WIIFM  - This is what the person is thinking that you are trying to sell to. What does this mean?

What's in it for Me?

Therefore if the potential client is thinking WIIFM and you start your presentation out about you and your company. How interested is this person in what you are talking about? NOT AT ALL>>>>>>

So if you want to get this person's attention then talk to them about what they want to hear.

They want to know how you are going to help them and remove some of their pain.

If you can start the conversation with explaining you understand their pain and you have a solution for this pain.

They will be very happy to listen to you.

Next time I want to talk about an "Elevator Speech" I know many many have spoken about it but I will talk about when and where to use it....  

Many companies look at sales training as an expense and not an investment. It is the only training in a company that can show a direct and immediate return on the investment by the company.

Salespeople loathe sales training.  It takes them out of the field and away from closing deals. Manage must show the sales team the value of good sales training. The sales people look at the training taking money away from them

As a sales leader, you know when training is adopted it’s a win-win.  Implemented training is directly related to real sales dollars.  In turn, it makes training a success.  Your value proposition is defined and justifies the need for future sales training.

10. Ask more questions and listen.

You meet with the client in order to learn as much information as possible. The more you know about his or her concerns the more you can help.However, do not forget that it is important not only what you're asking, but how you ask. Their are two types of questions, open and closed. The closed end questions are always answered with a yes or no. The open ended questions allow the client to give a long story for an answer. The more open ended questions the more information you will learn. The goal of obtaining this information is to help built trust in this new relationship. 

People will talk to you because they like you but they will buy from you because they trust you.   At IPS we help you learn with special emphasis on the correct wording of questions to create a smooth conversation and to obtain information to help when you offer your proposal.

It is best to have all your questions written down. Because you will not have to be thinking about what you are going to say and give this time to listen to what your client is telling you. This information is very important. 

Also the last thing is to write down the answers to your questions that your client is giving you. Also be ready with the objections and answers to those objections.