealer, you are required to deliver some form of sales presentation, whether to a retail account, a commercial prospect or a potential AMSOIL Dealer or Preferred Customer. Most of us breathe a deep sigh of relief when that presentation is over, when spotlight is off and we can head back home.
But your AMSOIL business success hangs on your ability to deliver effective sales presentations which means it’s worth spending some time refining and perfecting your technique.
Here are some tips for upping the ante and going beyond a one-way sales presentation by assessing your delivery, building rapport, and finding a way to make your AMSOIL products and your service fit the customer’s need.
1. Step Back and Evaluate your Presentation Skills
To help determine how you are doing today and where there may be room for improvement, follow these steps for evaluation your presentation skills:
- Get Objective Feedback - Take your sponsor or up-line Direct Jobber along on your next sales call and and ask them to review your performance. A simple analysis of your strengths and weaknesses is all you need, along with a discussion about where you can improve.
- Listen or Watch Yourself – One of the most effective ways to gauge and address your presentation skills is to record yourself delivering a mock presentation to other people. You could do this at your next AMSOIL Dealer meeting. You could use Skype, webinar software, or a video camera to capture a typical presentation and play it back. This is a technique commonly used by professional presentation training companies because it captures the critically important elements of a presentation – posture, voice, gesture, tone, and confidence. Think this won't work? Think of what most professionals do (golfers, baseball players, football teams, etc.). They use video to check their performance. Use the feedback and your own self-assessment to address your weaknesses and build on your strengths, and repeat the process once a month.
Each customer and each sale is unique, so be sure to do your research so you can effectively tie your presentation and the AMSOIL products that will best fit their needs. This will help in establishing rapport based on a mutual understanding of their challenges and goals. Your research should include a review of the customer’s competition, their market, as well as any media, coverage that relates to industry trends or customer news. If they are active on social media, follow them and read their blogs. Also, take a look at some on-line rating sites to see how well they rate with their customers.
3. Tailor your Presentation to Your Audience
If you are like many AMSOIL Dealers, you probably have a canned sales presentation for each AMSOIL product and the services you provide that you present to every customer type. We suggest that you consider tailoring your presentation to the profile and needs of each customer. In addition to using the research you have gleaned to tailor your delivery, be sure to ask ahead who it is you will be talking to and adjust your presentation accordingly. For example, a technical audience will have different priorities and needs than will senior management.
4. Be Yourself
Probably one of the most important tips we can give. Once you are comfortable with your material and confident of your delivery, don’t forget to let yourself shine through. Being genuine and personable is critical to gaining customer trust.
Good luck and good selling!