{"id":35680,"date":"2021-10-16T07:00:25","date_gmt":"2021-10-16T14:00:25","guid":{"rendered":"https:\/\/jeffshore.com\/?p=35680"},"modified":"2022-03-09T13:08:57","modified_gmt":"2022-03-09T21:08:57","slug":"creating-a-memorable-sales-presentation","status":"publish","type":"post","link":"https:\/\/jeffshore.com\/2021\/10\/creating-a-memorable-sales-presentation\/","title":{"rendered":"Weekly Sales Tips: Creating a Memorable Sales Presentation"},"content":{"rendered":"<p><iframe loading=\"lazy\" title=\"YouTube video player\" src=\"https:\/\/www.youtube.com\/embed\/ocqQQCYw9mM\" width=\"560\" height=\"315\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n<p><span style=\"font-weight: 400;\">If you think about the experiences in life, how much are you thinking about it today versus how much you will be remembering tomorrow?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">That&#8217;s going to make sense in a few minutes because today we&#8217;re going to talk about what your customer thinks about your sales presentation and what your customer remembers about your sales presentation.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I want you to think about an experience you&#8217;ve had. It could be a vacation, might be a nice dinner, even just a pleasant conversation with a friend.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">My wife and I, recently celebrated our 35th wedding anniversary at a local restaurant called Josephine&#8217;s. It was outstanding, the food, service, the company, and the wine.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But the question is, what do I think about that experience today? I mean, that was over a month ago. The only thing I can think about that experience today is that which I remember.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">There are really two selves involved in any experience. There is the experiencing self that we experience in the moment. And then there\u2019s the remembering self. So when you think about a vacation or a nice meal you had, or a great conversation, there&#8217;s what you experience in real-time, and then there&#8217;s what you remember afterward.<\/span><\/p>\n<p><b>What does this have to do with sales?<\/b><\/p>\n<p><span style=\"font-weight: 400;\">A lot actually, it would be nice to think that anyone who is ever going to buy is going to buy the moment that their emotion is really high, right there on the spot. The reality is a majority of customers will have to think about it.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And this is where their memory, the remembering self kicks in, the customer is going to go through a sales presentation. They&#8217;re going to walk away to think about it, and then eventually they&#8217;re going to make their decision, but they&#8217;ll make their decision based on the memories of that sales experience.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Whether I&#8217;m making the buying decision in real-time, or I&#8217;m relying on memories to make the buying decision, either way, I&#8217;m relying on my emotion. It is the emotion that drives the purchase decision.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Dr. John Medina puts it this way in his book <\/span><a href=\"https:\/\/www.amazon.com\/Brain-Rules-Updated-Expanded-Principles\/dp\/098326337X\/ref=asc_df_098326337X\/?tag=hyprod-20&amp;linkCode=df0&amp;hvadid=312025908234&amp;hvpos=&amp;hvnetw=g&amp;hvrand=4249915338656590962&amp;hvpone=&amp;hvptwo=&amp;hvqmt=&amp;hvdev=c&amp;hvdvcmdl=&amp;hvlocint=&amp;hvlocphy=9019912&amp;hvtargid=pla-403916997067&amp;psc=1\"><span style=\"font-weight: 400;\">Brain Rules<\/span><\/a><span style=\"font-weight: 400;\">. He says emotions act like sticky notes that are attached to experiences and turn them into memories. Let me say that again, emotions act like sticky notes that you attach to experiences and turn them into memories.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So when I think about that great, 35th-anniversary dinner, I&#8217;m left to be thinking about the emotions that made that evening memorable. The emotion of talking to the chef, the emotion of spending a romantic evening with my wife, the emotion of what it was like to savor some of the best food I&#8217;ve tasted in a long time. Now, I don&#8217;t remember every detail about the experience. I just remember the emotional moments in the experience.<\/span><\/p>\n<p><b>Three suggestions for you to gain more emotional involvement with your buyers:<\/b><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Strike while the emotional iron is hot. For example, when you see your customer&#8217;s eyes light up when you&#8217;re explaining something. What you just said was meaningful to the customer, use this opportunity to slow down and let them live in that just a little bit.<\/span><\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Give them time to internalize a benefit. Too often Salespeople make the mistake of rushing through the presentation. Here&#8217;s a feature, there&#8217;s a feature, everywhere there&#8217;s a feature. By doing this we don&#8217;t give the customer the time to really think about how this is going to improve their life. We don&#8217;t give them the time to internalize all of that.<\/span><\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Ask agreement questions all along the way. Customers don&#8217;t just want to make one big decision. It&#8217;s much easier to make that big decision if you&#8217;ve already made a series of small decisions. Each of those yeses along the way is rooted in emotion. \u201cI like this.\u201d \u201cThat works for me.\u201d \u201cI appreciate this over here.\u201d<\/span><\/li>\n<\/ol>\n<p><span style=\"font-weight: 400;\">The overwhelming majority of salespeople downplay the importance of emotion. They think it&#8217;s all about the features and the price point and the way we structure the deal. But I can tell you according to science, people make decisions based on their emotions.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">It&#8217;s time to make sure we are selling the way our buyers want to buy.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Until next time, learn more to earn more.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>It would be nice to think that anyone who is ever going to buy is going to buy the moment that their emotion is really high, right there on the spot. The reality is a majority of customers will have to think about it. How can you tip the scale in your favor here? I\u2019ll share three ideas to help you close more sales.<\/p>\n","protected":false},"author":8,"featured_media":35681,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"video","meta":[],"categories":[1],"tags":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v18.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Weekly Sales Tips: Creating a Memorable Sales Presentation<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/jeffshore.com\/2021\/10\/creating-a-memorable-sales-presentation\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Weekly Sales Tips: Creating a Memorable Sales Presentation\" \/>\n<meta property=\"og:description\" content=\"It would be nice to think that anyone who is ever going to buy is going to buy the moment that their emotion is really high, right there on the spot. 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Using these modern, game-changing techniques, Jeff Shore\u2019s clients delivered over 145,000 new homes generating $54 billion in revenue last year. Learn more at jeffshore.com and follow Jeff on Facebook and LinkedIn.\",\"url\":\"https:\/\/jeffshore.com\/author\/jeffshore\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Weekly Sales Tips: Creating a Memorable Sales Presentation","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/jeffshore.com\/2021\/10\/creating-a-memorable-sales-presentation\/","og_locale":"en_US","og_type":"article","og_title":"Weekly Sales Tips: Creating a Memorable Sales Presentation","og_description":"It would be nice to think that anyone who is ever going to buy is going to buy the moment that their emotion is really high, right there on the spot. 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