People spend a lot of time and money developing fancy power point presentations, glossy brochures and creative PDF’s. Sometimes, they even customize each presentation in preparation for a 1st meeting with a new prospect.
Here are some tips and techniques on how to properly use (or not use) your information:Presentations:
- It’s rare where starting a relationship off with a presentation is a good idea. Going through your canned (even customized) power point presentation sabotages the key purpose of an initial meeting … which is to find out about them and their pain.
- Learn about them first: By first learning about your audience, you can shorten and focus your presentation (preferably a two-way discussion) to the topics that are most meaningful for them. This will substantially increase impact and will show your audience you listened.
Everyone knows that the first step towards any sale is identifying a need. The key question, of course, is how to do that.Simply put, there are 2 types of needs:
- Needs your customer knows they have
- Needs your customer does NOT know they have
There is a continuing discussion, or maybe a debate, or outright arguments as to whether sales, professional selling, is an art form or a science. The real challenge is that the answer is not black and white, unlike other disciplines where there are definitive delineators, sales is not so black of black and white, leaving a lot of room for debate, and more importantly for mistakes, and hurt feelings. Given the fact that the playing field is mostly grey, it is hard to persuade people, especially the unwilling, that they could be more productive if they were to sell in either the black or the white, rather than drift in an endless sea of grey.