9. PRESENTATION

Written on 17/05/2020

9. PRESENTATION

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