Powerful sales presentations are always focused on your client’s problem, goal or challenge – not on your product or the service you provide. If a client’s needs are not seen, or not of interest to you, the client will not want to talk to you.
Remember, there is an underlying reason you’ve gotten an initial conversation with a potential client. Without questioning, we know there is at least some interest or itch – otherwise they wouldn’t be talking to us. With our questioning, this itch can become a welt. But don’t worry – you can offer a salve.
Here are some steps to help you get started:
1. Make a list of your client’s biggest problems from their point of view. (If you don’t know what they are, ask!)
2. Consider how these problems make your clients feel. Create a story about someone experiencing the same problem. What does this encounter look like, sound like, smell like? What external and internal forces cause these feelings and sensations? Be creative in putting yourself in the client’s shoes.
3. Address those feelings. Write about your client’s feelings and reactions. Prove to them that you understand and care. Then prove that you can solve the problem.
Your clients need to see that you know, understand, and care about them.
You can outperform your competition through effective sales presentations. Are you confident that your sales presentations are powerful, professional, polished, and focused on the needs of your prospects and clients?
If you and your sales team are losing out because of poor presentations, why not get the help you need on your own schedule? Become a great speaker easily, conveniently, and quickly with Fripp Virtual Training.
For 20 years I have hired Patricia Fripp to train and coach sales teams with amazing success. FrippVT, in combination with in-person training and coaching, is an unbeatable combination.
– Greg Stivers, Senior Vice President, Client Development, Concur
Join FrippVT today!
Executive Speech Coach and Hall of Fame Keynote Speaker Patricia Fripp works with those who realize that powerful, persuasive presentation skills give them a competitive edge.
