What's up, guys! It's good to see you back! In today's lesson we're going to talk about five steps to a successful in-person presentation.
Now, before step one is actually step zero, which starts long before the presentation itself. Let's say, you've had a productive meeting with the client, which gave you a better understanding of their needs and problems. Now, this will form the basis of your future presentation and even help you handle client objections.
At the end of this meeting, you obviously should thank your client for their time and set up a date for the next meeting during which you're going to deliver your killer sales presentation. It may go something like this: "Thank you very much for your time, John! Now let me get back to you with the proper offer tailored to your company's needs and I would really love to deliver it to you in person.
How about Friday, the 13th, 4 p. m. at your office?
- Sounds good, John? " Nice and simple, you get the idea! Right now, here's to the actual presentation steps - there's a total of five of them and they go like this.
Step 1 is actually very easy. Here, you just have to act like a polite human being, which you already are. Make an entrance, say hi, introduce yourself, and maybe establish some quick eye contact or do a friendly handshake.
One trick you could use to break the ice and ease your way into the presentation is to make a nice little compliment on something in a positive, encouraging way. For example: "Wow, you've got a gorgeous view out of this window! It's beautiful!
" - or something like that. Just don't go too far and try to be honest. Cool!
So, Step number 2 is -making sure you're still on the same page with the client. Remind the client of the previous meeting and mention some of the things you discussed back then to set the tone for the upcoming presentation. Once you've got the client's full attention, it's time to proceed to the main event, which is your presentation, and that is Step number 3!
One thing you have to keep in mind here: there's never two identical presentations since every client has their own needs and problems. Even though the core of your presentation may remain the same from client to client, you still want to use different arguments and highlight different features depending on what a particular customer needs. Be sure to use the "problem -solution - product" reasoning during your presentation since it's such an effective tool.
For example: "I remember how you said you spend too much time on routine operations like document approval. Well, that can actually be optimized to the point of complete automation, we got this tool right here in Bitrix24, it's called RPA - robotic process automation". Something like this.
If the client's main problem is tracking sales, you can offer them CRM analytics as a solution and say something like this: "With this tool, you'll instantly get the full picture of your sales process and be able to check every single lead from acquisition to the closed deal. And that's not to mention a wealth of reports and actionable metrics you use to come up with ideas that will increase your sales and help leads move down the pipeline faster. " Now, these are just examples off the top of my head.
In fact, we have prepared a whole big spreadsheet featuring all of the main Bitrix24 tools and their advantages. Be sure to use it when preparing for your presentation. Also, when delivering it, don't forget to follow the client's reaction and make sure they understand what you're saying.
Try to involve the client in discussing certain points, especially, when it comes to their problems. After all, it's not a stand-up comedy performance, like the one I'm doing now, the central focus here is the client and their needs. Alright, we're on Step number 4!
Here, we make a quick summary of what's been said and discussed while focusing on the strongest points of your sales proposal. You can use phrases like this: "With this tool like X, your company will be able to increase . .
. something. " or "As you can see, Bitrix24 is a perfect solution to problem X because it allows you to.
. . something" - just to sum up all the benefits that the client's gonna get.
Finally, Step number 5! This is when you need to set up a follow-up if required or proceed directly to closing the deal, if you see that the client is ready. Now, don't wait for the client to make the next move - the ball is in your court!
You can use phrases like this: "Now let me tell you about the pricing options and some of the special offers we got for you this week. " or "If you're ready to try it out, I can help you to set up your account right. .
. Now, those were the five steps to a successful in-person sales presentation. Don't forget to check out the promotional materials we have on our website.
They might come in handy when preparing your sales presentation. And that's it for now! Good luck and strong sales!
