« How are you perceived? | Main | Focus on value: Information is not communication »
How to avoid screwing up a sales presentation
By Lawrence Frank | June 18, 2008
As owners of closely-held family-owned businesses, we sometimes forget that our businesses require that we become a “sales professional.” All too often, we can get wrapped up in the technical aspects of our businesses and forget to what to do with our technical expertise in order to make sales. The refresher often comes through a email, in this case Jeffrey Gittomer’s eZine which this week included an article on Product knowledge and what to with it to make sales. Gittomer poses a series of questions and statements about your product or service that you should prepare for your presentation.
Bottom line — tune in to WIFM (what’s in it for me) and spend your time on:
- The value of your product or service
- How the prospect will profit from using your product or service
- The outcome that your prospect should expect from using your product or service
- How other clients/customers have used and benefited from your product or service
What should be clear is that you should minimize the time spent boring the prospect by describing your product, what it does and how it is used.
Need help in focusing your sales process and marketing material? Contact us for a complimentary business evaluation and we can explore your Unique Selling Proposition (USP) and tactical marketing plan.
Topics: Business and Market Planning, Marketing, Sales Effectiveness |