Who is your sales presentation about?

Is it about you or your prospect?

Originally Posted by bluenote Is it about you or your prospect?

Assuming that you're talking about a presentation vs. a needs assessment, I believe the presentation is about your product/service, but within the larger context of the prospect's specific needs.

Originally Posted by bluenote Is it about you or your prospect?

I believe the real question is whether a presentation about your (the seller's) company is EVER appropriate.

I coach salespeople to only give a presentation (or a demo) as a way to answer specific questions posed during the sales process - or - as a way to counter competitive "mines" that may be or have already been laid. If you start every sales presentation with your company story, you're focused on your needs and not the prospect's.

If you're meeting with low level prospect contacts, they will love to waste your time viewing your 75-slide company story and product presentation. You get a chance to demonstrate your acting ability. They get information they feel they require to "evaluate" you. I mean, they don't have anything better to do, right?

Now, when you're meeting with a decision-maker or another powerful and influential executive, they could care less about your company story or watching a canned presentation. Sure, they want to know they are talking to a solid, reliable company and you need to finds ways to communicate your strength. But they are really only focused on two things - your understanding of their business problem and your ability to provide a competitive solution.

That's the only reason to conduct a presentation.

For example, two years ago, I walked up to the booth of a prospective client at a major trade show. While waiting for the CEO to finish with a meeting, I asked one of the salespeople, "How's the show going?" His response was, "Great. I've got my demo down to six minutes." Right then I knew I had a good opportunity for a sales training engagement. If this guy's only focus was how fast he could show the same five or seven things about his complex and costly product to a wide variety of booth visitors, this company had needs. I was right.

Originally Posted by bluenote Is it about you or your prospect?

My sales conversation centers on the forces in play when selling a home (Supply/Demand, Differentiation, Pricing, Marketing, Property, etc.) and how they relate to the prospective client's situation. I get asked about and cover the brokerage fee and where our buyers come from but usually I don't have to say much about myself or the company.

Originally Posted by AZBroker I get asked about and cover the brokerage fee and where our buyers come from but usually I don't have to say much about myself or the company.

You don't use a company talk?

There was no question in my mind that I wouldn't get long winded answers to this simple question.

The simple answer is.. It's about YOU.

Anything less and your stuck in the battle of the remainder of the 99% of sales people and sales trainers.

Originally Posted by bluenote There was no question in my mind that I wouldn't get long winded answers to this simple question.

??? I don't understand what you mean.

Originally Posted by bluenote The simple answer is.. It's about YOU. Anything less and your stuck in the battle of the remainder of the 99% of sales people and sales trainers.

You're saying the sales presentation should be about the salesperson?

Originally Posted by bluenote Anything less and your stuck in the battle of the remainder of the 99% of sales people and sales trainers.

I'm not sure what you mean, bluenote. Could you please elaborate just a bit? Thanks.

Originally Posted by Marcus ??? I don't understand what you mean. You're saying the sales presentation should be about the salesperson?

Without question.

Originally Posted by Skip Anderson I'm not sure what you mean, bluenote. Could you please elaborate just a bit? Thanks.

See above.