Deciding the effective way of Presentation Approach and Method

We all would like to know the best way of Deciding the Presentation Approach and Method that could help us on the field and could multiply our sales.  I and you are the Professionals how to establish the rules of the game before we start playing and we ask questions in order to gain a clear understanding. We should know in advance who the key players are in the decision-making process. Those are the peoples with who we should make efforts to build the relationship with and give the Presentation.

Always ensure that you optimize your time by making presentations to the decision maker. Many salespeople keep making presentations without even finding out who the decision maker is. No Wonder their closing rations go down.

Most of us sales professionals could multiply their sales if only we made great presentations. A great presentation cannot be fancy packaging alone, it needs to be substantive. It should be well planned, Structured, Customer-focused and solution-oriented. It must move from a general presentation to specific needs because customers don’t buy products or services, they only buy benefits and solutions.

We need to know that good sales professional uncovers a need by:

1. Getting the prospect involved in a two-way transaction. 

As a sales professional, we should not only speak we should also listen to our customer. Our communication should always be both the way.

2. Showing sincere interest in solving a problem. 

We are in the profession of giving the solutions and benefits to the customer and earn our commission. So let do our Job.

3. Earning Trust. 

Always remember that the best way of closing the customer is by earning his trust and building the long-lasting relationship, which will benefit us in further as well.

4. Asking Questions. 

Always ask the right and open-end question, so that we can understand the requirement and his hot spot and we can close the customer.

5. Listening Actively. 

Listening skills should be in both form that is Verbal and Non-Verbal so we can understand what customer is saying and what he is not saying. By doing that we will be able to find his Problem and give a correct solution for it.

6. Uncovering likes and dislikes. 

We should always be able to understand the likes and dislikes of the customer so according to that, we can give him the solution.

7. Preferences and opinions. 

As we understand the likes and dislike we should also know their preferences and opinions to provide the right solution.

8. Creating areas of agreement. 

We should be able to give him a solution or benefit where we come to an agreement which is benefited to both customer and us

9. Rephrasing and giving feedback to confirm understanding. 

We were in the sales profession we know lots of technical words and jargon which our customer won’t be able to understand, so we should always use the language or jargon which our customer understands.  

10. Feedback. 

Before leaving the customer always make a reinforcing remark that decision taken by the customer for buying is a right decision and get the feedback from the customer, so we can not only close the customer but build the long-lasting relationship.

Conclusion: 

In this, we have learnt about the approach required to give propel presentation and why It is important to get feedback because it helps the salesperson realize whether his presentation is on track or not. It also engages and involves the prospect. Feedback also gives indicators as to what are the hot buttons of the prospect. It helps him uncover the needs and wants of the prospect. But most important a salesperson must very carefully listen to what is being said and what is left unsaid. He will only get clues, provided he is an active listener.

I also have a blog on how to close the customer on the spot The Impulse Factors.

About my blog on Deciding the Presentation Approach and Method. If you have any suggestion please leave the comment below.