Ultimate Guide to Sales Presentation Notes

Introduction

Logical vs. Emotional Buyers
- Logical buyers justify decisions with facts and rationale.
- Emotional buyers may experience buyer's remorse if not logically convinced.
Beliefs About Selling
- Belief 1: People want to believe and buy; help their logical brains justify the decision.
- Belief 2: Selling happens before asking for the sale; closing happens after.
- Belief 3: Easier to handle obstacles than objections.
- Belief 4: Expect and plan for 'no'; it's part of the job.
- Belief 5: Sales is the first step in coaching; it’s a form of power.
- Belief 6: Price should elicit a gasp; it's a sign of high value.
- Belief 7: Selling sets expectations for a coaching relationship.
- Belief 8: Selling helps prospects make decisions to help themselves.
- Belief 9: Keep the prospect as the priority, not the sale.
- Belief 10: Seek to understand, not to argue; maintain childlike curiosity.
- Belief 11: Closing is a dance, not a fight; sell from the back foot.
- Belief 12: Selling is a transference of belief over a bridge of trust.
- Belief 13: Conviction is crucial; believing in what you're selling is key.
- Belief 14: Build trust by genuinely wanting to help.
- Belief 15: Closer's ask hard questions because they care.
- Belief 16: Care more about the prospect's well-being than they do.
- Belief 17: Record sales calls to analyze and improve.
- Belief 18: Power is the ability to influence; understanding sales is crucial.