Whether you have one chance to meet with a buyer or it is a series of meetings, you have to have a plan and a clear set of objectives of what you want to accomplish during your sales presentation. The focus on the customer and how you can provide value to them is key.
- Today is the big day and you're ready to meet with your buyer. You have an appointment and you're really excited to make the presentation. We all know the objective, and that's to reach the point when you close a sale and bring in the order. You're so energized and really focused on that goal. However, because of that, it can be one of the biggest mistakes we commit as salespeople. We're so excited to be with the buyer that we then move too quickly. It's like we go from hello to presenting and then attempting to close a sale without even taking a breath.
That doesn't work. Salespeople must prepare for the presentation with a strategy that is always customer focused and with a set of objectives for the call that should be accomplished first before proceeding to the closing stage. You start with checklist of items that you will need to review and ensure that you haven't missed any details. You can review many components, but it should definitely include a check-in with the product teams or developers for any last minute updates or revisions. You'll want to reconfirm your terms, pricing, and delivery schedules with the finance and operations departments to ensure everything is accurate.
Next you need to go over again the details from the planning and preparation stage of the sales process. It's understanding the customer's requirements reviewing again the buyer's requests, and researching the buyer as best as possible before even stepping into their offices. Thirdly, have you anticipated the questions you might be asked, or objections that might be raised? It's really important to put yourself in the buyer's shoes and think of issues that could come up so that you can be fully prepared.
This is an important objective to complete. The fourth step links directly to your presentation itself. Of course you'll practice your sales pitch, but don't overdo it so it sounds too mechanical. Don't forget to smile. Be confident, but cool. And it's okay to be proud and enthusiastic of the product or service you're selling. Lastly is one that seems so obvious, but too many salespeople don't give it enough attention. Have you developed a plan for how you will utilize the time you have with your buyer? If you have 30 minutes, your presentation could potentially be 15 minutes of it.
You need to ensure there's time to answer questions, overcome objections, and then go for the close. You can't exceed your allotted time, so you must use it wisely. The sales presentation to your buyer is an exciting event. However it's critical that you have a plan and a well thought out strategy of what you want to accomplish during the meeting. This is an essential step that leads to the objective of completing the call with a closed sale.