Feedback Form
Home Features Mastermind Forums About Advertise Blog Network Contact Be An Author

Presenting the Solution

Presenting the 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.

_____________________________________________________________________

_____________________________________________________________________

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.

_____________________________________________________________________

_____________________________________________________________________

3. The conclusion. Summarise the body of your talk. Once again, highlight the likely benefits of doing business with your company. Thank everyone in the audience.

_____________________________________________________________________

_____________________________________________________________________


4. The Q&A. Offer the opportunity to clarify any points in the body of your talk and emphasise 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.





Presenting the Solution - To learn more about this author, visit Colly Graham's Website.

Like this article? Share it with your friends

Article Feedback
 Article Feedback No article feedback found.
  Leave Your Feedback
article feedback

Article Feedback
David Acheson
David 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


To learn more about the Evan Elite Author Program please contact us.

About The Author


Colly Graham
(Visit Colly's Website) Colly Graham CEO of salesxcellence After graduating from college, Colly entered the field of accountancy however after five years decided to change his career direction in sales. First working for a Fortune 500 company in fast moving consumer goods, his career progressed from selling capital equipment, financial services to internet services, with a wide management experience in both telephone and field sales, concentrating on the recruitment, training and development of sales people, in this role he gained experience in designing and building a number of successful sales teams. Colly brings thirty years of practical experience of selling and his ability to empathize with sales people and establish immediate rapport and credibility as a trainer, (the accolade Colly receives from most sales people is “that he has carried the bag”). A licensed practitioner of NLP Colly trained with Richard Bandler in 1998. When I entered the field of sales, back in 1969, with local franchise holder for Pepsi Cola because of my lack of knowledge of any selling skills I set a goal, to one day, start my own training company. As my career in sales progressed becoming a sales manager, group

Colly Graham is a Platinum author on EvanCarmichael.com
About The Author

View Author Blog
View Author Blog

View Author Video
Colly Graham Video - Colly Graham discusses Creating Customers on the Telephone -The importance of the telephone in selling is now well documented. This training DVD focuses on getting in front of more prospects by teaching the skill of telephone appointment setting. The workshop demonstrates the connection between daily activities, the sales cycle, and the number of sales necessary for a consistent flow of qualified appointments. Based on practical skills that get results fill your diary with qualified appointments.
View Author Video

Free Downloads


Colly Graham's

Complete
List Of
Sales
Articles

Name
Email
If you enjoyed this article, get Colly Graham's Complete List of Sales Articles For FREE!

More Colly Graham
The Role Of The Sales Manager
The Importance of Listening in Selling
Value Added Selling
Questions Questions Questions
Building a Steady Flow of Customers
Understanding Motivation A Key Requisite of the Sales Manager
How To Assess Your Sales Intelligence Quota
Three Points of Need or Buyer Pain
Selling Techniques with NLP
Coaching the Sales Person
Free Downloads


 
 
 


Evan Elite Authors
Stephanie Robey  
Anne Barr  
John Power  
Evan Elite Authors

Become An Author
Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details.
Become An Author

Evan's Latest Video
Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media
Evan's Latest Video

Business Opportunities
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"

How to Start An Online Business

Click Here To Learn More
Business Opportunities



Evan's Newsletter
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
Name:
Email:
Evan`s Newsletter

Free Downloads
DCJA Consultancy Case Study Icon DCJA Consultancy Case Study
Disappearing Leader Icon Disappearing Leader
Speed Business Networking Icon Speed Business Networking
Increase productivity Icon Increase productivity
Consultative Selling ebook Icon Consultative Selling ebook
Free Downloads - Complete List

Entrepreneur Tools and Guides
Top 50 Productivity Blogs To Watch In 2009
Top 50 Productivity Blogs
Top Blogs To Watch In 2009
 
Write The Press Release
Write The PR
Press Release Builder
 
Entrepreneur Tools and Guides

SEO For Africa
SEO For Africa
Araba Sam Cape Coast, Ghana,
Araba Sam
Cape Coast, Ghana
SEO For Africa

If I Were A Startup...
Travis Hartley, 426% Growth in 2 Years
Travis Hartley
426% Growth in 2 Years
Kerry Shapansky, $2.0 to $51 Mil in 5 years
Kerry Shapansky
$2.0 to $51 Mil in 5 years
If I Were A Startup... - Complete List

Famous Entrepreneurs
Dave Thomas, Wendys
Milton Hershey, Hershey Foods
Milton Hershey
Hershey Foods
Famous Entrepreneurs - Complete List

Entrepreneur Advice
Jay Conrad Levinson, Guerilla Marketing
Jay Conrad Levinson
Guerilla Marketing
Zig Ziglar, See You At The Top
Zig Ziglar
See You At The Top
Entrepreneur Advice - Complete List

Popular Articles
(Premium Authors)

     Marketing Letters that Open Doors
By Susan Regier
     Introductions to Be Remembered
By Susan Regier
     How to Write an Effective News Release
By Susan Regier

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

More Evan Carmichael
More Information