Let me guess…your best sales presentations are the ones that end up being bi-directional, back-and-forth conversations between the salesperson and customer about how your product or service adds value…as opposed to a monologue pitch of features and benefits.
Some customers will jump into the conversation and actively participate. Too often, however, skeptical customers will sit back with their arms folded, essentially causing the presentation to fall flat.
A proactive salesperson can easily prevent this by using a question-based approach that brings customers into the discussion from the onset.
Salesperson: “Thanks everyone for taking time out of your busy schedules. In preparation for today’s meeting, I’ve had several conversations with Robert from Accounting and Lisa in Purchasing in an effort to understand your needs. Although I don’t yet know everything about your business, I have put together some ideas that I think will help.
Frankly, there are a couple of ways we can do this. One options is for me to simply deliver a generic sales presentation. We have lots of PowerPoint slides and I can talk for a long time. Or, we could put aside the standard ‘pitch,’ roll up our sleeves, and have a more specific conversation about how our solutions would impact your business.
Let me throw it out to the group…which would you rather do?”
If you can pause long enough to get an answer, in addition to choosing the more specific second option, they will also breathe a sigh of relief that they don’t have to sit through a standard sales presentation.