Customer-Focused Presentations

This program focuses on how to best address a prospect’s needs, want, goals and priorities in a proposal or during a presentation. Participants will understand how to present specific features and advantages of their services to satisfy the prospect’s most important objectives.

Program Length: One Half Day

Major Topics:

• Features, Advantages, Benefits
• Why Your Company?
• Constructing the Benefit Statement
• Customer-Focused Presentation Planning Process
• How to make your Advantage important to the Prospect
• Why the FUD Factor is so Important
• Identifying What Issues are Most Important
• Conducting the Customer-Focused Presentation
• Adjusting to Match Each Prospect’s Buying Style
• Gaining Agreement During and After the Presentation
• How Does Your Proposal Compare
• Practice Session

Benefits To The Organization:

• Greater analysis of customer needs
• Improved proposal-writing
• Enhanced sales presentations
• Greater sales productivity

Benefits To The Individual:

• Ability to read and determine prospect responses
• Help prospects recognize the benefits from doing business with You
• Ability to customize presentations effectively
• Ability to analyze information from Customer-Focused Interviews
• Enhanced sales skills

Participant Comments

"I loved the Pre-Presentation Checklist. It really helped me prepare better.”

“Great information. Highly recommend it.”

“I create better benefit statements now.”

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