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How do you eat an elephant?

By: Jonathan Klein

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I’m sure you’ve heard this question before and know the answer is “one bite at a time” and the same principle applies to how you deliver information to others; one bite at a time! Too often in sales we attempt to give all the benefits of our service or product at one meeting and most often the result is a bewildered audience. I’ve unfortunately experienced this more times than I would care to remember, but have finally found the solution.

When I go into a presentation, before opening my mouth, I’ve already decided what my end goal will be, and it is modest at best. However, with this modesty I actually achieve far more success than going for, the so called Gold! What this result is will depend on what my audience’s pain is and then presenting a solution the best fits their need at that moment. I work narrow and deep and opposed to doing a feature and benefit dump! In fact, in our weekly coaching calls we use this same principle and find that the comprehension of our audience is far more measurable than loading the calls with motivational platitudes.

Here are some tips to help you “eat the elephant one bit at a time”:
1. End Game: Decide before your meeting, in writing what your modest result will be based on what you anticipate their pain to be based on your research!

2. Scripted Questions: Write down and rehearse questions that will engage your audience and allow them to speak in detail about their concerns.

3. Resist Speaking: What? The more you speak the less you understand and the more likely you will be to confuse your audience!

4. Never Ask: Don’t pose questions that ask what their problem or pain is! Instead position your questions more benignly; what are the challenges your team is having, or what are the challenges your colleagues are experiencing. Don’t make questions personal and you won’t offend or shut the audience down.

5. Explicit Need: Wait for it, wait for it, “I need, I want”. These are examples of explicit needs and permission to offer solutions!

6. Summarize: Always recap each need and the corresponding solution to ensure understanding and agreement.

7. Dollarize: Make sure your audience understands their return on investment when utilizing your solution.

8. Set Follow-Up Meeting: Before you end establish a call to action step! A next meeting to explore additional needs to present alternative solutions!

I’m confident that if you follow the above bullets you’ll improve the quality of your interactions and reap incredible benefits. Until my next article consider joining my weekly coaching calls by registering with this link. https://www2.gotomeeting.com/register/633060643

Article Source: http://depositarticles.com/

Jonathan Klein is a Sales expert with 25 years experience in B2B and consumer driven sales along with management and training of sales forces. In his first book "The Path To Just Being Nice" Jonathan demonstrates that nice is not just a strategy, but rather has actual processes that if you practice you can increase your "Nice Quotient" and the quality of your life. Jonathan likes to say that "Nice is one of the only renewable resources that when practiced can go on in others for ever." Reach

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