Let’s talk about some powerful presentation techniques when it comes to presenting whatever it is that you are selling. Use these skills to level up your presentation game and allow your leads to understand what you want them to know about what you are selling them and what you need them to remember.
Side By Side Comparison
Use a side-by-side comparison. For example, with solar, write down what they are paying for their current bill and what solar would cost them. Show them the side-by-side difference. That visual helps people see why they should invest and why it is the smarter choice. Then, you will leave that piece of paper with them as a souvenir. This will allow your client to look back and remember why they bought solar or the benefit of making this purchase. Getting them to see that they aren’t buying anything new will also help your retention rates. They can see firsthand why they chose to go solar and invest in ownership of their power instead of renting. Everyone wants to see this comparison. This also helps them make the decision and own their choice to go solar and own their power instead of renting.
Confidence Is Key
You need to have confidence at the doors and show you know what you are talking about regarding your product. If you are not confident, they will not buy from you. You will look like you don’t believe in your product, don’t know much, or don’t care. You need to present your product with confidence, have the ability to talk firmly about what you are selling and create confidence in the product for the consumer. You do not want them to question whether or not you believe and trust in your product and whether or not they should believe and trust in you. Carry your confidence wherever you go, especially while presenting your product.
Keep Moving
Ok, this one will change how you see your day. If they are not going to buy, do not get hung up on that sale. Don’t waste your whole day at that one door and then give up. You must understand that not everyone will tell you yes, which is ok. Move on to the next door, and don’t stop until it is dark. If your 7 pm appointment cancels, keep knocking on doors until you fill that time and your next time slot. Don’t slow down because you have one appointment booked or think you hit your goal for the day. Don’t assume the sale, and even if they sign on, why not have 3,4 or even five contracts in a day? You keep going and keep trucking along. When you get a sale, don’t stop; keep moving. Are they giving you excuse after excuse? Keep moving until you find someone who wants to buy your product. When someone tells you no, it has nothing to do with you. Don’t let it impact your whole day; keep moving.
Be Coachable
Finally, do not fall into the trap that you know everything. Let your leaders coach you and show you the presentation skills they have learned and what they know. Don’t be a know-it-all and think you are better than everyone else. You can always learn something from someone. The arrogance and the lack of growth will hold you back more than anything. Confidence is key, but arrogance is the lock on the door. People don’t trust you when you are arrogant, you won’t learn valuable skills, and you cannot progress in areas that would change who you are and what kind of sales you can produce. Being coachable is probably the top skill to have to become profitable.
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JP Arlie is a seasoned professional with a remarkable 30-year career in the direct sales industry. He has achieved significant milestones, leading organizations responsible for over 300,000 in-home sales transactions and recruiting more than 40,000 sales representatives.
JP’s versatile journey in the direct sales field has seen him take on various roles, from business owner to Vice President in a publicly traded company. One of JP’s core values is his commitment to positively impact the lives of others and change the course of history. Additionally, JP serves as an esteemed Executive Education Coach at Harvard Business School’s Program for Leadership Development.
JP Arlie specializes in vital areas, including recruiting and retention strategies through effective systems and processes. His insights have proven instrumental in helping businesses of all sizes build and maintain high-performing sales teams. Furthermore, he excels in guiding organizations through the process of meaningful organizational change.
