Original Selling - Stick to Who You Are!
by Victor Antonio
When I first began my coaching sessions with my clients, one of the fears I had to help them overcome was that they didn't have to speak or sell the way I did. Some clients were immediately intimidated when they saw me speak and would say things like, "Victor, I can't do it (or say it) like that!" or "I'll never be able to sell as well as you do." I immediately responded with, "I don't expect you to nor should you expect that of yourself." When I make this comment I usually get a momentary blank stare.
You see, unlike many other coaches, my goal is NOT to get you to speak like me. My goal is not to get you to change your style or how you speak. My goal is to get you to:
1) Structure a sales pitch (presentation) in a sequential and effective way as to reduce sales resistance.
2) Next, practice getting comfortable with the material using 'your wording or phrasing' so that it sounds natural and not forced. Audiences can sense a forced pitch.
3) I then help you bring it all together by incorporating the right pacing, gestures and proper use of body lan
guage so it flows naturally and is more effective.
|
Definitions according to Victor
Presentation = information sharing with an individual or group
Pitch = Presentation with the intent of selling or closing a deal |
You can see that my goal as a coach is to take what you have to offer and use that as the raw material for building a sales presentation that sells! I never try to change a person's style, I just work to enhance the strong points and minimize the weaknesses. If done correctly, the client will have a high-power sales pitch that they feel comfortable with but more importantly closes more deals or changes more minds.
There's an adage that says, it's easier to tailor the suit then to get the person to lose weight! How true! I'm a strong believer of you have to stick to who you are if you're going to be successful in selling. And, if I want to help you be successful, I have to be in-tune with what you have to offer, embrace it and bring out the best of what YOU have to offer.
So remember, sell like an original because you are one!
Victor Antonio, Sales Influence
Copyright
© 2010 by Victor Antonio. All rights reserved. Author, speaker and
sales trainer Victor Antonio has a BSEE, MBA and over 20 years of
executive sales experience. This article MAY be
reproduced in any form or by any means, electronic or mechanical,
including photocopying, as long as the author’s name, website and email
address are included as part of the article’s body. All inquiries,
including information on electronic licensing, should be directed to
Victor Antonio at info@victorantonio.com.
