How important in the sales process is the actual presentation

Well said Jacques

Quote:

Originally Posted by Snowboy

William - Creating a presentation based on your own personality shoud come as a normal thing to anyone in sales. Delivery of any topic in sales should be done using a personal touch. Does anyone else agree with this?
CHeers.

"When the only tool you have is a hammer, everything that needs to be fixed will get nailed." - Annon.

There are far more effective sales tools than presentations.

Quote:

Originally Posted by JacquesWerth

There are far more effective sales tools than presentations.

I believe it's the presentation bit that holds salespeople back from being perceived as peers by buyers. That's why buyers often demand detailed proposals, detailed presentations and other bits and bobs which cost the seller a small fortune. And this small fortune is spent on buyers who've never expressed a conditional commitment to buy if the seller can fulfil their buying criteria.

Most of these buyers are not wildly committed but merely mildly interested.

How come that the non-presenting professions don't have the typical sales problems? Have you ever seen a heart surgeon do a sales presentation. It's justified because he's selling a $100,000 triple bypass procedure.

He doesn't present and no one argues and haggles with him. Why is that? I think it's because a thorough diagnosis was done beforehand, and the patient came to the decision to change (buy the procedure) without any coercion or typical closing techniques from the doctor. The doctor's power lies in the fact that he gives the power of decision to the patient. The doctor is fine whatever the patient decides. The doctor doesn't overcome objections.

I still believe that doctors are some of the best salespeople out there. But that's just me. And being a former medical professionals (well, embalmer), I'm a bit biased for the medical profession.

My idea of a presentation is presenting the pros and cons of a recommended solution. Doctors do that too.

Quote:

Originally Posted by Iceman

My idea of a presentation is presenting the pros and cons of a recommended solution. Doctors do that too.

Iceman, it seems to me from your comment that yours is not even a proper presentation (one-way preaching) but a relaxed and honest hype and bull****-free dialogue between peers. And that's brilliant.

Quote:

Originally Posted by Bald Dog

Iceman, it seems to me from your comment that yours is not even a proper presentation (one-way preaching) but a relaxed and honest hype and bull****-free dialogue between peers. And that's brilliant.

I have never known another way. How do others deliver presentations? Why would a presentation be one-way preaching?

Quote:

Originally Posted by Iceman

Why would a presentation be one-way preaching?

In my experience, the salesperson comes into the boardroom, grabs hold of the projector's remote control, and then the monologue starts. The salesperson talks and the audience listens. After the presentation the manager says, "Good work Joe. I loved the dancing Teddy bear on the screen. I'll present your presentation to the boss, and if interested, we'll get back to you."

This is what I meant. And it happens so often.

Quote:

Originally Posted by Bald Dog

In my experience, the salesperson comes into the boardroom, grabs hold of the projector's remote control, and then the monologue starts. The salesperson talks and the audience listens. After the presentation the manager says, "Good work Joe. I loved the dancing Teddy bear on the screen. I'll present your presentation to the boss, and if interested, we'll get back to you."

I have not experienced that type of presentation before. Are there industries where that is standard procedure?

From my experience I see the use of a Power Point presentation is valuable in that it allows one to smoke out the major hitters within a company much earlier than a one-on-one sales call.

It doesn't guarantee that 100% will be in attendance, and probably they aren't.

I've had excellent results using a presentation like this when selling large groups where multiple people are involved with the buying decision.

Chuck

Quote:

Originally Posted by Iceman

I have not experienced that type of presentation before. Are there industries where that is standard procedure?

That's not a presentation style that I've used either. Maybe it's a coporate thing?

How important in the sales process is the actual presentation

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