Have you ever thought about where the source of all the revenue that comes into a business comes from, you will notice that that 90% or more of it comes about during the…
 Sales Presentation!
During my private mastermind with clients, I will ask to them to say what their average sales per client, did you know that the values varied wildly:
- On the low side, they said their average package was worth €300
- On the high side, over €10,000 per client
- With all variety in between
You might be surprised to know, that this particular mastermind group was for one specialty- Massage Therapist, and 90% of them treated the same types of cases.
Yet, we saw a swing in case averages by a factor of 5,000%!
Importance of  Sale Presentation
The outsider might say such disparity comes about because:
- Some Massage Therapist live in wealthier areas
- Some Massage Therapist are better educate
- Some Massage Therapist have a nicer office
- Or must have better equipment
Yet none of these factors accounted for a 5000% difference in average sales.
So what is the difference?
The Massage Therapist ability to deliver an effective sale presentation, opportunity analysis, and be believed with credibility.
That was the key that made the difference.
If I had to work with two Massage Therapist, watch their opportunity analysis and sale presentations, and I would predict which one is running the most successful practice.
Importance of Closing the Sales
If we know that the sales presentation / opportunity analysis, is the source of income in our business, isn’t it surprising that a lot of small business owners are giving this area little thought or attention?
There is a big difference between sales presentation and closing the sales.
What’s the difference?
Some small business owners are turned off by the concept of having to do a sales “presentation”.
When I come for your help, the last thing I want is a salesperson.
I want a professional.
If I sense the person does not have my best interests in mind when they deliver their findings, not only won’t I select their recommendations but I will leave with negative feelings.
So I like to tell you that 90% of a small business income comes from both…
- Your ability to deliver an effective sale Presentation
- And then, to Close The Sales
LET ME ASK YOU THIS:
If you want to increase your income then improve your Sales Presentation and Opportunity Analysis remove the sales techniques and deliver from a place of professionalism and credibility, and then you will achieve a higher rate of Sales Closed.
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