lesson from sales management

The professor is fantastic, a real master of driving sales. Some valuable points from him:

1. Right compensation structure is the key for success of sales.
2. Sales presentations happen in audience's mind.
3. Talk what decision makers ask for, rather than walking through slides.
4. Team players must help pull attention of audience to the presenter.
5. Focus on providing solution, instead of introducing products, for clients.
6. The purpose of meeting is to get action for next step - how and when to push forward. Try to make it in details, such as "meet here again, at 10am on next Tuesday, to decide the actual budget". Once this agreement is made, shut up and go home. No more slides.
7. Never "hope" - it is too soft- at the end of presentation.
8. When necessary, turn off the screen and walk to the center of the room to get the attention.

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