Category Archives: closing

Does Your Presentation Have One of These Bad Movie Endings?


Have you ever sat through a good movie, only to leave disappointed or confused by a bad ending?  Like a movie, a presentation can build up a lot of good will, only to tear it all down in those final few moments.  Some endings seem to go on forever, Lord of the Rings style, or leave your audience with more questions than they started with (No Country for Old Men or Inception anyone?)  Whether they’re poorly constructed or executed, bad presentation endings leave a bad taste in the mouths of prospects and can undo all your hard work. Luckily, bad presentation endings – like bad movies – can be avoided. 4 Bad Presentations Endings Here are four bad  presentation endings  – movie style –  I see presenters making and how to make sure they don’t happen to you.  Note, movie SPOILERS ahead! 1.  The Never-ending Ending Example: Lord of the Read More

6 Keys to Closing the Sale with a Great Call-to-Action


closing the sale

Not every pitch or presentation ends in a signed contract.  However you must ask for some next step, otherwise you have just invested a lot of time and energy delivering an informative talk. With so many deals ending in “no decision” today, you can’t afford to waffle when it comes to this critical step in moving your sale forward! Unfortunately, many salespeople leave money on the table by delivering a vague call-to-action, or too often, no next steps at all.  Successful salespeople know precisely want they want their prospect to do at the end of their pitch.  It doesn’t pay to be shy in this regard, or to assume the next step is obvious.  By applying the following keys to your call-to-action, you will greatly increase your chances of success. The 6 Keys to a Great Call-to-Action: Keep it simple. Many times salespeople offer next steps that are too complicated Read More

VIDEO BLOG: Does your presentation close with a whimper?


Avoid "The Whimper Close"

Click on the Video above to see the “Whimper close” in action… Most sales presentations close with a whimper: “Well, I guess that’s it…Thank you for having us…Any questions?” Coming to an end doesn’t qualify as a presentation close. Closing is a process that either completes a sale or moves you one or two steps closer to it. If all you’ve accomplished is gotten to the end of your presentation but not made a strong final argument or asked for something in return, you have not really closed. An effective presentation close takes planning and practice, but as the final impression you make on your prospect, it’s well worth investing the time and effort to make it shine as brightly as your opening. 4 tips for a more powerful close to your sales presentation:  Know your ending: Seems obvious, I know. But the truth is most salespeople aren’t quite sure Read More

5 Ways to Close your Presentation with an Encore


Justin Timberlake Encore

Can you imagine an experienced performer like Justin Timberlake ending his performance by singing a few random notes before looking blankly at his audience and announcing, “Well, I guess that’s all I have” ? Not likely.  Professional performers strategically plan how they close their set to leave their audience clamoring for an encore in order to influence cd, t-shirt and future ticket sales.  Yet too many experienced sales professionals leave their closing to chance, not realizing how much influence it has on the outcome of the sale. The Whimper Close and Other Bad Presentation Closings: A typical sales presentation closes in one of three ways.  See if you recognize yourself in one of these examples: The Surprise Ending: “Oh!  I guess that was the end of the deck!” The Speed Freak Ending:  “That’s it.  Thanks very much.” The Whimper Close: “So that’s my presentation.  Hopefully you liked some of the things Read More

Contact


Performance Sales and Training: Persuasive Presentation Skills to meet the challenges of today’s B2B Sales Environment