Link This | Email this | Blog This | Comments (0)

The Real Goal of a Sales Presentation
May 7, 2007

Contrary to popular belief, the real goal of a sales presentation isn't to make a sale. I believe that the real goal of a sales presentation is to develop what I call PT, RB and RB. Which stands for personal trade, repeat business and referral business. In other words, every time that you serve a customer the goal has to be to make a friend, someone that will buy from you over and over again, and someone who will willing give your name to others as a referral. I know that people want to buy from their friends. Therefore the goal has to be to become their friend. I know that a customer that asks for you by name is going to be an easier sales than someone fresh off the street. I also know that if the customer has bought from your company in the past it is going to be an easier sale. In addition if someone was recommended to you by another customer that it will be an easier sale. All salespeople need and want easy sales.

The lifeblood of any company is determined by the repeat business that it can generate. No longer can we as salespeople hope that customers will come back. We have to give them such a unique experience that they want to come back and do come back over and over again. I know that it is very expensive to get a new customer. It costs you nothing to develop the customer into a life long purchaser. I do not belive that customer loyalty is dead by any stretch of the imagination. It is alive and well, I do believe that professionalism is dead and/or dying. People are looking for there friend in every industry, be that person. Sometimes the thought is subconscience and other times it is not, but none the less it exists. Everytime you serve a potential customer - rather than thinking how can I sell this person - think how can I become this person's friend in my industry.     www.iastraining.com

Posted by Brad Huisken on May 7, 2007 | Comments (0)