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Opening a sale is more difficult than closing it
Most valuable word in your presentation: Consider
Introduction
One of my mentors is James English. He consults to sales organizations, large and
small. He has been self-employed for more than 40 years. Invariably, he is contracted to
help staff close sales. Jim believes people have more trouble opening the sales process
than closing it. I agree.
Most Valuable Word in Your Presentation
Sales trainers teach you to present to people who have needs you can fill, and who have
money to pay for your service. Jim determines (in seconds) whether a prospect is
interested in his services. His opening statement is, ‘May I request an opinion and
direction from you?’ The answer is usually affirmative. He continues with a statement
tailored specifically to his listener, then uses the single most valuable word in an
opening presentation.
