The Art of Closing Deals

In this session, we are joined by esteemed panelists David Wilkins, Retirement Director from Fidelity Investments, and Brian Houston, SVP, DCIO Business Development Manager from Voya Financial. Moderated by Tom Heuer, Senior Advisor, this discussion uncovers the 12 biggest sales presentation mistakes and reveals the best practices for ensuring successful closures.

• Tom Heuer, Senior Advisor
• David Wilkins, Retirement Director
• Brian Houston, SVP, DCIO Business Development Manager

12 Biggest Sales Presentation Mistakes:

We tackle the most common sales presentation mistakes. From "winging it" to failing to create a connection with listeners, we explore the pitfalls that can hinder your success. Avoid being too informative and focus on persuasion, make the most of your allotted time, provide adequate support, and master the art of closing the sale. We emphasize the importance of captivating your audience by avoiding boredom, over-reliance on visual aids, distracting gestures, and inappropriate dress. Steer clear of technology or demonstration failures, verbal missteps, and most importantly, create a genuine connection with your listeners.

Best Practices for Closing the Deal:

Our panelists share invaluable insights into the best practices for closing deals. Utilize the power of Google and social media to gain a comprehensive understanding of your prospects and their companies. Identify and hone your most persuasive arguments, practicing and perfecting your key points. Customize your approach for each interaction, tailoring your message to resonate with your audience. These strategies will enhance your chances of securing successful closures.

Ensuring the Deal Closes: The Power of Follow-Up:

Closing the deal doesn't end with the presentation itself. Our experts stress the significance of follow-up. Don't underestimate the power of a handwritten thank-you card, as this personal touch can leave a lasting impression. Additionally, be prepared with essential items on standby, including agreements, samples of deliverables, marketing pieces, examples of client work, and an information-sharing request letter. These materials will demonstrate your preparedness and commitment to your clients.

Are you looking for more insights? Download the presentation here.

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