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PUTTING
THE PERFORMANCE IN SALES PERFORMANCE
Four pros share
their secrets for winning over even the toughest
critics.
By Stephanie Clifford, Published February
2007
Some entrepreneurs are all about sales. What's
not to love? You're out there showing the world
this thing you've thrown your life into. Plus,
you get the indulgence of room service, the frequent-flier
miles, and the dependability of chain restaurants.
Of course, some entrepreneurs abhor sales. What's
not to hate? People challenge your product, and
there are the scratchy sheets at cheap hotels,
the delayed flights, and the creepy déjà
vu that comes from eating in, seemingly, the exact
same Fuddruckers in Phoenix and Billings and Atlanta.
But whether you love or hate selling, the biggest
nightmare is a bad sales presentation. You realize
things are going poorly, and the clients just
want you gone. You see their eyes gazing at the
ceiling, they're yawning, and your frantic race
through your PowerPoint has no effect. You're
bombing. Well, cue the laughter and applause.
We've found four entrepreneurs who know all about
sales performance. Marketing man and brand expert
Dann Ilicic has the effect of a magician, surprising
clients with props and food. Selina Lo racks up
sales by getting to know her targets and tailoring
each presentation specifically for them. Peter
Click barely mentions his product in his presentations,
focusing instead on how he'll increase his clients'
profits. And then there's Tom Szaky, who believes
the key to a good sales performance lies in rehearsing
a pitch over and over and over again. As for surviving
Fuddruckers, we advise loading up on the free
pickles.
Related
Content:
Fasten
Your Seat Belts
How do you stand out in a field of larger competitors?
It's showtime!
Do
the Math
Ultimately, the bottom line is the bottom line.
Find
the Fox
Someone on your target's team wants to help you.
Practice,
Practice
Never stop refining your pitch.
How
to Respond When You Hear:
"We
Can't Afford Your Price."
"You
Have to Change a Few Things."
"You
Guys Are Too Small."
"We
Can't Do It Now. Come Back in a Year."
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