Among the best salespeople, closing a deal with a killer presentation may look effortless but it’s no accident. The best custom builders prepare themselves in many ways in order to deliver a dynamic sales presentation. Here are eight key strategies for presenting your custom home business in an energetic and influential manner. Master these and watch your sales soar.
- Know your objective. Determine the purpose and ultimate outcome of your presentation. What, specifically, do you want to accomplish? You can’t get what you don’t know you want. In other words, go in with a plan to succeed.
- Do your homework. Know exactly what the prospective home buyer will need to make an educated decision. What will work best: visual aids, product samples, statistics, testimonials, little information or massive amounts of information? Knowledge about your prospect is critical.
- Have tangibles. What can you put in your prospect’s hands, literally? Help your prospect feel, hold, and experience your product. Especially if the home you are selling is yet to be built, merely holding your presentation folder will enable your prospect to feel more concretely involved in your sales process.
- Create a vibe. There is an aura about you that can be detected by your customers immediately. That energy or electricity can work both ways. It can be a highly charged, confidently positive energy or a drab, doubtful, negative energy. Always be positive.
- Move with confidence. Your body lingo says more about you than any words you speak. Walk in an assertive and confident manner. Keep your shoulders square and raised. Lift your head up and open your eyes to the possibilities ahead. Walk as though you have a grand purpose to accomplish.
- Dress the part. An initial impression is made in three to 10 seconds. It may not be fair, but it is real. Your dress and grooming should be stylish, clean, and professional. For a competitive sales edge, dress at least one level better than your competition.
- Display warmth and sincerity. A genuine smile, a friendly handshake, looking your prospect directly in the eyes, and listening intently to his or her needs will help you gain instant respect. Repeat his or her name frequently and ask leading questions to get the prospect’s perspective on your product or service. Foster the mentality that you are there to help the customer rather than thinking about how they can help you.
- Relax and be present in the moment. Stay focused on what is being discussed and avoid thinking in advance of the conversation. Take deep breaths prior to your meeting then relax and enjoy the process. Your prospect will detect any stress you may have and that will make your selling proposition less powerful.
Use these simple reminders to help you deliver a dynamic sales presentation, enjoy the sales process, and ultimately punch up your sales.
Paul Montelongo has been a builder for more than 23 years and is a nationally recognized speaker and consultant to the construction industry. Visit Paul at www.contractorofchoice.com.
