How to Make the Most of Your Sales Presentations (1)

27 Nov 2009

If you're a salesperson selling products or services business-to-business, you probably get most of your orders through sales presentations. Whether you're selling office equipment, manufacturing components or design expertise, you probably spend most of your time in sales meetings trying to persuade buyers why they should buy your products. Here are a few valuable tips that will help influence your prospect to be more open to your sales pitch.
如果你是與企業有生意來往的推銷員，你的訂單大多數來自推銷簡報。無論是推銷辦公室器材、製造業所需之零件，抑或是設計的專業才能，在開會的時候，也許你都會將大多數的時間花在說服客戶產品有何過人之處，繼而令其信服及購買。以下幾項提示，可助你令目標客戶願意聽取及接受你的推銷。

Say thank you (no need for the quotes). This may sound pretty obvious but you'd be surprised how often this is overlooked. Tell your potential buyers you appreciate how valuable their time is and thank them for giving you the opportunity to see them.
說「謝謝」。這項提示看起來似乎很簡單，然而在現實中卻是經常被忽略。面對有可能成為客戶的商家，記得感激他們願意騰出寶貴的時間，以及給予會面的機會。

Don't surprise them. When you fix your appointment, tell your buyers exactly what you will be selling. This gives them an idea of what to expect.
令會面符合客戶的期望。當預約會面的時候，告訴客戶你將會向他們推薦甚麼商品，讓他們對會面的內容有所準備。

State your expectations. At the start of your meeting, let the potential client know up-front how you expect they will benefit from your proposal. You could say something like, "when I have finished, you'll be able to see how my services will give you greater value for less money."
說明你的期望。在會面開始之前，讓有可能成為客戶的商家了解你的計畫書將會為他們帶來何等利益。你大可以說：「當我介紹完這份計畫書之後，你就會明白我們的服務將助你用較低成本獲得更高的回報。」

Sell yourself too! Arrive with a summary of your experience or accounts you (Omit personally) manage. People buy from people and often it's because of the human touch services or products can be sold.
推銷自己！在會面之前準備一份你本人的工作經驗摘要，或者一份現有客戶的概要。很多時候，人們之所以購買某種商品或服務，是因為他們更相信此商品或服務的推銷員。

Wall Street Institute 英語學院創立於1972 年，是現時全球最具規模的國際英語專科教育機構，分校超過400間，橫跨5大洲28個國家，憑藉37年的經驗，已成功協助全球超過200萬人成功提升英語水平。Wall Street Institute 的香港分校成立於 2000年，至今在港已開設了5間分校，及1所專為公司及機構提供英語培訓服務的企業英語培訓中心。(www.wallstreet.edu.hk)