In today’s podcast we look at the last four stages of the sales process.  How you manage your sales presentation can make a tremendous difference in your ability to meet customer expectations, build your credibility, and consistently meet your sales objectives.

The Sales Presentation Process Part 2

In the last podcast we looked at the first four stages of our presentation sales process.  Stages 1 – 4.  If you missed it, you can find it at www.SalesStrategyWorkshop.com/006. Now we’re ready to finish it off with stages 5 – 8:

      5. Presentation/Demonstration.
      6. The Pre-Close and Proposal Delivery.
      7. Close The Sale.
      8. The Post Close.

Then we will look at section four – Post presentation sales activities.

 

Stage 5 Presentation/Demonstration

The Sales Presentation

The presentation demonstration stage of the sales process is where you prove to the prospect that you have the goods.  You represent the rightsales presentation sales process Stages 5 - 8 company, you as an individual can be an added resource, you have the right solution, and you can show the prospect that you have what they need.  The demonstration is where you prove the solution. You want your presentation to answer four questions:

  1. Why they should work with you.
  2. Why they should work with your company.
  3. Why your solution is best.
  4. Why they should do it now.

The Demonstration

In your demonstration stage, you want them to get excited about your solution and this is where you prove it.  When you demonstrate your products or services.  Don’t do a generic demonstration.  Your demonstration must be specific to their needs.  When you demonstrate a feature you feel is of value to them, use a tie down to get agreement.Key points:

  1. Make sure you tailor the demonstration to what the prospect wants to see, not just what you want to show them.
  2. Look for the wow moments that make the prospect perk up and reinforce them.
  3. When you have a feature or benefit that fits the clients needs, build a story around it so they can visualize it helping them.
  4. Practice the your demonstration.  This is very important when dealing with technology.  Make sure everything works.

Stage 6 The pre-Close and Proposal delivery

One quick tip on closing.  Never be premature with the close.  Don’t attempt a close until the prospect is ready to be closed.  This means making sure that you have met their expectations.  You can do it with a couple of very simple questions:“Mr prospect, do you feel that our solution will meet your needs?”“Is there any thing that you would want to accomplish that this solution won’t help you with?Your questions could and should be tailored more to your situation, but do you get the idea?  You want to start uncovering any important items on the prospect mind or anything you may have missed and address them before you get into the close.

Stage 7 Close The Sale

Now you’re ready for sage 7, the close.  If you followed your process, most of the messy stuff should be out of the way.  If you asked the right questions, and addressed their concerns.  The close should be simple, right?

Well, that depends.  I what to give you one word of advice, I give in all my training sessions, be prepared to close more than once.  Even the most amenable prospect is likely to say no on the first pass, in fact if you used the question, “Is There any reason other than price why we can’t move forward with this today?”  They could say no to price.  You should have in your tool bag five ways to ask for the order.

Stage 8 The Post Close

During the sales process and particularly in steps 5, 6, and 7, things have reached an emotional high.  In the post close, your job is to bring them back down to earth.

When you look at the entire sales process, this is another area that’s often neglected.  You when through the entire sales process.  You got to the close and hopefully you made the sale.

In the post close, before you leave their home or office you want them in the same mental place they occupied when you first arrived.  To do this stick around and just talk to them, much like you did in the warm up stage.  This helps with buyer remorse.

I think you will find the podcast helpful, and I look forward to your comments.

If you get the chance, check it out.  You can also fine the Sales Management Workshop podcast in the Apple iTunes Store, and it’s free.

For more information on Michael Carter’s Sales Training Programs follow this link.

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