Revolutionize Your Sales: The Art of Timing Your Presentation Like a Pro"

Hey CEOs, gather 'round! Ever wondered how much time you should spend yakking about your offer when you're on a sales call? If you're spending half the time pitching, buddy, we need to talk. Let's bust some myths and get you on the fast track to closing deals like a pro.

The Behavioral Science Behind Sales

First off, let's get science. Behavioral science says we're the least persuasive in "tell mode." That's right, your mom was onto something when she said, "You catch more flies with honey than with vinegar." So, if you're dominating the conversation, you're shooting yourself in the foot.

The Outdated Sales Formula

Remember the good ol' 10-10-50-30 rule? 10% rapport building, 10% asking questions, 50% presenting, and 30% closing. Well, it's as outdated as your uncle's mullet. Selling to "needs" is so last decade. Your prospects often don't know their real problems until you enlighten them.

The Ideal Time Allocation

Here's the kicker: You should only spend 10-15% of the time on your presentation. Yes, you read that right. Focus on the challenges and problems your prospects mentioned and how your solution can solve them. That's it. No fluff, no filler.

The Three-Part Presentation Structure

1. Reiterate the Problems: "Remember how you said you're struggling with X? let's tackle that."
2. Explain Your Solutions: "Our product does Y, which directly addresses X."
3. Discuss the Benefits: "And guess what? That means you'll achieve Z!"

Connecting the Dots

This approach is like a jigsaw puzzle that makes you the missing piece. You're not just solving their problems but showing them a brighter future. It's like you're the superhero they didn't know they needed.

Takeaways

• Stop dominating the conversation.
• Focus on challenges, not needs.
• Keep presentations short and sweet.

Ready to revamp your sales strategy? Let's chat. Schedule a discussion with me here.