It’s the ending of the month this client is really important to you, your desperate, you will even bow down on your knees to get this deal going! Like it always happens, your client is having a really bad day. The scene is perfect for a disaster to happen.

You might have encountered such an unfortunate but ‘all so real’ situation if you have been in sales for some years. But then, you are a true salesman, such situation don’t really matter to you, you know how to control the client’s emotion, you are here for the money and you will take it from right under his nose and he won’t know it! Good for you, but there is no harm in reading about it again, is it! Maybe you can contribute …

As clichéd as it might sound, a positive environment is essential for every sales presentation, not just at the time of the presentation but even before the presentation, especially for the sale executive. A very basic rule of life is, if you can’t control your emotions the environment will control you. A true salesman knows this, and he will begin his day with a positive attitude, as absurd as it might sound or look, but standing in front of a mirror, first thing in the morning and talking to yourself, about how good you are at your job and how you are the best among the crowd, actually does work, it’s freaky at times but it works! That is what’s going to make you feel good, you’ll have a spring in every step, and before you know it, others will notice it, believe me, it’s a virus and it spreads.

After having an energetic start, it’s up to you to keep up the pace of excitement through the day, A few things that might help…

1. Leave all your baggage (emotional baggage) at home
2. Greet everybody in office with genuine smile, from the office boy to the egoistic maniac, in due time they will respect your friendly gesture and start liking you, before you know it everybody want to smile and greet you, after all, you’re the one jovial person that makes them feel respected and good. In return your ‘already positive self’ will get that extra boost
3. Help your colleagues no matter how trivial or often it might be. If you are that one person anyone can turn to for help or guidance, your well on your way to be the office guru! Not only will your confidence soar, but such things always reaches the right ears, and surely you’ll be noticed by people who matter
4. On your way to client meeting, listen to something that really inspires you, music, speeches, anything, personally I find myself positively charged after listening to inspiring gospel messages
5. Even if your client seems to be in a very repulsive mood, greet him with a smile, don’t worry if you don’t get a likewise response at first, remember you have to control the environment.
6. Don’t start talking business before you have the environment (negativity) under control, the client will think you don’t care about his feelings and you may forget this sale. There are several ways to control your clients emotion and turn the environment positive, and they all boil down to being able to massage your clients ego, slowly, gently and genuinely (people figure out when your faking it), till he starts to get the feeling that he’s really got everything under control (while actually you are in real control, but you really are a good actor, aren’t you!)
7. Now, you’re ready to talk business.

It’s really that simple, but it takes a lot of learning to perfect this skill, and surely you will be on your way to more successful closes than you’ve ever had.

“To be a great presenter you have to be a great actor, you might be really stressed, your boss might be ready to slit your throat, but if you need to win you can’t afford to let your client see through you. To get there it takes great practice, patience and perseverance and you’ll know you have, when your most difficult and defensive client listens to you when you talk. “

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