Presenting-Making an Excellent Sales Presentation

1. Making
an
Excellent
Sales Presentation
(Part II)
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

3. Presenting
Map the Presentation

4. Relative Importance of Factors For Sales
Presentations With Senior Executives
• Relative accountability-
responsibility
• Understood business
goals/objectives
• Listened before
proposing solutions
• Demonstrated ability to
solve problems
• Demonstrated knowledge
of industry
• Constructed game plan for
events to follow
(Implementation)
• Ensure meeting
accomplished objectives
• Proposed alternative
solutions
• Communicated value
2002 Management Development

5. 2002 Management Development
Ask for Expectations
and Requirements
• Start the meeting
• Ask for Expectations
• Introduce very specific customer
requirements-
• Their requirements that you have researched
• Establish the outcome

6. Features-Benefit-Proof
2002 Management Development

7. 2002 Management Development
Focusing Your Presentation
• Use slides sparingly
• Use only data that supports your key points
• Words, not sentences
• Choose simple fonts
• Make hard copies
• Plan, organize and rehearse

8. 2002 Management Development
An Excellent Presentation
• Begins Weeks ago…..do your homework
• Insures that we know “specifically” what the
customer wants
• Clearly links the customer requirements to
capabilities
• Establishes superior value in service offering-
beyond price

9. 2002 Management Development
An Excellent Presentation
• Map Customer Requirements
• Do base the presentation on “what you want to
sell”-to the capabilities you can manage for them
• Evidence
• Support your recommendations with specific
evidence
• Close
• Summary and as action step