Category Archives: Preparation
How to Amp Up Your Presence in Must-win Sales Presentations
What is it that causes a group of clients to respond to one salesperson’s sales presentation and reject another’s? With similar solutions, and not always significant price differences, something else makes the difference. The difference is the way solutions are presented to potential buyers.
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.