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.