Presenting Your Case to the Jury
Most of us have watched enough television to get an idea of how an attorney presents his side of the argument in a trial. Like all good public speakers they
- Tell the jury what they are going to tell them
(the opening argument) - Tell it to them
(the presentation of the facts) and - Tell them what they told them
(the closing argument)
Selling is the same thing. A professional salesperson
- Tells the customer what they are going to tell them
(The opening statements you make to your customers) - Tells it to them
(Your presentation) and - Tells them what they told them
(The close)
During your opening
Are your opening statements ones designed to entice the interest of your customer?
Do you present a professional image?
Do you speak professionally?
Do you have something of benefit for your customer or just hoping they have time to see you?
When you present the facts to the jury
Is your presentation enthusiastic?
Do you know your product?
Are you proud to represent your company?
Are you showing your customer the right product?
During your closing argument
Have you overcome every objection?
Have you fulfilled the customer's needs?
Can you assure them you can deliver the goods?
Professional salespeople, like professional attorneys, are highly paid because they understand every element required to present a winning case. They study and prepare for their moment onstage. They also understand that nothing works 100% of the time.
In the sales business, like the law business, leave nothing to chance.
2006 Copyright MasteringSelling http://masteringselling.com
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