As most sales professionals know, presenting their sales solution is a very important part of the sales process and a very important part of finding sales success. If you are looking to more effectively present your solution; there are a number of things that you will want to do and keep in mind to make sure that you are providing the best presentation possible.
Step One: Prepare
The preparation of your sales solution presentation should never be overlooked. Make sure you have qualified the prospect and that you have sent the prospect an “as we agreed to” letter. You will also want to follow that letter up with a phone call. Make sure that you practice with dry runs and role plays to make sure you are ready for the presentation. 1 on 1 sales coaching with a professional sales coach is a great way to practice and prepare for your presentation. Your sales coach can provide you with a second set of ears and help you come up with creative ways to overcome objections and barriers.
Step Two: Beginning the Solution Presentation With a Review
When it comes time to present your sales solution you will actually want to begin your presentation with a review. Make sure you talk about where you have been and why you are there so that everyone is on the same page regarding this presentation. When the presentation is over the idea is to get a ‘yes’ or ‘no’ answer from the prospect.
Step Three: Invite the Prospect To Speak
After you have reviewed why you are there you will want to make sure that you give the prospect an outline. The content of this outline should include what they have said their needs or problems are. At this time you should ask them what issue or problem they want to start discussing first so that they are engaged in the presentation and so you can start providing them with solutions.
Step Four: Make Sure Your Prospect Is Satisfied
As you go through your presentation every time you provide them with a solution you will want to make sure that you stop to make sure that they are satisfied with the solution. If they are not, take a minute to address the issue so that you can cover any bases you have missed. This will also make your prospect feel as though you are really doing what you can to make them comfortable with your solution.
Step Five: Closing
Once you have finished presenting your solutions; close with a summary that reviews everything you have talked about and ask them if they have any other concerns or questions so you can move forward into hearing their verdict on your solution presentation.
Use this 5 step process to effectively present your sales solution. But feel free to change the process and make it your own. It is very important that your presentation come off as confident and natural. Happy selling!
The Sales Coaching Institute provides some more information on overcoming objections during your sales presentation.