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The Sales Buzz Issue 75 - Sales Presentation – How to move from sales questions to presenting
June 01, 2010

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In the latest editions of the Sale Buzz we have looked at the selling techniques professionals use to motivate their sales prospects to move with them from one sales stage to the next.

If you want to see the earlier issues open Sales Buzz back issues and start at issue No 72.

Feel free to copy and use any of the information in the back issues. All I ask is that you credit the newsletter or website and add a link back to the home page or newsletter page.

In this week’s Sales Buzz!

Sales Presentation – How to move from sales questions to presenting your proposal

These are sales skills that you don’t see on sales courses.

They are developed by successful salespeople, in real sales situations and with real customers and prospects.

In this week’s issue we look at how to move from the questioning stage of the sale to the sales presentation stage. We look at the small, but very important, lines that connect the two sales stages.

These connecting lines and phrases motivate the buyer to move with you to the next stage and to keep giving you their attention and responses.

See how to motivate your prospects to move with you from the questioning stage to your sales presentation by scrolling down the page to Sales Presentation motivators and connectors...

Also in this edition of The Sales Buzz:

How to Motivate Sales people

Motivating sales people is the key to sales success. Whether you want to motivate yourself or your sales team, this is going to be something you will want to see.

Scroll down the page to learn more about Motivating Sales People...

Retail Sales Tips

There’s a great new page added to the Sales Training Sales Tips website. Retail Sales Tips will show anyone that sells in shops, showrooms, or forecourts, how to approach customers.

Do you or your team still ask customers if they want any help?

Do you ask if they are okay, or if you can help them with anything?

Learn how you can change the way you approach your customers and give them really good reasons to talk to you and let you sell to them.

Open Retail Sales Tips and see how you can sell to more customers today.

Please feel free to copy and use the information that you find here.

All I ask is that you include a credit to the newsletter or the website, and a link back to

Did you get your free sales training ebook

If you recieved this Newsletter from a friend or colleague, or you clicked on it from the site Blog, did you get your free sales training ebook?

Please Note: Postal charges for the UK are for Standard, Recorded Signed For with postal insurance, and Special Delivery, postal services.

If you didn't, open the Free Newsletter page and claim your free copy of the great sales training and motivation technique called Need-to-Close-Chains.

Needs-to-Close-Chains is an effective sales training tool.

You can use it to prepare a sales pitch or presentation or train yourself and others on selling a new product.

It's also a really effective self motivation technique for getting into that top selling state between sales appointments.

To download your copy open The Sales Buzz Free Newsletter page and see why Need-to-Close Chains works so well.

If you like it - Pass it on

If you like what you see here be generous to your friends and colleagues ...and me.. and pass on this newsletter.

If you know someone that could benefit from this free sales training please feel free to send them the newsletter, or the Need-to-Close Chains sales training tool.

Sales Presentation – How to move from sales questions to presenting your proposal

How to move from the questioning stage to the sales presentation and keep your sales prospect moving with you.

In this week’s Sales Buzz we discuss how to keep the attention and interest of your buyer with motivators and benefits at key stages of the sale.

Throughout the sales stages of your pitch you want to keep the attention of the buyer. This is most important as you move from one stage of the sale to the next, as you move closer to closing the sale.

You’ve introduced yourself, your business or product, and what you can do for the customer. Then, as we discussed in last week’s issue, you have used Sales questioning techniques to establish the needs of the customer.

Now we move to the next sales stage:

The Sales Presentation

What do you say to your sales prospect when you have asked all your questions and you have a list of what they are looking for?

The first action is to make sure you have all their needs, wants, and desires, and that you have understood them correctly. So summarise what you have back to the prospect.

To start your summary use a line that embeds a suggestion that will help you get to the sales presentation stage after they have agreed your summation of the benefits they want from your product.

Here’s an example:

I know you want to see what my proposal can do for you, but before we move on to that let me make sure I have understood exactly what you are looking to buy.

In the example above there are 2 embedded suggestions. Here’s the first:

I know you want to see what my proposal can do for you.

The seller is telling the buyer that they want to see the proposal. On its own this will not make a buyer get excited about possible benefits, but added to other suggestions it will stack up and support the move from the sales questions stage to the sales presentation.

Some people have called this stacking as the effect of each suggestion adds to the effect of the others.

The second suggestion is:

I’ll tell you when you have read to the end of this section.

Which is suggesting that you will read to the end of the section.

Make the suggestion fit your situation

The above example is probably best used in a business setting or when you want to give a professional image.

You can adapt and develop your lines to fit your sales situations. If you work in fashion retailers with a fun atmosphere you might use:

I can see you just can’t wait to try some outfits on and see how good you look, but let me make sure I have everything so I can select the ones you will want.

How about car sales:

You’re probably thinking, I’m not sure which of these models to take out for a test drive. So let me check I’ve got all the things you will want from your next car. Then I can narrow it down to the ones you will want to drive away.

Summarise and move on to the sales presentation

You’ve motivated the buyer to listen to your summary, and you have summarised their needs, wants, and desires back to them.

So what do you say next?

You want a line that says: Have I got it right, and I am now going to present a sales solution to you. And you want to add suggestions that will help you close the sale.

Going back to our business example, you might use:

Question to gain agreement on needs summary:

Have I got everything that you want to gain from the product that you will buy?

Now the sales presentation:

Great, now let me show you how I think you can gain all those benefits and you can then tell me if I’m right.

The phrase: tell me if I’m right is embedding a suggestion of the trial close that will follow the sales presentation.

You are not going to move from the presentation to a full blown closing question. You are going to test the water by asking if you have presented a solution that will meet all their needs.

If they say no you simply loop back to the sales questions stage to find out what you have missed.

More on moving from the sales presentation to closing the sale in next week’s Sales Buzz.

Did you spot the second embedded suggestion

Earlier I said I would give you the second embedded suggestion at the end of the section and before you look at the information below on the sales workbook training course. So here it is:

The second suggestion was: Before we move on to that.

This suggests that we are going to move on to the sales proposal.

Using ‘we’ assumes that both you and the sales prospect will move to the next sales stage together.

If you enjoy playing with words, suggestions, and building your own successful sales pitch, then you will really like the workbook training course I use with my working sales teams.

You simple follow a set of exercises that show you how to build a sales pitch for your products or services.

You build the pitch in your own words.

You adapt it to suit your sales situation.

You customise it to make it unique for your products or services.

This great course has proven successful in:

Direct sales
B2B selling
Field sales
Retail and showroom
and for many industries and markets.

Whether you sell low value quick sale items, or high ticket more complicated products and services, the workbook course will work for you.

You can use it as a personal training course for your own development and to increase your sales.

Or, you get everything with the workbook course to present it as an in house course to your sales team.

Want to see more, click the image above or open Sales Training Workbook course

Do you use embedded suggestions or commands

If you use suggestions or commands embedded into your sales pitch share your ideas with us on the Sales Training Sales Tips Blog.

Have you got sales training tips that you can share with the readers of this newsletter like you, and visitors to the website?

Click the link and simply type in the box, it’s that easy.

Follow the link and add your comments, feedback, and share your ideas on our Blog. Open the Sales Training Sales Tips Blog.

How to motivate sales people

I’ve spent over 2 years putting together a new professional sales motivation course and finally it is nearly ready for release.

Following the successful workbook format of theSelling Success workbook training course and How to make sales appointments by telephone this sales motivation course will be presented in the same way.

A set of exercises that build into a training programme.

Full text and slides as I present it in live training sessions.

Chunked into small sections so you can complete when it suits you.

Available as a eBook so you can download and start using straight away.

You can get it first

This great new workbook course will be available in mid June and will be offered to subscribers of the Sales Buzz newsletter.

As soon as the final version has been completed you will receive an email with all the details so watch your email inbox in mid June.

Short and to the point - Effective - and Practical

That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.

Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:

  • Easy to learn sales skills
  • Short and to the point
  • Simple to put into action

To make sure you don't miss out on all the right updates for you get the sales training Blog and you're in control of when you read the latest additions to the site.

The Sales Buzz

The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter.

Wishing you the very best with your sales career.

Stephen Craine

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