Category Archives: Sales Presentations

July 21st, 2014

The Ultimate Checklist for Mission Critical Group Sales Presentations

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The Ultimate Checklist for Mission Critical Group Sales Presentations

“Mission critical” is a term that you see in many different activities, up to and including military operations. When mission critical aspects do not go well, barring an extraordinary piece of luck, the mission fails. If your group sales presentation does not go well, barring an extraordinary piece of luck, your sales effort will fail and you will not get the contract.

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June 26th, 2014

How to Amp Up Your Presence in Must-win Sales Presentations

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.

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May 21st, 2014

Understanding Group Dynamics to Prevent a Sales Presentation Nightmare

Understanding Group Dynamics to Prevent a Sales Presentation Nightmare

A group of people is more than just many single persons. You have to be aware of this basic reality. Group dynamics can be quite complex. Look at set theory, studying the characteristics and interrelationships of groups. I am sure you remember this from basic math class. When you are talking with one person, you either convince the person or do not. When talking with as few as two people, you can convince them both, neither, or either one. One of them can convince the other to support you or to oppose you. The more people, the more complicated things can get. The combinations, and complications, grow geometrically (1, 2, 4, 16) rather than arithmetically (1, 2, 3, 4). Group dynamics can affect the behavior of crowds for good or for bad. People influence each other.

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May 8th, 2014

Learning about Your Prospect — A Deep Dive for High-value 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.

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May 6th, 2014

Get Ready, Because Here We Come — An Overview of Preparing for Formal Sales Presentations

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.

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