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Creating an Excellent Sales Presentation: How to Pre-Frame and Remove the Correct Objections

August 6th, 2009 | admin | download audio

One of the master sales presentation trainers is an entrepeneur friend named Jon Berghoff. Jon is founder of Global Empowerment Coaching and has a history of teaching leadership, building sales, and causing business success through ‘harmonic influence,’ which gives you control over yourself, your business, and the world in general. Jon Berghoff is speaker and bestselling author of the “Cutting Edge Sales Book.”

Here is a sample taken from Jon Berghoff’s blog that will help you with your next sales presentation.

QUESTION: “Jon, our region has always prided ourselves on how well we “pre-frame objections” in our presentations, yet after your teleseminar, I began realizing that we can be more deliberate with our preparation going into our presentations. My question is this: do you have any advice on how to make sure we are removing the right objections, the ones that will matter to the customer, being that every customer is different?”

Jon Berghoff’s TIP:

Great question. While every client is unique, you will find that their objections will 99% of the time fit into 3-5 basic categories. You know what those are in your market. Your job is to figure out which of the few categories will be the one that your next prospect is constrained by.

First of all, do as much study as possible before each and every presentation. By making sure you enter the clients world first, both in your mind, and in your presentation (as discussed during the teleseminar) you are already ahead of most of your competition.

To take it to the next level, be prepared with some powerful questions to extract, on your own terms and timing, the knowledge that will tell you what their possible objections will be. Ask your prospects at the start of each presentation; how critical is price, who is involved in the decision making, what do they enjoy and hate about their current provider, what is on their mind (confusion, concerns, fears, insecurities, etc.) that they want to to clear up before beginning?

These may not be the specific questions, but you get the idea. Put some thought into how you can learn what is going on inside your prospect’s head and you’ll remove the objection and be way ahead of the process.