Thursday, November 29, 2012

Business Day Thursday: How NOT To Conduct A Sales Presentation

Good Morning Everybody,

Into The Sea - IMG_0466Hope things are good in your part of the world – life is good at the tip of the Baja. And to celebrate how about I offer up my Business Day Thursday post from the land of sand and sun ;~)   Here we go.

Business Day Thursday:  How NOT To Conduct A Sales Presentation

I mentioned yesterday that we actually enjoy taking the “timeshare” presentations during our travels.  They offer a wealth of knowledge for any student of sales. And, to be successful in any walk of life and especially in running a photography studio, you better be a successful sales person.  Remember one of the most important things about sales:  Sales is not a dirty word! Sales is finding out what the customer wants and helping them get it.  It should be the center of any business.  It’s a customer service centered approach.  Professional sales people are looking for a WIN-WIN situation as should we as studio owners.

That brings us to today’s topic, How NOT To Conduct A Sales Presentation.  A sales presentation should be composed of six sections. 

You’ve Got To….

SalesPerson1. Be inviting, pleasant, congenial, and always hospitable to your prospective customer.

2. Be interested in you client, get to know them.  Any good sales person will tell you that before a customer can be interested in you, you’ve first got to be genuinely interested in them.  The sale should truly not proceed till there is a level of trust between the sales person and the client.

3. Provide a compelling offer to you’re perspective client.  Hey, everyone is looking for a deal these days.  The more compelling the offer, the better chance of closing the sale.

DAZNOTE: It’s equally important that YOU KNOW that your product is the best you have to offer.  It you don’t have confidence in your product, change products or change jobs, or find someone that does believe to conduct your sales for you.

4. Be prepared for the objections, especially the hidden objections.  Objections are part of the sales process and should not deter you from the process.  The best way to handle an objection is to raise that objection before the client raises it.  Good sales people know what the common objections are and simply bring those objections into the conversation or to light early on, and simply answer them for the client. 

Also look for the hidden objections.  Hidden objections are the real reason a client doesn’t purchase.  Once you can discern what that hidden objection is, you can then answer that objection and move on with the sales process.  Remember, we are trying to find out what the client wants and provide a way to help them obtain easily what they want.

5. Make the CLOSE.  If you’ve built client trust, made a compelling offer of your terrific product(s), and answered all the client’s objections, the sale should follow easily with a satisfactory outcome for the salesperson and the client.  Said another way – everybody leaves happy!

6. AND THE MOST IMPORTANT RULE OF ALL:  NEVER “P..S OOF” YOUR POTENTIAL CLIENT!!!

Some sales people just don’t get that essential rule.  When objections or concerns are raised they totally lose respect for their customer/client. Too often they don’t listen to the client and have only a “canned” presentation.  They figure that they have nothing to lose so why not go for the jugular to try to make the sale. This is such a “brain dead” sales approach to me.  I’ve said it a million times, NEVER, EVER get into an adversarial relationship with a client!

The NIGHTMARE at the Solmar Resort Presentation

Before I proceed, let me say that the Solmar Resort in just beautiful.  The suites are spacious and well appointed and the facilities are truly first class.  It’s the "timeshare” department I take exception.   Nightmare

Our tour began well enough with a tour of the property and suites – as I said, all very beautiful.  Our host and hostess were pleasant and hospitable.  After the tour we proceeded to the sales room to hear about the offer(s).  Only about 5 minutes into the presentation, we were handed off to the “real” sales rep – let’s call him the “closer”.  After the hand off things started to go south.  The salesperson did not listen to our vacation desires but droned on about golf, which we are not interested, he talked on and on about fishing opportunities in this area, another subject that holds little interest to LaDawn or I.

Unfortunately, the presentation went from bad to worse as we told him his offer was not the least bit compelling – $240,000 for 2 weeks in Cabo – what was that guy “smoking”?  It was just crazy and every time we said we weren’t interested he continued to ramp up the pressure. He had already exceeded his promised 90 minute time-line by 30 minutes and we simply asked that we end the presentation. Instead he continued on and on. 

It ended with him literally insulting us because I called him out on a few of his misinformed facts which I could easily verify. He even threatened us with writing us up to his manager – WHAT???   He’s writing US up?  For what? I don’t think so. 

We were invited guests to this presentation, we certainly didn’t walk up on our own. After I assertively asked a few times to see his manager, Jason, the manager, appeared and I explained what just happened during our presentation in detail.  Professionals just don’t conduct themselves that way. 

We received the obligatory apology and left the build with the worst taste ever of our many timeshare experiences.  Avoid the Solmar Resort “timeshare” presentation at all costs if you are in fact in Cabo – you’ll be put under extreme pressure to buy and it’s a waste of your time.  The entire presentation was a perfect example of how to NOT conduct a sales presentation.  But, please read on…

Doing It Right At Cabo Villas Resort

Yesterday we were invited to another presentation at Cabo Villas Resort. Juanito was congenial when he picked us up from our hotel. During our ride to Cabo Villas I conveyed our earlier experience and he was appalled.  He assured us that we would enjoy our presentation at Cabo Villa Resorts.

Cabo Villas

After arriving at the resort and going through a short meeting with the receptionist, we were introduced to Vince, a really nice guy originally from Toronto.  He met the love of his life in Cabo about 7 years ago and decided to stay.  Over the next hour we took the tour of this beautiful resort.  LaDawn and I were both very impressed with the room décor of this property.

Vince, LaDawn and I enjoyed the our conversations, getting to know each other and we all knew as the clock was ticking away the time to hear the offer.  Vince in the most thorough and professional manner possible laid out how the plan worked. He laid it out simply and clearly and answered all our questions.

Next we moved on to our main objections – the barrage of AMEX bills just coming in from our trip to Europe.  We just were not comfortable at this time to make a further financial commitment for a few more weeks of vacation time.  Vince and his manager, Mitch made one last offer for less money and for less time, and it was much closer to what we might have accepted if the timing was better.

Vince and Mitch knew they made their best offer, they offered a great product, but the timing was not right for us and both of them respected that.  Respect being the operative word when it comes to being a good sales person.

Stop By Cabo Villas and Ask For Vince

That right, I give Cabo Villas a big “thumbs up” for the level of professionalism they exhibited during our presentation.  Their entire team from bottom to top was first class.  It was truly a pleasure to meet all of them. They closed the presentation with several gifts and a FREE return visit to their property for a future 4 day-3 night stay!

There’s a t-shirt you can purchase in Cabo that reads, “I survived the Grand Mayan timeshare presentation.”  It’s sometimes true, but our experience has been mostly positive and we have purchased several timeshares through-out the years.  But in closing, let me say that Cabo Villas gets it right and I invite you to stop on by and visit Vince and his associates.  The fit may be just right for you.

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Hey gang, that’s it for me today.  I’ve got a pretty cool post planned for tomorrow, so please plan to stop back.  I think you’ll enjoy it.

Adios everybody,

David

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