From the course: Selling into Industries: Retail and Consumer Products
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Developing your presentation
From the course: Selling into Industries: Retail and Consumer Products
Developing your presentation
- My early years in sales were spent presenting textbooks to educators in the academic community, and I represented the largest supplier. I wasn't in the competitive territory, and if I needed 30 minutes or more to present to group of buyers, more often than not, I got it. A few years later, I shifted my career to selling into the retail markets. I remember the first time I wanted to make a presentation to a very large retailer. Not only was it next to impossible to get an appointment, but when I did, I was told I had 15 minutes, and no more than 20 to make my pitch. I quickly learned the importance of making a finely tuned presentation. Developing a clear presentation that's focused should be your objective. Believe me when I say that buyers have heard every sales line in the book. I've got to guarantee whether that's gonna fly off your shelves, is a promise that if not fulfilled, could cost you your credibility. Buyers want facts. They want to know how they can make money from your…
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