During this episode I answer a question regarding what it takes to offer a great sales presentation. This is a question that most sellers and entrepreneurs ask because they feel it is a crucial part of they’re selling process.
I sought out two experts to address this topic over the next couple episodes. One of them is Ryan Avery, a World Champion of Public Speaking. The other is Patricia Fripp, who is an expert speaker who coaches top executives on public speaking, sales presentations and keynote speaking. Each have very specific answers that will help you create that unbelievable sales presentation.
For now you get the chance to hear my answer and what I feel has helped my sales presentations become top notch. One of the most important is that I don’t give my presentation right up front. I wait until the buyer and I have discussed thoroughly specific challenges, I make sure that I am speaking with someone who has the power to say yes (decision maker) and I make sure that they are capable of purchasing.
I then refer to the first step where we set the rules before hand and discuss the challenges in detail and craft the demonstration around that. I speak specifically to what they want to see and need to get fixed. NOT to what my company or I feel is cool to demonstrate. This is very crucial to understand. You must speak to the buyers “WHY”. Meaning, why would they buy your solution? Why are they facing these challenges and why do they need to change? There is a “WHY” with every buyer, the core that is going to make them take actions. This is what their “PERCEIVED VALUE” is. This is your responsibility to discover this and offer a solution. When you do, the buyer will “perceive you and your solution to be valuable” and then you will more than likely have a new client.
As you listen to the episode you will see how I skillfully accomplish this and reduce the time I spent on a specific demo by more than 88% of the normal time. I know you will enjoy it.