The presentation is where you get to go through and shine as a sales professional. Now is the time when you take all the research you have done, all the questions that you have asked, all the information you have gathered and you present it to your client.
The presentation should include an introduction, it should address the client’s needs and should include the features and benefits.
Depending on what you are selling and your sales cycle, all of this can happen in a matter of minutes or over the course of an hour. Your presentation can be done on a pad of paper, a PowerPoint, a brochure or just through talking. You have to decide what is right in the situation.
When to use
As a sales person, the first thing in your presentation should be the introduction.
The first part of your presentation, which is crucial, is the introduction. The things that should be included in your introduction are the following:
- Bold promise
- What is the promise that you are going to deliver through your product or service?
- It has to be something that grabs the client’s attention, but it has to be true.
- Think of something that you have delivered in the past or something you thrive to deliver.
- It is nice to deliver the bold promise in the form of a question.
- Examples: “What if there was a way to XYZ?” “What if we could increase your sales by XYZ?” “What if we could retain X amount of customers?”
- CCD – Clear, Concise Description
- You might have done your CCD in the beginning of your rapport building, but it needs to be included in the introduction too.
- Who do you help? What do you believe about helping them? What do you help them achieve?
- Tell the client about you and your company.
- You want your client to know that you are an expert in your industry. You have studied your product and industry in the past, present and future and what this means to your client.
- Pick one, maybe two of the best things you or your company have done in your career.
- Social Proof
- You want to show your client examples of other clients that you or your company has helped.
- Sharing stories or testimonials will help your client relate.
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