But your customer doesn’t care about you. They want you to talk about them.
They want to know how you, your product or service will help them solve a problem.
Rehearse First
Before you actually deliver your presentation or present your business case, run through it to make sure that everything focuses on the prospect, their business, their company, and their problems.
If possible, rehearse it at least one time and record it so you can hear exactly what you say and how you say it.
Show the ROI
Also known as the WII-FM theory-What’s In It For Me?
Every sales presentation MUST focus on how your customer will benefit from using your product, service, solution or company.
Will your product or service reduce expenses, improve turkey telegram data productivity, eliminate errors, shorten shipping time, or increase sales?
Back Up Your Case With Numbers
When possible use figures, numbers, dollars or percentage to demonstrate actual results.
However, make sure that it is easy to understand the bottom line. The less you try to “sell them” and the more you focus on helping them solve a problem, the more you will stand out from your competition.
Virtually every new prospect you meet with has some concern about using your product, service or company or about changing vendors or suppliers.
In today’s tough sales environment, it is essential that you address this in your presentation. Don’t ignore it! Here is how you do it.
Ask Your Prospect About Their Concerns
First, ask your prospect, “What concerns, if any, do you have about changing vendors?”