Category Archives: Sales Presentations
Learning about Your Prospect — A Deep Dive for High-value Presentations
Successful business presentations are the result of careful preparation. So… do your homework.
Preparing for a business presentation starts with knowing what the client needs. This is not just asking the client what he or he wants, though that is a very good place to start. Clients today demand relevant insights tailored to their needs. Your homework will let you understand your client’s needs and objectives and let you present the right ideas in the right way. For motivation, just remember that your service or your product can probably be matched by a competitor. Looking into client needs lets you put what you offer into relevant context and lets the client know you care enough to find a way to meet their needs.
Get Ready, Because Here We Come — An Overview of Preparing for Formal Sales Presentations
Put bluntly, preparation is the first and most important element in winning more business. Without preparation, one can almost predict that you will fail.
Let’s look at one quick example: a highly successful managing director at an investment bank attributes his success to his detailed preparation. He tells his team members that they literally should know “what they (the client) had for breakfast.” Being prepared means doing your homework and learning all you can about your potential client. Being prepared means being thoroughly grounded in your ideas and your formal or draft proposal. Being prepared means knowing more than just what is on each page of a document. Preparing means learning enough to know what you are talking about.