DELIVERING A RELEVANT
PRESENTATION
I wrote in
my previous article “Designing your sales
process” that presentation is one of the most demanding tasks when it comes
to making sales. A presentation is a method for correspondence that can be
adjusted to different talking circumstances. A presentation requires you to get
a message across to the listeners and will often contain a 'persuasive'
element. It is, in this case a compelling procedure to making sales.
For you to
deliver a great presentation to any client you have to demonstrate your passion
and connect with the client. Trust me, it’s difficult to be casual and act
naturally when you're anxious. But time and again, I’d say that the most
important thing is to connect with your client, and the best way to do that is
to let your passion for the subject shine through.
Your
presentation needs to be built around what your client is going to get out of
the presentation. As you prepare the presentation, you always need to bear in
mind what the client needs and wants to know, not what you can tell them. While
you’re giving the presentation, you also need to remain focused on your
audience’s response, and react to that. Ask as many question as possible.
I generally
give this advice to anyone who ask me question about presentation and that’s
the same advice am going to give to you right now. Firstly, you need to listen
to your customers before you make a presentation. Secondly, resist the
temptation of saying “We can do better”.
TWO THING YOU SHOULD DO
1. Find problems and incorporate it into
your presentation. Point out problems made by the clients and provide solution.
2. Anticipated objective: Incorporate
blocking objectives into your presentation.
· Before customer raises the objection
go ahead and answer the question
· Pricing objective is always coming up
therefore raise it first.
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