How important in the sales process is the actual presentation

gpeterman

Some of my colleagues at work feel they need additional sales training on how to present our company. They actually think that to have each of us give our 20 minute presentation will be beneficial to each of us.

I feel that the presentation is the culmination of all the other steps of the sales process that got you to the presentation point and while the presentation itself is important, all the other steps prior to the presentation are far more important. If you dont know your audience, understand their pains and have built rapport, you are just throwing a dart and hoping for a bullseye regardless of how well refined your actual presentation is.

Anyone have any feedback on this?

Houston

I think you're right about the role of the steps prior to the presentation. If your company feels the same way then what kind of presentation are they wanting you and the others to give?

pmccord

Is it a standard, "canned" presentation? Or does each salesperson have the freedom to create their own presentation?

If is a company canned presentation, then the only benefit from group practice is to get feedback on the "sincerity" and polish of the presentation (and to give management an opportunity to evaluate how well or poorly their "message" is getting out--and who to come down on).

On the other hand, if each salesperson has the opportunity to develop their own presentation, the practice sessions can be very beneficial. It's a great opportunity to get feedback on what is good and want needs to be worked on. It gives everyone else the opportunity to pick up some tips on what one salesperson is doing that is really good. It gives those with less confidence and polish the opportunity to work on their presentations. It can give the group opportunities to present to different types of "buyers" and in different "situations." It can give people the opportunity to try new things. The benefit list is almost endless.

But the benefits of group presentations are only there if the salespeople take the task seriously. That's where the tough part comes in--getting buy-in by everyone that the exercise can be helpful.

Typically, if it is a company canned presentation, it's pretty useless because the only objective of most people is to get the words down exactly without the slightest interest in what they're really doing. But, then, company canned presentations tend to be pretty worthless anyway. But that's a whole different discussion.

Bald Dog

gpeterman,

I believe if you replace your presentation with a well thought-out diagnosis, you run farther and it better differentiates you from the other salespeople who are selling by presenting.

When I was an embalmer I saw how doctors were selling $100,000 plus procedures without selling. They diagnosed the situation and let patients decide what they wanted to do. There was no pressure only the facts.

And as we know, people don't argue with doctors.

What do you think?

__________________
Raise your sight! Blaze new trails! Compete with the immortals!
Tom “Bald Dog” Varjan
Request your free copy of "B2B Online Business Development Insider For Wise Buyers" at http://www.varjan.com

Snowboy

Houston,
I agree with your comment

Good work

ozzie

In my business the presentation does not seem to be a high priority with my customers. If we're talking about the way I present myself, then yes, I think that makes a big impression on them.

Many of my customers aren't really interested and don't have time to look at my demonstration products. They want to visit with me and leisurely look through the brochures in their own time.

My business has been steadily growing since I started last October and I had my biggest sales this campaign. (campaigns are every 2 weeks).

__________________
My Avon Site

His & Hers Blog

JacquesWerth

Being a good presenter does not necessarily make you a skilled salesperson. It is just one of several skills that enhance your probability of succes

Presenting is akin to marketing activities, which are one-to-many communication modes.

It is far more important to develop personal relationships of mutual trust and respect. The latter is a sales activity, which is a one-to-one communication.

dodobird

Hello,
I think I agree most with Paul. (Great Comment Paul),

I think it is imperitive that all staff have their own personalised presentation or if it is a "canned" presentation the freedom to put their own personality in it.

Cheers.

Snowboy

Agreed Ozzie - Self Presentation in any sales field is important

Snowboy

Well said Jacques - Keep up the great post and comments