If you are selling, you are doing some type of show & tell almost everyday. Whether you’ve been doing this for a long time or just starting out your sales career make sure to balance your show & tell with a lot of ask & listen.
Work to show your audience how you’ve been able to make a difference and have a positive impact on a client’s project or business. Tell them that you’d like to determine if you could help them in a similar way, ask the questions that lead you down a path of discovery and listen to what they say and what they mean [there usually is a difference].
If your presentations have not been as effective as you’d like them to be and they leave your prospects confused and you frustrated it might be time to step back and review your sales plan. Go over the notes you took while on the call and determine if you have enough information to plan a positive go-forward strategy. If you were not asking enough good questions and listening, it’s probably difficult to identify your best next steps in the sale.
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