After the first three steps of the selling cycle, you’re about to move on to the fourth.
This step is all about constructing a sales presentation.
But, before I get into that, I’d like to offer a side tip:
If you’re only starting your business now, you can work for free. Know that it won’t be free work in the end because you’ll be doing it in exchange for a testimonial. You’ll also learn a lot about your clientele and their problems, which will help you in the future.
So, back to our sales presentation. It’s quite simple with just a few things to keep in mind:
- Make sure you’ve added value along the way. And this applies whether it’s a formal presentation, a public presentation, or a group presentation.
I remember when I was selling expensive computer equipment. Trying to close a huge client, I was visiting them for three months. I was giving them suggestions and helping the guys in the warehouse. So, I learned what their problems were.
When you make a presentation, restate the problems you’ve learned about your client. Tell them the consequences of the problems if left unattended – never just point out the problems.
- Present your solution. You don’t need to say much about it. You can simply say it’s your six-month sales training program. And then move quickly to the next step, which is what we call FB: features and benefits.
- Features and benefits are old-school. Tell the client what they’ll be getting out of your solution. The benefits are not always obvious so you need to present them. You’re helping them to connect the dots.
After that, make the offer.
Don’t elaborate too much. People like PowerPoint presentations and all that, but make sure you stick to the formula.
And if you want to be a good presenter, you need to practice, practice, practice.
That’s if you want to get good at making money. However well you do this and the next step will determine this.
I’ll be back with what the next one is.
Be Awesome,
Blair
If you want know the how to construct a sales presentation, online or offline so your customers trust, love, and respect you within minutes, I’d like to invite you to click here >>
