_MG_6007If your presentation sounds like it came from a corporate brochure, CHANGE it! Language on the outside is different than the language in.
-Brian Sullivan

If you want to sell a ton of products and services, don’t sound like a corporate stiff. Be yourself. (That is, unless you are a corporate stiff) Act like you are talking to a friend. Don’t recite your presentation from the PowerPoint that’s behind you or spew out your company mission statement. Because your job on the outside is to translate the message created on the inside. In fact, you exist in sales BECAUSE you are good at taking an often complex message and getting to bottom line benefits.

So this week, while delivering your presentation, keep it real. Think about what YOU would need to hear as a prospect to get YOU excited, by focusing on the plainspoken benefits. You will arrive at those benefits by answering this question at least three times. HDTHMP-How Does That Help My Prospect? When you can no longer answer that question, you will have arrived at the real reason the prospect needs your product or service. And by delivering your value in its simplest form, your prospect will come to the simple conclusion that they cannot live without you.

Brian Sullivan, CSP teaches salespeople how to become famous in their industry. Download his free iPhone App by going to www.preciseselling.com. The App contains dozens of specific lessons on insurance sales sales training and insurance sales training tips that you can use everyday to help you perform at the highest level.