Welcome to the fifth article in a six piece series reviewing our 5 step sales process. In this article, we will cover the PRESENTATION step of the process.  The previous article reviewed the DISCOVERY step.

STEP 4: PRESENTATION

The time has come. You’ve put in the work, done the discovery, and compiled the data. Now is the time to get ready to give a killer presentation.

ROLL OUT THE RED CARPET:

The presentation is the make or break for all the work that you’ve conducted in regards to the prospect thus far. So there are no excuses for you not to put your best foot forward. Get on your suit and tie with freshly shined shoes, even fresher breath, and well-groomed hair.

LAY IT DOWN FOR THE BOSS MAN:

Don’t let a great presentation go to waste on the wrong person. When you present, be sure that you’re in front of the decision maker, that way, when all goes well you can have a decision on the spot. Don’t play the telephone game.

HOME COURT ADVANTAGE:

If at all possible, try to schedule your sales presentation at your own facility. That way, the client can see how your business operates and you can use the opportunity to impress them with the professionalism of your staff. Invest in breakfast or lunch for your guests on real plates with real silverware. Digital signage adds a classy touch as well. Operate under the pretense that the presentation is an event and your team should act accordingly.

KNOW YOUR ENVIRONMENT:

As luck would have it, sometimes things don’t work out to you being able to present in your office. But don’t let that small fact prevent you from knowing the area. Get a clear picture of the logistics: who’s attending, the technology in the location, the time it takes to get there and setup time.

BE IN CONTROL: 

It’s easy to get off track when presenting to a room full of people. Between questions and body language, there are a lot of signals that a salesperson has to pay attention to in order to gauge how well their presentation is being received. Even with all the distractions, don’t be afraid to take control of the room and ‘parking lot’ certain questions, topics, or objections. If you stay ahead, you can ultimately lead the conversation to the desired destination.

For a deeper dive into the presentation and a ton of specific tips and tricks, check out Presentation Renovation.

See the outline for this series below:

  1. OVERVIEW
  2. RESEARCH
  3. WARM-UP
  4. DISCOVERY
  5. PRESENTATION
  6. PROPOSAL
If you would like to learn more about our managed services training programs, check out the CharTec YouTube channel. You can also request information below.