The one question to ask in every sales presentation

And now we will be talking about the last one. This last strategy is the simplest in all three and can be immediately applied even after reading this.

When the time comes we are able to apply all three, we will be able to make our sales presentation very clear which means we are effective in selling what we are selling.

As we said a while ago, this strategy in making our sales presentation clear to our prospect is the easiest one to accomplish and can immediately be used upon learning it. One problem that plagues so many sales presentation is that salespeople assume their prospects understand everything they said to them.

They assume that when they tell prospect this and that, the prospect will immediately understand what they are trying to say. Not that it is a wrong assumption, but assumptions will sometimes be wrong.

So what happens here is that the salesperson keeps on presenting. They keep on talking, leaving the prospect no room for clarifications when they have some questions in their mind.

Of course, it is common sense that if someone has a question, they have to ask that question. Sabi nga sa Bible: Ask and you shall receive.

But here is the thing: we are raised not to interrupt when people are talking. When someone interrupts us when we are talking, we perceive that person as rude. And people, no matter if that person is a client or a seller, want to maintain their good image thus they do not want to appear rude.

The second thing is that as we continue to speak, not knowing whether the prospect understands what we are saying, and in fact they do not understand some of what we are telling them, they lose interest.

They start losing interest in what we are selling and so they do not engage anymore. And you know what happens when they lose interest.

They opt-out and not buy.

What happens as they lose interest is that they would just go with the flow. They will act as if they are listening but deep inside, they just want to get out already.

Believe it or not, people lose interest that quickly especially when they are confused. So no matter how important we think our product is to the prospect, if our prospects are confused, they can quickly lose interest.

As they say in sales: people buy with emotions and they only justify it with logic.

And here is the thing. This problem has an easy fix. We do not have to make the prospect lose interest in what we are selling. It ought not be because the answer or the solution is very simple and easy.

The answer is this: We have to always check the prospect out. What we mean by this is we ask the prospect if they understand what we have said so far.

What this does it gives the prospect space so he/she can clarify things with us. It is as if we are giving them permission to clarify things. We are giving them a safe space so they can ask questions and clarify things with us.

The other thing is that as we check them out regularly, we are letting them know we want them to truly understand our product.

We come off as less pushy. We are perceived as good listeners. When that happens, we are able to build good rapport with them because as we check them out, we show that we actually care about them and that we are good listeners.

And the thing with checking them out is there are so many ways we can do that. There is not one right answer. Some would ask “Ok?” after every statement or point. Some would also ask “so far so good?” or anything similar. Some would even pause, as if giving the prospect time to ask questions. Whatever that is, the important thing is we give the prospect space for them to clarify things. And basically that is it. Simple and easy, di ba?

By just checking them out, we have a chance to make clear what is confusing the prospect and confusion is what will prevent the prospect from buying.

So basically, we are eradicating confusion through just checking them out regularly.

And as we check them out regularly or after every point we make, we are giving them permission and space for them to clarify the confusion they have which results in them sustaining the interest they have on our product and build rapport at the same time. All it takes is one simple thing and we could accomplish that: check them out regularly.

So far so good?

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