Imagine yourself in a bookstore. As you walk down the aisle of your favorite section, you scan the book titles for something that reaches out and grabs you. This is not unlike your initial sales introduction and begs the question, "does the title grab you?" Does the initial opening statement of your presentation cause the prospect to want to listen further?
If you like what you see and you grab a book from the shelf, you proceed to read the inside jacket. You ask yourself, "Do I like what I'm reading?" Think about your prospect as you give your presentation - does the inside jacket keep them interested? Does it prompt them to read more or are they thinking it's like every other book they've picked up on that particular subject matter?
If your book (sales presentation) passes the first two tests - it grabbed their attention, and intrigued them enough to buy it, or in our case, listen to your entire presentation, you are well on your way to having a bestseller!
There are a lot of books on the shelf - is yours a bestseller?
© 2009 Successco
Share this post