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Beyond Selling Value

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Beyond Selling Value

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  1. Beyond Selling Value Chapter 10 “Your Moment in the Sun” The Business Presentation

  2. Presentation Process • Developing your presentation draft • Preselling the presentation • Reviewing the draft with your coaches • Rehearsing the presentation • Managing the presentation logistics • Delivering your presentation effectively and successfully • Following up the presentation

  3. Developing the presentation • What do you want to accomplish? (Begin with the end in mind – DM action) • What have you learned about the account? (Critical business decisions) • What is the business fit? (Know it and be able to clearly explain it)

  4. What’s in the presentation • Cover page • Objectives • Agenda • Customer business overview • Your company overview • Business Fit • Action steps/timetable

  5. Developing a draft • Develop a fresh draft for each customer (eg. Insurance plan) • Weave a story • Elaborate on and support each bullet point • No draft is a “final version” (coach review) • Differentiate yourself and your company

  6. Media Selection • How much time do you have for the presentation? • How significant is the opportunity? (less cost focus, more business impression) • Comfort zones (most effective vs. comfort)

  7. Presell presentation • How • Phone, in person, confirmation letter • Objectives • Introduce yourself • Date, time, location • Overview of meeting issues • Express hope of seeing them meeting day

  8. Coach review • Have draft handy • Insistent and specific • Encourage chances • Ask specific questions • Fill them in

  9. Rehearsal guidelines • Focus on content • Start with hard copy • Open strong (1st 90 seconds) • Nail transitions • Do it again • Jury of peers • Get a visual

  10. Managing logistics • Conference room • Internet meeting • Give yourself time • Tool up • Get graphic • Hard copies • Role out (each person’s role)

  11. Delivery • Confirm length of time • Set tone with opening • Crisp pace • Repeat important ideas • Smooth transitions • Close strong to stimulate discussion • Preclosing video - http://www.youtube.com/watch?v=MCrZVt2Yaq8&feature=relmfu

  12. Follow up • Thanks decision maker and others • Review action steps • Reiterate success criteria • Schedule follow up meeting • Follow up video: http://www.youtube.com/watch?v=45gABwNHCj4&feature=relmfu

  13. Tips for good presentation • Stand or sit next to prospect • Use visuals • Dress appropriately