Working on your Presentation

12Now 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.

OPresenting 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.

Exercise

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.

Comments

Working on your Presentation — 36 Comments

  1. It is good to let the buyer known what he or she is buying & get the value of his money.

  2. Thanks a million for this lesson. At list l now know that selling a service to a client that the benefit of what am selling to them is important and should be made a priority.

  3. first of all find out what the Clint want. then let him know you can offer him exactly what he want. let him know your product the reason he need to get the product from you. the joy he derived if purchase the product.

  4. This is absolutely a full curriculum at the business school. Thanks a lot for this fantastic series of information.

  5. Am trying to put on the shoes of the client ,the product I buy should satisfy my need this the core point. This will lure me to buy more. Other than that, do u expect me to come back?

  6. How life is going to be after getting my product is a good point. But we should not let it become something in which we will not be able to solve problems if in case it arises.

  7. Thumb up.clear presentation wins d heart of a buyer or customer. Sketches helps too

  8. The training is informative and best as it emphasizes our job to look mainly on its benefits side of it to clients

  9. The powerful tool is letting them to know the benefits then try to compare advantages and disadvantages and catch them you do.
    This is a great lesson, thank you.