When we present our proposals, rather than mailing, faxing or e-mailing, we increase the likelihood of a sale by a factor of 10, if we do so in person.

 This is your opportunity to impress every member of the DMU (Decision Making Unit) and to do your job, which is to sell you, your solution and your company – so grab it with both hands! Why rely on someone else to do the selling for you, which is what you do when you simply mail your proposal?

When it comes to the enthusiasm that sales professionals have for making a presentation, they broadly fall into four categories:

The Avoider: An Avoider does everything possible to escape from having to stand in front of an audience. In some drastic cases, salespeople may seek positions that do not involve making presentations.

The Register: A Register is also extremely hesitant of speaking in public. However, Registers may not be able to avoid speaking as part of their job, but they never encourage it. When they do speak, they do so very reluctantly.

The Acceptor: The Acceptor will give presentations as part of their job, but does not seek opportunities to do so. Acceptors occasionally give a presentation and feel they did a good job. They even find that, once in a while, they are quite persuasive and enjoy the experience.

The Seeker: A Seeker looks for opportunities to speak. They understand that anxiety can be a stimulant which fuels enthusiasm during a presentation. Seekers work at building their professional communication skills and self- confidence by speaking often.

Becoming a “Seeker” is a pre-requisite for success!
● Recommended reading:
“How to Deliver a Professional Presentation”

Today’s News: Those of you with a degree in Applied Mathematics, will have calculated that as to day was Principle Eleven, tomorrow will be the last of this series and in fact you will be correct. I will be summarizing on Saturday and offering you the opportunity to download the entire EBook.

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