About this lesson
Effective salespeople know how important it is to tailor your presentation to provide specific solutions to the prospect’s needs.
Download this lesson’s related exercise files.Address Your Prospect's Needs.docx
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Address the Prospect’s Needs
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
A sales presentation should always address the client’s needs.
In the presentation, you need to address your client’s needs. In previous lessons, we talked about asking the client what their needs are and writing them down in the order they give them to you. This allows you to stay consistent with what is important to the client.
You need to do the following things to ensure you are addressing your client’s needs:
- Turn their pain into pleasure (provide a solution for their biggest challenge).
- Provide a specific solution for each of the needs uncovered.
- Social proof – include more success stories and testimonials to reinforce how you can meet your client’s needs.
Before you do your presentation, make a list of all the challenges you think your client might have.
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