InTents October/November 2022 - 39

Long gone are the days of extended closecontact
presentations. All salespeople,
including veteran salespeople, need to
adjust their tactics.
* Cut to the chase. Customers are not going
to sit through drawn-out presentations.
Train your sales team to get to the point
faster. If you meet in person with a
customer, be prepared for less time to
pitch. That means less chitchat.
* Ask more, tell less. Don't lead with why
you are " so great. " Lead with questions
that will quickly move the conversation
to how you can help your customers
accomplish their goals. Customers
have never been more conscious about
stretching their money. The faster you
can provide the bottom line, the more
you will earn their trust.
* Come prepared. Well-prepared questions
expose problems or objections
before they are presented. These are
opportunities to upsell your products
and outsell your competition.
* Turn technology to your advantage
* Most consumers have spent the
past two years locked inside their
homes doing all of their shopping
online. Having everything they need
just a click away works for them,
it is not changing, and you need to
incorporate this reality into your customer
presentations.
* Replace text with visuals. People are
used to seeing what they are going to
buy before they buy it. Whether you
use a tablet, computer or smartphone,
work images into your pitch.
Not following up
with your prospects
is the same as
filling up your
bathtub without first
putting the stopper
in the drain. "
-Michelle Moore,
Selling Simplified
Intentional Quality
From installation to accessorizing, CELINA has everything
you need to completely furnish your next event.
Visit Celina.com or call us at 419-586-3610
InTentsMag.com 39
http://www.Celina.com http://www.InTentsMag.com

InTents October/November 2022

Table of Contents for the Digital Edition of InTents October/November 2022

InTents October/November 2022 - Cover1
InTents October/November 2022 - Cover2
InTents October/November 2022 - 1
InTents October/November 2022 - 2
InTents October/November 2022 - 3
InTents October/November 2022 - 4
InTents October/November 2022 - 5
InTents October/November 2022 - 6
InTents October/November 2022 - 7
InTents October/November 2022 - 8
InTents October/November 2022 - 9
InTents October/November 2022 - 10
InTents October/November 2022 - 11
InTents October/November 2022 - 12
InTents October/November 2022 - 13
InTents October/November 2022 - 14
InTents October/November 2022 - 15
InTents October/November 2022 - 16
InTents October/November 2022 - 17
InTents October/November 2022 - 18
InTents October/November 2022 - 19
InTents October/November 2022 - 20
InTents October/November 2022 - 21
InTents October/November 2022 - 22
InTents October/November 2022 - 23
InTents October/November 2022 - 24
InTents October/November 2022 - 25
InTents October/November 2022 - 26
InTents October/November 2022 - 27
InTents October/November 2022 - 28
InTents October/November 2022 - 29
InTents October/November 2022 - 30
InTents October/November 2022 - 31
InTents October/November 2022 - 32
InTents October/November 2022 - 33
InTents October/November 2022 - 34
InTents October/November 2022 - 35
InTents October/November 2022 - 36
InTents October/November 2022 - 37
InTents October/November 2022 - 38
InTents October/November 2022 - 39
InTents October/November 2022 - 40
InTents October/November 2022 - 41
InTents October/November 2022 - 42
InTents October/November 2022 - 43
InTents October/November 2022 - 44
InTents October/November 2022 - 45
InTents October/November 2022 - 46
InTents October/November 2022 - 47
InTents October/November 2022 - 48
InTents October/November 2022 - Cover3
InTents October/November 2022 - Cover4
https://www.nxtbook.com/ata/intents/intents-idea-book-2023
https://www.nxtbook.com/ata/intents/intents-december2022-january-2023
https://www.nxtbook.com/ata/intents/intents-october-november-2022
https://www.nxtbook.com/ifai/intents/intents-august-september-2022
https://www.nxtbook.com/ifai/intents/intents-june-july-2022
https://www.nxtbook.com/ifai/intents/intents-april-may-2022
https://www.nxtbook.com/ifai/intents/intents-february-march-2022
https://www.nxtbook.com/ifai/intents/intents-december-2021-january-2022
https://www.nxtbook.com/ifai/intents/intents-october-november-2021
https://www.nxtbook.com/ifai/intents/intents-august-september-2021
https://www.nxtbook.com/ifai/intents/intents-june-july-2021
https://www.nxtbook.com/ifai/intents/intents-april-may-2021
https://www.nxtbook.com/ifai/intents/intents-february-march-2021
https://www.nxtbook.com/ifai/intents/1220IT
https://www.nxtbook.com/ifai/intents/1020IT
https://www.nxtbook.com/ifai/intents/0820IT
https://www.nxtbook.com/ifai/intents/0620IT
https://www.nxtbook.com/ifai/intents/0420IT
https://www.nxtbook.com/ifai/intents/0220IT
https://www.nxtbook.com/ifai/intents/1219IT
https://www.nxtbook.com/ifai/intents/1019IT
https://www.nxtbook.com/ifai/intents/0819IT
https://www.nxtbook.com/ifai/intents/0619IT
https://www.nxtbook.com/ifai/intents/0419IT
https://www.nxtbook.com/ifai/intents/0219IT
https://www.nxtbook.com/ifai/intents/1218IT
https://www.nxtbook.com/ifai/intents/1018IT
https://www.nxtbook.com/ifai/intents/0818IT
https://www.nxtbook.com/ifai/intents/0618IT
https://www.nxtbook.com/ifai/intents/0418IT
https://www.nxtbook.com/ifai/intents/0218IT
https://www.nxtbookmedia.com