A great sales presentation or proposal is one that moves the prospect to buy, not one that you consider great. This seminar shows participants how to best address the prospect's needs, wants, goals, and priorities during a presentation. Participants will learn how to read their prospect and why they should never make a presentation without first knowing what issues are most important to the prospect. Participants will understand there is an enormous difference between conducting a "general presentation" versus a Customer-Focused Presentation.
Participants will understand how to present specific features and advantages of their services to satisfy the prospect's most important needs, goals and priorities. This allows the prospect to see the real benefit of buying from you - how it will help them reach their goals.
Our Live Online Customer Focused Presentations or Proposals Course provides targeted training requiring no travel or lengthy time away from the job. This provides maximum learning with minimum schedule impact.
Printable Version - To print a one page description of this course.
Program Length: 90 minutes
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
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