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 with them ahead of time, and then tailor your sales presentation accordingly.

Speechworks is a communication and selling skills coaching firm. We teach professionals how to craft and deliver complex messages in a simple, persuasive manner. Since 1986, through workshops and one-on-one instruction, we have helped countless individuals become better presenters and communicators. You can reach us at 404.266.0888, speech@speechworks.net or on the web at www.speechworks.net

Recent Posts

Aug2019

The Entrepreneur’s Secret: Why a Perfect Pitch isn’t Just About Ideas

By: Julie Lindsay, Speechworks Category: Practice It’s all about the shoes. That’s Charlie Lehman’s secret ingredient for stepping into success with his startup company Convex Minds. Lehman, a former U.S. Navy officer, is familiar [...]

Jul2019

Got Nerves? How to De-Stress and Power Through that Presentation!

By: Julie Lindsay, Speechworks Category: Nerves Welcome to the Speechworks newsletter! This month we’re focusing on nerves, a topic that’s close the heart of most public speakers. Nerves can get your heart pounding and [...]

Jun2019

How Training “Millennials” Benefits the Entire Workforce: An Interview with Talent Development Expert Travis Dommert

By: Julie Lindsay, Speechworks Category: Other An estimated 10,000 baby boomers leave the workforce every day. Current projections show millennials will make up 75% of the workforce by 2025. It’s a sea change that [...]