How to create and deliver truly effective customer presentations!
How to create and deliver truly effective customer presentations!
So what is the relevance of this in creating and delivering truly effective customer presentations? Knowing that he knew nothing, Socrates spent his life asking questions?
Say for example he was meeting a prospect, who did not actually understand why they might need a product or service that he was selling. He would ask them questions about what they did, how they did it, and what their needs and desires were. Through the answers, they gave; he would lead them to an understanding of why they would need what he had to offer.
The key here was that he did not at any stage tell them what he had, what he could do. The reason being, to use his original assertion, was that he did not actually know if the customer needed or wanted what it was that he had.
Know what your customer wants
So not knowing what customers really want, why do scores of sales people and business owners, deliver presentations about their abilities every day?
Even scarier, is the fact that these people probably spent days, weeks or even months, preparing what they believed to be truly effective presentations.
So what is the secret of creating this presentation then? The key is to be unique in what you present. To be unique, you must be completely relevant to the person, to whom the presentation is being made. You must address their issues, concerns and desires, as they see them.
Your presentation is in effect the presentation of a business case. This can only be prepared when you have all of the relevant answers to your questions. I recommend that you create a questionnaire that allows you to reiterate back to the prospect, in their words, their answers to the following questions.
What is their key problem or burning desire (obviously this needs to be something you can help with)
If this problem was solved, or their desire fulfilled - what would they now be enabled to do (Ensure they do not limit themselves in what they can do - keeping pushing and questioning until you get their ultimate goal.
How do they put a value on this new capability?
What happens if they don't do it?
When do they need to do this by - when will they have ownership?
Why have they not been able to do this themselves, or with someone else's help in the past?
Only when all of their answers to these questions have been presented, do you then go on to explain why you are best suited to help them with your product or service.
You will then outline an implementation plan, or set of actions that need to be completed, with a time frame, to get them to their ultimate goal.
Earn the right to present your offering
Remember, most business owners or senior managers know their own business better than you, so earn the right to propose your offerings, by finding out if there is something that you can truly do to help them, obtain their business imperatives.
That will be a truly effective presentation.
How to create and deliver truly effective customer presentations - To learn more about this author, visit Peter Lawless's Website.
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Let me bring you back in time to a famous Greek philosopher called Socrates (469-399BC). Socrates despite his foundational place in the history of ideas actually wrote nothing. Socrates himself radically and skeptically claimed to know nothing at all except that he knew nothing!
So what is the relevance of this in creating and delivering truly effective customer presentations? Knowing that he knew nothing, Socrates spent his life asking questions?
Say for example he was meeting a prospect, who did not actually understand why they might need a product or service that he was selling. He would ask them questions about what they did, how they did it, and what their needs and desires were. Through the answers, they gave; he would lead them to an understanding of why they would need what he had to offer.
The key here was that he did not at any stage tell them what he had, what he could do. The reason being, to use his original assertion, was that he did not actually know if the customer needed or wanted what it was that he had.
Know what your customer wants
So not knowing what customers really want, why do scores of sales people and business owners, deliver presentations about their abilities every day?
Even scarier, is the fact that these people probably spent days, weeks or even months, preparing what they believed to be truly effective presentations.
So what is the secret of creating this presentation then? The key is to be unique in what you present. To be unique, you must be completely relevant to the person, to whom the presentation is being made. You must address their issues, concerns and desires, as they see them.
Your presentation is in effect the presentation of a business case. This can only be prepared when you have all of the relevant answers to your questions. I recommend that you create a questionnaire that allows you to reiterate back to the prospect, in their words, their answers to the following questions.
What is their key problem or burning desire (obviously this needs to be something you can help with)
If this problem was solved, or their desire fulfilled - what would they now be enabled to do (Ensure they do not limit themselves in what they can do - keeping pushing and questioning until you get their ultimate goal.
How do they put a value on this new capability?
What happens if they don't do it?
When do they need to do this by - when will they have ownership?
Why have they not been able to do this themselves, or with someone else's help in the past?
Only when all of their answers to these questions have been presented, do you then go on to explain why you are best suited to help them with your product or service.
You will then outline an implementation plan, or set of actions that need to be completed, with a time frame, to get them to their ultimate goal.
Earn the right to present your offering
Remember, most business owners or senior managers know their own business better than you, so earn the right to propose your offerings, by finding out if there is something that you can truly do to help them, obtain their business imperatives.
That will be a truly effective presentation.
How to create and deliver truly effective customer presentations - To learn more about this author, visit Peter Lawless's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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