Skill: Presenting

OBJECTIVE: The prospect understands your solution and how it solves their problem!

“I will practice, and improve, and polish the words I utter to sell my goods, for this is the foundation on which I will build my career and never will I forget that many have attained great wealth and success with only one sales talk, delivered with excellence.

Mandino, Og. The Greatest Salesman in the World (pp. 70-71). Random House Publishing Group. Kindle Edition.

The skill of presenting is measured by your ability to explain your solution in such a way that:

• your prospect understands:
  • your solution
  • how your solution solves their problem
  • the financial implications of implementing your solution
  • the financial implications of NOT implementin your solutions

To be proficient at this skill, you develop your ability to:

• Explain complex ideas in a simple way
• Ask questions that confirm understanding.

You know you are proficient if as a result of your presentations your prospect:

• Can explain your solution it back to you
• Can explain how your solution solves their problem
• Can explain the cost benefits of implementing your solution
• Can explain the cost of not implementing your solution
• Experiences a positive emotional shift in favor of your solution – they become a champion of your solution.

A framework for presenting covers the following bases

• Present features
  • Explain the components that make up your solution
• Present Benefits
  • Clearly identify to the client how each feature solves a problem the prospect has identified in such a way that the prospect see’s the benefit of the feature in relation to the problem they want to solve.