the sales presentation
It's show time and it's about one thing-- communicating the benefits of your product or service in such a way that
prospects or customers
want your solution to their problem...
now. For the formal
presentation opportunity, you've likely worked through a tremendous amount of grunt work, front-end discussions, needs
analysis and internal buying processes to get to the presentation stage with a prospect or customer. Even for the
informal presentation, the front-end work invested by a salesperson can be enormous. And in some cases you may not know
which you'll have the opportunity to deliver until the last moment. Fortunately, the
professional is
prepared for either.
Below is your checklist to effective presentations. It's based on the fundamentals. As you create your standard
presentations in written form (any other form is not preparation), keep the checklist handy. When you're done, evaluate your work by checking yourself against it. You should be prepared for
both formal and informal
presentations for each prospect type you have in your sales world. With the standards built and practiced, customizing
for personalities and specific scenarios is a quick task. Remember... do not wing a presentation because of laziness or
a rationalized concern that your message will sound "canned"-- it's not the way of the professional. Advance
presentation preparation (written and practiced) is the way to bet.
Choose to be prepared and
just sell®...
(continued below)