By Jeff Beals
A sales presentation is your pitch.
More specifically, the presentation is your formal chance to present how your company’s attributes are beneficial to the prospect. It’s a chance to show how you provide value and how you can solve a prospect’s unique problems.
Sales presentations tend to occur after earlier preparatory sales work has been completed.
Before meeting in person, the prospect has probably been exposed to the company’s brand through the mass media. The company has no doubt sent marketing materials via mail or electronic means and communicated over the telephone. Ideally, much of the detective work would have been completed before the formal pitch.
During pre-meeting phone conversations, the salesperson should have asked the prospects numerous questions to find their pain points and determine what they truly value. The presentation is another step in your quest to move a prospect up the relationship depth chart, which starts with rapport, leads to a relationship, builds trust and ultimately gets a deal done.
Although the presentation is your chance to highlight yourself and your company, there is still plenty of opportunity to listen. That’s important, because you can never know enough about a prospect and listening strengthens relationships.
Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at firstname.lastname@example.org or call us at (402) 637-9300.
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