Skip to main content

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.



Deciding-the-effective-way-of-Presentation-Approach-and-Method


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.



Comments

  1. Thanks for sharing such a good opinion, paragraph is nice, thats why i have read it
    completely

    ReplyDelete
  2. Hi, I do believe this is an excellent blog. I stumbledupon it ;) I
    am going to come back yet again since i have saved as a favorite
    it. Money and freedom is the greatest way to change, may you be rich and continue to guide other people.

    Hello would you mind sharing which blog platform you're working with?
    I'm going to start my own blog in the near future but I'm having a hard
    time selecting between BlogEngine/Wordpress/B2evolution and Drupal.
    The reason I ask is because your layout seems different then most blogs and I'm looking for something unique.
    P.S Apologies for being off-topic but I had
    to ask! I am sure this paragraph has touched all
    the internet viewers, its really really pleasant paragraph
    on building up new web site. http://www.cspan.net

    ReplyDelete
  3. No doubt are convinced that you just stated.
    The preferred factor were using the net most effective thing to know about.
    I say to you, I personally absolutely get agitated whereas men and
    women contemplate problems that they just do definitely not understand about.
    Everyone in a position struck this nail plate upon the absolute best and even described out of the event while
    not risk , most people could take a proof. Will be back in gain more.
    Appreciate it

    ReplyDelete
  4. My spouse and I stumbled over here coming from a different web address and thought I might check things out.
    I like what I see so now i am following you.
    Look forward to going over your web page repeatedly.

    ReplyDelete
  5. hello!,I really like your writing very much! percentage we be in contact more about your post on AOL?

    I require an expert in this area to resolve my problem.
    May be that is you! Taking a look forward to peer you.

    ReplyDelete
  6. I enjoy the efforts you have put in this, thanks for all the great blog posts.

    ReplyDelete
  7. I am extremely impressed with your writing skills and also with the layout on your weblog.
    Is this a paid theme or did you customize it yourself?
    Either way keep up the excellent quality writing, it is rare to see a nice blog
    like this one today.

    ReplyDelete
  8. This info is priceless. Where can I find out more?

    ReplyDelete
  9. This post is truly a pleasant one it assists new the web users, who are wishing for
    blogging.

    ReplyDelete
  10. Good response in return of this query with solid arguments and explaining everything
    regarding that.

    ReplyDelete
  11. Hello there, just became alert to your blog
    through Google, and found that it is truly informative.
    I am gonna watch out for brussels. I'll be grateful if you continue this
    in future. Numerous people will be benefited from your writing.
    Cheers!

    ReplyDelete
  12. I have been exploring for a bit for any high-quality articles
    or weblog posts on this sort of space . Exploring in Yahoo I at last stumbled upon this website.

    Reading this info So i'm glad to convey that I've an incredibly good uncanny feeling I came upon exactly what I needed.
    I so much definitely will make certain to do not fail to remember this web site and give it a
    glance regularly.

    ReplyDelete
  13. I think the admin of this web page is actually working hard in support of his web
    page, because here every material is quality based data.

    ReplyDelete

Post a Comment

Please comment in case of any Question or Suggestion

Popular posts from this blog

Buying Signals for Salespersons.

Recognizing Buying Signals is crucial to closing a sale for all the salespersons like me and you.  At times there are opportunities we can get a commitment to a sale from the customer. we should be sensitive to the clues.  When we recognize the buying signals, that's the time we may want to cut down your presentation and go for the close.  Make the transition carefully and don't be abrupt. A good way of transitioning is to summarize the benefits (not more than three benefits at a time). Then start the paperwork to close the sales. Positive buying signals are like green lights for you to go ahead, and the opposite is just as true. Negative buying signals are your stop signs, which mean the prospect is telling you, ' I am not Convinced yet'. It does not mean that you leave the prospect and move on this is the time to show more benefits and use The Impulse Factors for closing the sale. The Prospect gives positive buying signals in the fo

Goal setting- SMART, Personal (Short, Medium or Long term)

We know that Goals setting (SMART) for personal whether short, Medium or Long term are very important because they give us a sense of direction. Most people are vague about what their major goals are in life. They think that I want to be rich, happy and make a good living are goals. These are all wanted and none of them are clear goals. How can we reach a destination that has not been defined? There is a lot of wisdom in these three words- destination determines direction. As we have heard Talent will get you to your destination but provided you know where it is. Goal-setting is a series of steps. The components of goal-setting are similar to that of a plane ticket. When you buy a Plane ticket, what does it say? It gives starting destination, date, time; finish destination date, time; class of travel, distance, price, etc. Goals must be SMART. S-Specific M-Measurable A-Achievable R-Realistic T-Time Bound Successful professionals in the world are the o