{"id":2568,"date":"2022-11-14T22:36:54","date_gmt":"2022-11-14T22:36:54","guid":{"rendered":"https:\/\/salesexcellenc.wpengine.com\/sales-presentations-that-hit-home\/"},"modified":"2022-11-16T13:06:46","modified_gmt":"2022-11-16T13:06:46","slug":"sales-presentations-that-hit-home","status":"publish","type":"post","link":"https:\/\/salesexcellence.com\/sales-presentations-that-hit-home\/","title":{"rendered":"Sales Presentations that “Hit Home”"},"content":{"rendered":"

Have you ever spent all night \u2013 or what seemed like all night \u2013 putting the finishing touches on that perfect presentation? You arrive the next day, deliver your message with conviction and flair, and leave for home feeling great, only to discover later that they decided not to buy. It bugs you a little, doesn\u2019t it? Chances are, they started thinking about your product, then they thought about the costs, the risks, the time it would take to implement, and they forgot why they were interested in your product or service in the first place.The truth is, if you\u2019re reading this article, you\u2019re probably already a very accomplished presenter. Your visual aids are probably breathtaking, your delivery skills: impeccable. But, have you been presenting your audience with a vision of what you are \u2013 telling them all the facts about your company and describing every salient feature of your product? Or have you been giving them a glimpse of what they can be \u2013 by painting a vivid picture of them reaching their desired goals? After all, nobody really wants to buy your product or service anyway. Do they?<\/p>\n

What they really want<\/h3>\n

Last year there were millions of electric drills sold in America, and not a single person who bought one wanted the drill. What they all wanted was a hole. Your prospective clients don\u2019t want office equipment. What they want are more profits, which they hope to attain by reducing indirect labor costs as a result of making their office personnel more productive. Likewise, they don\u2019t want software. What they want are increased revenues, which they expect to produce by providing their customers the ability to place orders online. And they surely don\u2019t want consulting services, but they do need to be able to service more customers at higher order fill-rates without building another new warehouse, and they\u2019re probably going to need some help re-engineering their distribution processes to accomplish that.Most products and services are not ends unto themselves; more often they are a means to an end. They enable your clients to do something that will move them closer to their desired goals and objectives. Our goal, our objective, is the transaction itself: the sale of the product or service. But their goal or their objective is to use your solution to get something else they really want. So, how can you know what it is they really want? You\u2019ll probably have to ask.<\/p>\n

Ask, listen, and learn<\/h3>\n

We don\u2019t always have the luxury of spending time with our prospective clients before we present, but we should try to whenever we can. Adopt a policy that provides you the opportunity to meet \u2013 or at least talk on the phone \u2013 with each member of the group you\u2019ll be presenting to before you show up to present. This isn\u2019t always practical, depending on the size of the audience, but please catch the spirit of the suggestion. Ask each one about their expectations, their concerns, and what they hope to get out of the presentation. Ask the simplest and most powerful of all questions: Why?You might also try some of these:<\/p>\n