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Presenting the Sales Solution
Written by: Colly GrahamArticle Overview: A good sales presentation has four main sections; each section is described in this article.Tailor your presentation to your prospective customers.. Be sure to play up your strengths
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Presenting the Sales Solution
Know your audience.
Tailor your presentation to your prospective customers. To do that, consider what they are likely to need from you. Use terminology they'll understand and make sure you are familiar with their business jargon. That will help you to establish common ground with them.
Be honest. If you don't know the answer to a question, don't try to answer it. There's nothing wrong with admitting uncertainty. At the same time, be sure to play up your strengths -- including the ability to learn what you must to serve the client's needs.
Create an outline. A good sales presentation has four main sections; each section is described below. Just don't be a slave to your outline -- be prepared to use your notes as a departure point for improvisations that suit a particular audience or situation.
The Four Components of a Strong Presentation
1. The introduction. Begin by thanking your prospective customers. Let them know that you are glad to be there and convey how enthusiastic you are about the things you can do for their firm. If you had help in preparing your proposal, give a quick word of thanks and acknowledgment to the people who assisted you.
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2. The body. Offer a clear, concise and convincing description of the benefits you can provide to your prospective customers. Be specific and offer concrete examples. Highlight your expertise, the methods you would use to apply it and the benefits that will result from choosing your firm.
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3. The conclusion. Summarize the body of your talk. Once again, highlight the likely benefits of doing business with your company. Thank everyone in the audience.
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4. The Q&A. Offer the opportunity to clarify any points in the body of your talk and emphasize your company's strengths. Try to anticipate important questions before your talk so you can formulate answers. Restate questions so everyone in the audience can hear them, then keep your answers brief and to the point. Remember: If you can't answer a question, don't try.
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Article Tags: acknowledgment, audience, business jargon, common ground, conclusion, concrete examples, departure point, doing business, improvisations, proposal, prospective customers, sales presentation, uncertainty, word of thanks
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About the Author: Colly Graham RSS for Colly's articles - Visit Colly's website  Click here to visit Colly's website   What is SPIN Selling Identifying Decision Making Strategies Five Steps to Elicit Outcomes Three Types of Telephoners Opening Statements Are the Keys to Successful Calls |
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Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Hello From Marietta GA!
- Hello All!
My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
taxes in canada
- Well in Canada we only have a few provinces and the Sales tax is slightly different. Here in Ontario the Goods & Services tax has reduced to 5% from 7% in the last year due to the promises made by the government in place.
Re: Watch What you Read
- I agree. i believe more video's should be like Jeffery Gitomers video's under his Sales rant. They are typically not more than 3 minutes. His model seems to be;
1. Main Message (or Point)
2. Example
3. Next steps to put it into Action
take away the extra "blabber" and you've got viewers that will come back.
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