Working on your Presentation
Now we will hone your outstanding presentation, which is packed with facts about your offer v your competition, and demonstrates you deliver EXACTLY what clients need. You can close the deal if your presentation is good.
Learn to create an image of what life will be like after they have bought your product.
So now let’s see where we are up to. What you have now is an outline or skeleton sales presentation, packed with facts about your offer v your competition, and the ability to talk knowledgeably to the clients about how you can deliver EXACTLY what they are looking for.
You know your Selling and Buying Points. You have reviewed the competition, enhanced the product to beat them if you can. Now we can develop this into a sales presentation that will win more business for you.
Presenting a complex business proposal is not easy, and each one needs to be worked on. Whether you are presenting to a large Business or to a single private client there are similar principles in developing your presentation. You need a well-thought out key message that can be the basis for most of your presentations, tailored for individual clients, ideally in advance of the presentation meeting.
The presentation is your opportunity to engage, excite and educate the prospective clients, and persuade them of the benefits of your proposal.
A well trained sales person, equipped with such an outstanding presentation and the skills to deliver it, stands a good chance of closing the deal.
Products do not sell themselves and customers do not necessarily buy on either features or price. “People buy from People” is a well-known expression.
They buy on value and emotion and consider how well they feel your product or service fits their business need. Powerful, memorable presentations depend on delivery, graphics and script. Consider all three as you develop your presentation.
Because your presentation engages your customer’s emotions, they’ll be more likely to buy from you. You’ll stand out from the competition, because your presentation is superior.
And how do you know what is important to the client? Because when you first meet them you are going to ask them what is important to them, and then tailor your presentation accordingly.
You need to create an image in their mind of what life will be like once you have delivered those requirements.
Can you demonstrate the product or service to them? In the case of a kitchen fitter, can you show photos of your work, or better still arrange for potential clients to visit a home where you have just completed a kitchen and there is a satisfied customer who will speak favourably for you?
If you are selling a service, can you get testimonials from happy clients?
Relist how your service can help them; go over the need for your product
Give something free-if it is advice can you give a free taster? Remember to hold back enough so that they have to work with you to get what they need!
Remember that clients ONLY want to know what is in it for them. They are not normally interested in the problems you will have to overcome to deliver.
So you are concentrating on the BENEFITS .Not the features, the benefits.
Talk about the benefits for them-new appliances, lower energy consumption, quicker meals, better storage, clutter free environment, envy of their friends, great party room .
Imagine….create an image of what life will be like after they have bought your product.
And watch out for buying signals. Once the clients indicate a yes, stop selling and start signing.
Flesh out the skeleton presentation.
Talk about the benefits for the client
Create an image of what life will be like after they have bought your product.