THE BEST SALES PRESENTAION IS ALL ABOUT THE CLIENT

The most successful sales presentation is structured to accomplish one thing above all else: Gain the potential client’s complete trust.  The sales presentation that has the best chance to gain the potential client’s trust is all about the client, not you.

In the Introduction to Closing the Whales I discuss complex and simple campaigns and how they differ.  In complex sales, the assessment or diagnostic phase is longer and more thorough.  The sales presentation, whether presented initially to the potential client, following the due diligence assessment or towards the conclusion of the sales campaign, must be client-focused.  Think about it: In your sales presentation, the more detail you can give your potential client you have learned about his company’s problems, plans, ambitions and opportunities, the better your sales presentation will be received.  What is really important: You will be well received through your sales presentation.

A sales presentation that opens with meaningful, client due diligence information followed by a client-specific, financial value proposition applied to the profile is a masterful sales presentation.  Nothing builds client trust and credibility quicker than evidence of thorough due diligence.  Performing in this first vital step of the sales presentation positions the sales professional to complete the sales presentation from a positive platform.

Other professionals practice this same sales presentation concept.

I would swear that most surgeons, who perform major surgery, have read my book, Closing the Whales!  Talk about giving an effective sales presentation!  Major surgery is serious business: No one takes it lightly.  What is the surgeon/patient discussion centered on at the point of decision?  Lab results. Proof. The patient!  Quite often the surgeon is compelled to convince the patient of the necessity of the procedure, for the patience’s own good.  That is, by definition, a sales presentation.  What makes his sales presentation compelling is that the focus is on the patient with little, if any, attention to his own brilliance.

Learn how to give a successful sales presentation. Get your copy of Closing the Whales today!