The presentation or “demo” stage of the sales process is where you reveal (or don’t) your powers of influence and persuasion. This Quick Take Package includes five research-based micro-videos that help you avoid classic presentation mistakes and get buyers moving toward a buying decision. You’ll learn 1) what a massive research study says about which words and phrases lead to higher close rates; 2) the most effective way to present features and benefits; and 3) how to use the psychological phenomenon of “loss aversion” to get hesitant buyers off the fence. An added bonus: The most popular of all RLI micro-videos: “Why Salespeople Just Can’t Shut Up.”
The videos included in this package are:
Presentation Disasters: How to Head Them Off Before They Happen
Every salesperson can think of a time when a sales presentation went terribly, horribly wrong. In this program you’ll meet three sales people who find themselves on the brink of presentation disaster. You’ll see how they got there, how they could have avoided it, and how they can still turn things around and win the sale. You’ll also learn a different approach that gets buyers engaged and moves them toward a buying decision.
Effective Sales Conversations: What Does the Research Say?
A recent research project analyzed millions of recorded sales conversations, using interactive voice recognition and software that can figure out the meaning behind those words. The researchers were trying to discover what kinds of sales conversations resulted in successful outcomes for the call. Are there certain words or phrases, for example, that made buyers more likely to say yes? In this Quick Take, you will learn the results of this analysis, including the critical elements of a sales conversation that are most likely to result in a conversion, the dramatic difference in results between calls that include this language and those that don’t, and how to apply these findings to make your sales calls more effective.
Framing the Sale: The Power of Loss Aversion
If you sell a product like home security systems or insurance, fear of loss is obviously a powerful incentive to buy. What’s less obvious is that the fear of losing something -- termed “loss aversion” by psychologists – can play a key role in just about any sale. In this Quick Take, you will learn the powerful conclusion of a study on loss aversion, the dramatic differences in the ways that people calculate potential benefit versus potential loss and how to add power to your value proposition by reframing it around loss aversion.
Presenting Features and Benefits: The Power of Three
Imagine for a moment that you’re explaining to a buyer why your product is the perfect solution for her needs. You tell her that your product is extremely reliable, , it’s easy to use, plus it will free up a lot of her time, and it costs 20% less than the competition. Those are compelling benefits. The prospect needs them all. But research says you just caused your buyer to lose faith in you and your product. In this Quick Take you will learn why “benefits overload” can drive a wedge between you and your prospect, one thing you can do to make sure your messages stay positive and persuasive, and why presenting more than three features or benefits at a time can undermine your sales message.
Why Salespeople Just Can't Shut Up
As salespeople, we know we make more money when we talk less and listen more. And yet salespeople still talk too much. According to one study, the average salesperson talks over 81 percent of the time in a selling situation. So why do we keep dominating conversations with customers, even when we know we shouldn’t? In this Quick Take, you will learn what scientific research can tell us about why salespeople talk too much, why we talk about ourselves more than we think we do, three simple techniques you can use to overcome the inclination to talk too much and five customer cues that can tell you when it’s time to shut up.
This package includesFor each of the Micro-Training videos, you'll also get:
Prove that the learner(s) understand the concept and increase knowledge retention.Discussion Guide
Facilitate a discussion, connecting the concept to your unique challenges.Summary Sheet
Revisit the concept as follow-up or in the moment-of-need.
How do you use this?Multi-video packages are for companies that want to take a deep dive into a single skill area. Each package contains several carefully chosen videos that create an extended learning path. Devoting two to three months to exploring a topic from multiple angles results in more sustained engagement in training, better knowledge retention, and more effective deployment on the job. To kick start Micro-Meetings
Micro-training makes it easy for managers to facilitate meetings where teams develop shared vocabulary and benefit from peer learning.To kick start one-on-one coaching
Micro-training is extremely tactical and it’s a great tool to help managers frame very specific, skill-based coaching interactions.As self-directed learning
Micro-videos are a solution to a specific skill challenge. For example: “How to handle an employee who has a bad attitude,” or “How to handle a price objection.” You have a question. You find the right micro-video. You watch it on your own. You deploy the skill on the job.