How to Avoid Losing Sales

Are you confident that everyone on your sales team can deliver your company story well?
Are you making the fatal flaw of many sales managers?
You may be like many of my clients before I work with them. You have great products and services-perhaps complicated and technical in nature-and they require an incredible amount of trust to sell.
You invest in your sales professionals with product knowledge, ways you compare to your competition, territory management, and technology the company uses. Then you say, “Go out and call on the C-Suite.”
However, you may often fall short on training your sales professionals to create and deliver an engaging, clear, concise, and prospect-friendly presentation.
Let’s Review the 8 Steps for a Prospect-Centric Sales Presentation
Take a look at how to create a presentation that’s laser-focused on your potential client:
- Sincere Compliment. Begin with acknowledging your prospect’s achievements, showing that you’ve done your homework.
-Introduce Their Challenge. Highlight their current problem without mentioning your product or solution.
- Differentiate from Competition. Express gratitude for the opportunity to discuss how your
company can help them achieve their goals.
- Appreciate Your Contacts. Thank your contacts who have helped you prepare for the meeting.
Showcase Your Track Record. Share success stories and case histories of satisfied clients to establish trust.
- Review Your Key Ideas. Reinforce your main points with rhetorical questions or statements.
- Confident Close. Wrap up your presentation by suggesting the next step, not after you answer questions.
- Reinforce Your Key Ideas. End on a high note by repeating what sets you apart from your competition.
If you are committed to mastering the art of sales presentations, make it a priority. Make rehearsal an important part of your process.
Many sales presentations start with mundane introductions and unremarkable company information. With high-stake sales, it’s essential to assume that your prospects already possess a basic knowledge about your company.
Remember, you now have a new friend who is a presentation skills authority.
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