The only goal of a presentation is to get the order and confirm the close
• Most sales people make the mistake that they have to do this amazing dog and pony show and that’s whats going to get people to buy
• That’s totally backwards
SOLIDIFYING THE AGREEMENT
BEFORE THE PRESENTATION
• The only goal of a presentation is to get the order and confirm the close
• Once you enter the presentation step, you’re not closing anymore.
• You already got the sale, you just need to confirm it
• You’re only confirming what you already know
Setting Expectations is the close:
• Go over pain
• Go over budget/money
• Go over decision making process
• Make sure nothing has changed, and if they did address it right there. You don’t have to make a presentation just because you showed up
• Get an agreement that after the presentation you’re going to get a Yes or No. But we’re not going to get a maybe.
• (get them to agree to this to simplify what will happen after the presentation)
PREPARING FOR THE PRESENTATION
• Only present items that relates to solving the pain of the prospect
• Not the time to use the techniques, be as clear as possible
• Don’t surprise your prospect with new pains
• Whenever possible let the prospect touch the product
• Let the prospect interrupt. When this happens, STOP presenting and start listening
• You don’t have to finish the presentation – if they seem like they are ready to buy, you can close right there
• Work off prospects’ responses- when they ask “can it do XYZ” ask them why they asked not Yes And
• Present in prospects most preferred combination stylevisual, auditory, and kinesthetic
• Don’t be afraid to abort- you can come back another time
BEGINNING, MIDDLE, AND END OF PRESENTATION & CLOSING THE DEAL
• If team selling make sure you know what everyone is saying
• Also designate a team captain
• Open with addressing:
• pains you will address
• specific dollar amount to solve pains
• An agreement for to get a Yes or No at the end of the presentation. (not a maybe)
• After the agreement, transition into a compelling opening to transition into the middle
• Example: Story, Personal Experience, Relevant Statistic, etc
• Then go into pains (most important pains first)
• Solving for Pains:
• Issue – pain, problem, & challenge
• Solution – How your product solves for the pain
• Benefit – The significance and why your solution is important to the prospect
• Example ISB
• Issue – HR software for a hospital. Manually processing resumes
• Solution – Oracle Recruiting Software automates the entire process
• Benefit– Save time doing manual work and making your employees happy and grow
• When you’re 2/3s through the presentation take the prospects temperature
• On a scale of 1 to 10, how close are they to saying yes, with a yes being a 10
• If less than 5 (negative response)- “I get the feeling you have no interest, is that fair to say?” Then ask what would it take to make that number higher
• If 5-7 Continue presentation and take temperature again later
• 8 or above- What do you need to see to get to a 10
• 10- what would you like to do now?
• Let the prospect close themselves and get out the way