How One Question Can Improve Your Sales Presentations
Too often, when a potential client calls and asks for a sales presentation, the potential vendor is so pumped for the opportunity that they get off the telephone as quickly as possible.
But before you hang up, there is one question that you can ask that can dramatically increase your ability to win the business.
Here’s the question.
“We’re excited about the chance to give you a presentation. And we want to make sure that it’s as helpful to you as possible. To make sure that we’re well prepared, we’d like to spend time talking to some of your key players for just a few minutes. Who would you recommend that we speak with?”
Too often, people go into sales presentations cold. They show up and do the usual “dog and pony” show. But the best sales presentations focus on solving business problems.
You can’t give a great sales presentation without an understanding of those problems. You need to ask for the chance to discuss the problems.
what if your discussion shows that your presentation is not suitable? what do you do then?
You need to adjust your presentation to the needs of your prospect. The whole point of the discussion is to find key issues that you can address in your presentation. You should look at the presentation not as a static thing but as something that you will always change to meet the needs that you find when speaking with your client.
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