How Can I Communicate Properly and Use Catchy Phrases to Get Commitments?

Question:

I’m a salesperson in real estate. My company is carrying out some evaluation on presentation skills especially on our new estate project. I presented yesterday and it was rather awful. Please can you tell me how not to make the same mistake. The audience complained that I was unable to communicate properly and that I lacked good use of words especially catchy phrases that will make me get commitments easily especially now that we are selling an expensive product compared to our competitors. I’d really appreciate a response from you.
Thank you.

Answer:

I am not sure how much you know about Action Selling. The ability to make a solid presentation is one of the 5 Critical Selling Skills. My recommendation is to make presentations that focus on the expressed needs of the customer. Action Selling Sales Training, we teach a method called TFBR. T = Tie Back to a need that was expressed by the customer earlier in the sales call. F = present a Feature of your product that satisfies that need. B = present the Benefit of the feature (what the customer will gain by having this feature). R = ask a Reaction question to see how the customer perceives what you have presented.

By using the TFBR process, you make your sales presentation keep the customer involved in the communication process (Reaction). You present only the product capabilities (Features) that are most important to the customer (Tie Back to an expressed need). You show the customer why they will be better off with your product (Benefit). This presentation method will allow you to improve your communication skills because it focuses on satisfying the customer’s needs in a short but powerful presentation.

Here’s a sales management process that can be used to consistently gain comittment from customers.

If you have not read our sales training book, Action Selling, I highly recommend that you purchase it.

Tou Your Success