Written by Thom Reece

Selling is easier when you back up your words with strong visual proof.

© Copyright 1988/2005 Thom Reece All Rights Reserved

No matter what your business is, you will enhance your level of success by developing a well-organized sales presentation. A good sales presentation involves two primary elements:

(1) The pre-planned sales talk. (2) A carefully conceived and organized visual presentation that documents, confirms, supports, and strengthensrepparttar oral.

Your visual aid can take a variety of forms. It may be a multi-page flip-over type with elaborate charts and graphs, extensive artwork, color photos, and other attention getting devices. It may be a computer driven multi-media event or a simple on-line presentation from a laptop. Or, it can be a basic set of 8 1/2 X 11 loose-leaf pages that can be arranged to fit diverse selling situations.

Presentations, whether professionally designed or home made, are a vital component of your selling process. Why? Confucius put it this way: "In all things, success depends upon previous preparation, and without such preparation there is sure to be failure." First prepare. Then sell.

Here are ten tips for selling better with prepared presentations.

1.Plan Ahead. Advance preparation is nine-tenths ofrepparttar 136772 sale. Be sure you are organized and equipped to talk, show, and sell. Know all you can about your prospect before you makerepparttar 136773 presentation. Tailor your products/services benefits to solve your prospects’ problems and fill their needs and desires.

2.Make A Great First Impression. A clean uncluttered sales presentation, like an artist’s creation, is a mirror-image of your character, personality, and attitude.

Overcoming Sales Objections for Small Business Networks

Written by Joshua Feinberg

Do you need help overcoming sales objections? Do you sell computer networks, or other IT-related products and services to small businesses? This article provides tips and hints so you can be overcomingrepparttar most common sales objections heard when selling networks to small business prospects, customers, and clients.

The problem generally begins when you start talking about a network upgrade. Aroundrepparttar 136420 time, many small business prospects, customers and clients will dwell on cost.

These small business prospects, customers and clients often neglect to considerrepparttar 136421 soft costs of not properly investing in a network... such as lost employee productivity when imprudent corners are cut, downtime when fault-tolerance is an afterthought, and service costs from computer consultants when difficult-to-support or "dead-end" solutions are selected primarily because of their low price tag.

No matter how thorough your initial consultation, IT audit, site survey and network design reports, some unforeseen client objections may pop up just before you getrepparttar 136422 client's authorization to proceed (generally a signed contract and retainer or deposit check).

Why Overcoming Sales Objections is SO Crucial

Because one relatively minor concern might threaten to derailrepparttar 136423 entire sale, you need to gainrepparttar 136424 critical business development skills for overcoming sales objections, with some ofrepparttar 136425 biggest small business network deal-closing obstacles.

Empowered with these strategies for overcoming sales objections, you'll be much less apt to get emotional, defensive or just plain annoyed. You can then stay focused on keeping your eye onrepparttar 136426 ball and figuring outrepparttar 136427 best way to solverepparttar 136428 prospect's or future client's problems... and of course, closerepparttar 136429 sale. Remember, your company isn't in business to solve prospects' problems; only those of paying clients.

Overcoming Sales Objections: Apathy

I hope you get a good night's sleep before this sales objection rears its ugly head. You need a powerful force to overcome apathy.

If small business decision-makers have an apathetic outlook towardrepparttar 136430 prospect of implementing a network, your decision-makers might take weeks, months, or perhaps even years before feeling a sense of urgency about your proposed network project.

However, once you discoverrepparttar 136431 roots of this apathy, you'll be better able to push (or at least nudge)repparttar 136432 approval process along.

Here’s a typical example you’ll find inrepparttar 136433 field: The small business owner sees no problem with their existing peer-to- peer network. One or two seemingly innocuous foul-ups, however, can causerepparttar 136434 small business owner to seerepparttar 136435 "light".

With a Microsoft Windows peer-to-peer network, for example,repparttar 136436 "server" seems perfectly reliable untilrepparttar 136437 person working onrepparttar 136438 PC functioning asrepparttar 136439 server inadvertently hitsrepparttar 136440 reset button with his or her knee.

If you need to be overcoming more ofrepparttar 136441 common sales objections, you must be very adept and recounting these kinds of cautionary tales withrepparttar 136442 right timing, delivery and empathy.

Using Network Reliability to Overcoming Sales Objections

PC/LAN network reliability can also get called into question whenrepparttar 136443 user ofrepparttar 136444 peer-to-peer server inadvertently performs an unannounced, unscheduled shutdown and restart because a software setup program prompted a reboot.

With peer-to-peer networks, protecting data is usually also an afterthought. Ifrepparttar 136445 peer-to-peer server isn't protected with fault tolerant hard drives, a reliable tape backup drive, a server-class UPS, and updated antivirus software, a peer-to-peer server becomes an accident waiting to happen.

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