Dear reader:

It is surprisingly easy to scare off a qualified sales lead. 
Below are a few biggest missteps to avoid.

1. You don't build suspense

Okay...So, you give a clean 30-second elevator speech. Then what? You are stuck and there is nothing left to say?

Here is the deal:
The best way to spice up your presentation is to build some

suspense into it. That's where your story-telling abilities will come into play.
One well-known author suggests the following: "You put a man in
a jungle, you have beasts attack him, and you bring him to the edge
of the jungle. But you don't get him all the way out." That's how
you build suspense. Makes sense?

2. You are too available

If you don't set up any time constraints in the beginning, you might
put your time-conscious listeners on edge. You may say:
"I have about thirty minutes to explain what we do. After
 that, I will be happy to address all your questions, comments
or concerns...Then I have another meeting coming up at 1pm."
Something along those lines...It will make you seem important,
busy and in demand. It may also set you apart from other
sales professionals who would likely stay until kicked out.

3. You unwillingly intimidate people

If your pitch is too abstract or too general and doesn't have any
visual elements or cues, it could be interpreted as a threat.
Evidence suggests that the presenter uses the part of the brain
that handles complex reasoning and data analysis. However,
the prospect processes all the messages through a more
primitive part of the brain.

4. You are too nice

Some sales professionals view customers as the prize and
act overly nice. Not a good idea...You should convey a
different image. " I am not here to beg for your business.
I am the prize."  The way you carry yourself can have a
profound impact on your presentation. Always keep
that in mind.

5. You quote other people

I strongly suggest that you avoid the tendency to quote
other business leaders, mentors or politicians. Why?
Simply because you may invalidate yourself as an expert.
By deferring to someone else, you lower your status...

6. You are too boring

Do everything you can to keep the person, sitting across the
desk from you, interested in your product or service. Try to
create an emotional reaction instead of constantly relying on
yield  curves, projected revenues and other details...
Be professional, but...don't be boring!

If you need any help with your marketing projects, please visit
www.kambarian.com