Making an Excellent Sales Presentation Part 1
- 1. Making an Excellent Sales Presentation (Part 1) Map the Presentation
- 2. Successful Consultative Presenting • This will be a 3 part series to outline and provide tips to follow in; • Preparing • Presenting • Following-Up Enhance your skills
- 4. Senior Executives Purchase Decisions? • At the beginning of the buying process, executives get involved to; • Understand current business issues • Establish project objectives • Set the overall project strategy • Executives get involved at the end of the buying process to; • Plan the implementation of the new project • Supervise the measurement of the project’s results
- 5. Senior executives are more involved during the beginning and end of the buying process and less involved in the middle
- 6. How Can You Conduct Meetings That Are Deemed Effective By Executives? • A sales presentation top two criteria were; • A supplier’s ability to demonstrate accountability and responsibility. • A supplier’s ability to understand the customer’s business goals, objectives and challenges • Executives assign high values to behaviors such as; • Listening well • Exhibiting industry expertise • Knowledge of the executive’s business Effectiveness
- 7. Do your Homework • Prior to Presentations: • Interview Key customer players • Visit the customer web site • Read annual reports • Research social media and publications • Ask the question, • How can we create value received for dollars spent? Needs to be measureable
- 8. Once You “Got the Meeting”, What’s Next? • Executives ranked first; • Those organizations who show accountability and responsibility • Those organizations who understand the customer’s key business goals and objectives Executives want to deal with people who will; ◦ Listen and consider the customer’s needs before proposing a solution
- 9. How to Present the One Hundred Page Report • Start at the conclusion and then cover each main point • Design a presentation based on the 100 page report…Don’t present the report • The presentation is advertising Get right to the point
- 10. • Stick to the concepts(3- 5) • Use clear and simple visuals • Address questions as they come up How to Present the One Hundred Page Report • Briefly summarize: ◦ Key concepts ◦ Your conclusions ◦ Your goal
- 11. The Presentation • Personal Introductions • Your objective for this presentation • Gather the customers’ expectations for the meeting • Present what you believe the “specific” customer requirements are (3-5) • Show the meeting agenda and time parameters
- 12. The Presentation • Introduce the results you have concluded • Form the work you have done • Create one slide per concept that supports your conclusion • List again; • Each customer requirement • Show how you have met that requirement • Supplier Specifications
- 13. The Presentation • Implementation Plan • Dates • Closing statement Next Steps…….