A strong presentation gives people confidence in you and your ability to deliver your product. A presentation is just a form of showing your prospect the features, benefits, and values of your business.
Have you ever heard of A.I.D.A.? It stands for Attention • Interest • Desire • Action
This is a sales acronym for steps toward people buying. First, you gotta get their Attention. Then, an Interest is simulated of course. Provoke a Desire to buy then get them to take Action to solve that problem.
However, there’s more to a presentation than that. It all starts with what you have to present and why they will care about seeing or listening to the presentation. It all comes down to WHY?
‘WHY’ is a big one. Why should you even talk and Why should they listen? Through all the jargon sales people talk, there is one fundamental line that distinguishes it all, MAKING A CUSTOMER’S LIFE BETTER. Period. End of Story. Close the Book.
The customer will not care how much you know until they know that you care. The No. 1 thing a customer wants is for you to show them you care. When you stand to give a presentation, you gotta show them you care. You gotta be interested enough in them to be prepared. You gotta be interested enough in them to be well structured. Work them through the main value of what you are presenting to them.
If possible, tell a story that illustrates each of your points elaborately (This will help the client understand the point more clearly) and then summarizes the points once again and focuses on the value that they will get from your product or service. Finally, ask for the order assuming it’s a Sale.
KNOW THIS: Whenever you are telling a story, be each of the characters in your story. You need to behave consistently how you would expect your listeners to respond or react towards that character.
CONFIRMING Vs CLOSING
How can you build a Business without even Closing? Let’s start by you reexamining what you’re doing.
NOTE: If you view sales as war, you will have a lot of dead customers.
PONDER: The Industrial Revolution was the transition to new manufacturing processes in the period from about 1760 to sometime between 1820 and 1840.
When you make a sale, you are not “closing” as the term goes. Instead, you are starting a relationship full of opportunities and responsibilities. In other words, the customer is simply confirming their commitment to receiving the products or services you are selling.
One might argue. “Yeah! Whatever. Those are just words” Good for them. They are words but, they are NOT just words.
By the way, what are words? Words are sounds that indicate meaning and if you interchange words, they might portray different meanings. Therefore, use words that mean the right things and make it a mission to be of value to your prospect or customer.