Non-Negotiables in Your Sales Presentations
or Every Customer, Every Time
Non-negotiables – what you do for every customer, every time, and why that is so important in your sales process. To your success, and your sanity.
You may not even recognize that you already have your own non-negotiables that you use in your sales presentations, but you do. Think about that. Because once you recognize your non-negotiables, you will be able to keep your client presentation “fresh” every time, while making sure you always fit in those non-negotiables in your sales presentations.
Non-negotiables are the things I do or say every time with every client.
There are two reasons I do this.
👉🏻 Number one is because I want to know my clients are getting the best possible, consistent information from me.
👉🏻 And number two is, I hate to say this, but to cover my butt. How many of you have heard “Well, Nancy told us that , or “Nancy said this”. I’m talking here about what happens after the sale and during the delivery of your product or service, when you might not be in the room.
I never promise things I can’t deliver. I increase the delivery time (or stretch it out) so that when it does arrive before the promise day, they love me.
For example, when someone asks for a “ballpark” quote, I always put a little high, so when they get the actual quote for me, it’s lower than the number in their head and they’re happy. I guess you could call this “wiggle room”.
I was taught to give your customer more than they expected. Better delivery, better benefits, better quality, better pricing. And the “wiggle room” helps me to do this without backing me into a corner. And it’s a great way to make the client happy, and get referrals.
Certain non-negotiables I used in my sales presentations —
Always give the customer what they asked for and told you they wanted when they meet you. Whether it’s a review of their files, a piece of literature you’ve promised them, … whatever they originally requested.
Do what I promised them within the time frame you promised, or call them to let them know that you haven’t forgotten, but you don’t have any answer yet. (that goes a long way).
Give the same sales presentation to every customer, every time.
You can reword the questions a little, and tailor it to the customer’s needs, but once you find what that is, make sure you explain all the benefits of your company, how they can use what they are buying from me to accomplish their goals, pricing, payment plans… Every customer, every time.
You can keep it fresh while still covering what you need to.
I’m in no surprises kind of girl, and I actually say that to my customers. “Once you do this, I want to help you set everything up so there are no surprises”. And I will go to the ends of the Earth to make their experience the best possible experience for them.
I make sure I give them all of the information they need to complete as well. I even call it homework! Just like on my podcast.
Giving homework in your sales presentations makes them interactive.
It keeps them thinking about me, and gives me a reason to contact them after the sale. “Have you completed your homework I gave you the last time we met?” “Do you need any help getting that information?”
Now, don’t ask them to write an essay or anything. Just something simple to help you help them better, and to reinforce that what they are creating with me is important, to both of you.
Non-negotiables keep yourpresentation, or demonstration, consistent. They allow you to come across as knowledgeable and an expert as what you do. Because you are.
And if someone comes back later and says you never told me that or you never told me this, you will know in your heart what you really did and said. Because it’s what you do every time!
Another way to do this is by having an agenda for each meeting.
This allows the customer to know what to expect from your meeting and keeps you on task, while making sure you give the same information, consistently, every time.
The art comes in saying it every time with the enthusiasm as if you were saying it for the first time.
The more you practice this, the better you will get at it, and the more “fun” you will be able to add in. Yes I actually have something I call the “game show portion of my presentation”.
It sounds crazy, right? But it’s fun, I learn about the customers, and they learn a little bit about themselves. We laugh and have a good time, and they buy.
Another non-negotiable to have in your sales presentations,
Actually three more —
✔︎ be engaging,
✔︎ and entertaining.
That’s why people call it “the art of sales”.
If you do it right, it’s an art.
I’m not saying you won’t ever sell without doing those things, because trust me sometimes people sell despite themselves.
But if you want to sell consistently, month after month, follow me…
What “non-negotiables” do you practice? Do they lead you closer to your sale, or down a bunny trail where the customer leaves informed and entertained, but not one step closer to a sale?
Which leads me to my next non-negotiable. Always ask for the sale.
Three times at least.
Your sales presentation should be peppered with “mini close” questions.
● Which product do you think would work best for you, this one or that one?
● Which one do you like better, this one or that one?
● What would you like a price on, this one or that one? Which color do you like, this one or that one?
Get the idea? Have them whittle their choices down until they’ve made the decision just by answering your questions.
And my last non-negotiable today,
when all else fails because they can’t possibly make the decision today – set the next appointment. “I understand you need a little time to sleep on this. Can you come back Friday at 10? Or would 2 be better?”
Let them know the next step! It seems so simple, but if you don’t tell them, they may not know.