If You Fail To Present, You Fail To Profit.

by Peter McKeon Failure to present is too often driven from the widespread fear of public speaking.  Modern presentations are nothing more than the preparation to close the sale. It is your opportunity to show your prospects the solution to their concerns.  You only have one chance to make a relevant impression that will have an immediate impact on the audience. Reduce your fear and learn through Modern Presenting.  Modern Presenters demonstrate that they have each of these vital ingredients:

•    Ensure you have unqualified business/product knowledge
•    Take time to grasp the ‘big picture’
•    Ask intelligent questions related to the customer’s needs and wants, turning those responses into customer benefits.

Questions to finalise your next presentation

1.    In one concise sentence, what is the purpose of this speech?

2.    Who is the audience?  What is their main interest in this topic?

3.    What do I really know and believe about this topic as it relates to my audience?
 
4.    Customers will look to see how your product features will become the solution for their concerns. What is unique about my/our solution?  How can I best relate my solution to this audience? Can you demonstrate it? When you demonstrate a product it may sell itself.  How will you reinforce it?  Show them how it meets their needs and wants.

5.    Know your product and know the prospect. Set your game plan and don’t deviate from it. What are the two or three key messages that I want to share in the presentation? What is the logical foundation of your presentation?
 
6.    What supporting information can I use to support each of the main points?  Point out a feature, tell your prospect what it does, paint a picture in their minds why they need that feature and constantly involve them by asking questions that force them to be involved.

7.    Plan the ending before you start – Customers tend to remember the beginning and the end so plan the ending carefully.  Do I have an effective opening/ending to make the right impression and get their attention? 

8.    Make your presentation brief – You will know which features to highlight as a result of the questions you have asked previously.  How will I plan to answer their concerns with my product/solution? 

9.    Speak in a language your customer wants to hear – Always speak in the simplest terms without ‘talking down’ or using industry jargon. Have I used a consistent language and style throughout the presentation?

10.    Have I taken care of the little details that will help me speak confidently? Engage eye contact – Involve the prospect constantly for feedback and attention.  Remember you only get one chance to show your prospect how creative, flexible and worthwhile doing business together will be.

Modern Presentations allow you to address your client’s concerns and close the deal.  Welcome the opportunity, increase the effectiveness of your presentations, you will increase profits and be Mastering Modern Selling.Get professional sales training now!

visit the website http://www.salesmasters.com.au for more information

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Created on Dec 31st 1969 18:00. Viewed 0 times.

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