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Too often, when a potential client calls and asks for
a sales presentation, the potential vendor is so pumped
for the opportunity that they get off the telephone as
quickly as possible.
But before you hang up, there is one question that you
can ask that can dramatically increase your ability to
win the business.
Here’s the question.
“We’re excited about the chance to give you a
presentation. And we want to make sure that it’s as
helpful to you as possible. To make sure that we’re well-prepared, we’d like to spend time talking to some of
your key players for just a few minutes. Who would you
recommend that we speak with?”
Too often, people go into sales presentations cold. They
show up and do the usual “dog and pony” show. But the
best sales presentations focus on solving business
problems.
You can’t give a great sales presentation without an
understanding of those problems. You need to ask for
the chance to discuss the problems in advance of
your presentation.
At
Speechworks we help our clients learn how to communicate
in a way that connects and persuades. If you’re
interested in becoming a great communicator give us a
call at 404-266-0888 or check out our website at
www.speechworks.net. |
