Friday, January 22, 2010

The Power of 3

from my email:

Daily Sales Tip: Focus Your Presentations

For most sales presentations, less is more. In communication circles, this is sometimes referred to as the "Rule of 3." Most people tend to remember things in groups or sets of three. One mistake many sales representatives make is giving the audience far too much information and detail -- most people simply can't remember it all.

Most presenters are far better off by identifying the three most compelling reasons for buying their product and focusing the presentation on those.

If there is vital information you can't cover in this first presentation, use that information as a reason for your prospect to schedule another appointment or demonstration.

Source: Sales consultant Dean Goettsch

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