As an outside salesperson, you know how important it is to present the right product or service to your client. But how can you ensure that you do that effectively and consistently? Here are some tips to help you prepare, research, customize, demonstrate, and follow up on your product or service presentation.
Before you meet with your client, you need to have a clear idea of what you want to achieve, what you want to say, and how you want to say it. You should have a well-structured presentation that covers the main points, benefits, and features of your product or service, as well as the value proposition, the pricing, and the next steps. You should also have supporting materials, such as brochures, samples, testimonials, or case studies, that you can use to reinforce your message and address any objections or questions.
If you know the challenges and problems your clients face then you'll know the solutions that will help them to solve them. And the solution should be your product (surprise :) ). So before pitching your product or service, it's crucial to do deep research about your customer to understand the status quo, so you can speak about the challenge first and then offer the right solution = your product.
Know what your product is or isn't, how its positioned and how it can help the customer. Know the pricing and be able to use samples ,case studies or testimonials to back up your claims and handle objections. Your presentation should be designed to prevent common objections.
Para presentar el producto o servicio adecuado, comprende las necesidades del cliente mediante investigación y escucha activa. Personaliza la presentación, utiliza demostraciones y ejemplos relevantes, y solicita feedback. Mantén transparencia y realiza un seguimiento para garantizar la satisfacción del cliente.
To present the right product or service to your client, you need to understand their needs, goals, challenges, preferences, and decision-making process. You can do this by conducting some research before the meeting, such as browsing their website, social media, or industry publications, or by asking them some open-ended questions at the beginning of the meeting, such as what are their current pain points, what are their expectations, or what are their criteria for choosing a solution. By doing this, you can tailor your presentation to match their specific situation and interests, and show them how your product or service can solve their problems and add value to their business.
Research the prospect to understand their needs. Before the meeting you can use outside sources. If possible try to do a discovery call; asking open ended questions to understand their needs and include the right product and service in your presentation.
Muitos acreditam que vender é apenas utilizar métodos de convencimento. O primordial para que haja um ciclo de vendas objetivo é desde a prospe??o, onde por análises é encontrado o target potencial e isso só é possível com profissionais que atuem de forma consultiva. A consultoria traz além de uma venda, contribui para que o produto ou servi?o correto chegue até quem realmente precisa acarretando em clientes que promovam a empresa positivamente. Há o tirador de pedido e vendedor consultivo , opte por ser sempre o que faz além de pedidos.
Once you have a general presentation ready and some information about your client, you can customize your presentation to make it more relevant, engaging, and persuasive. You can do this by using their language, terminology, and examples, by highlighting the benefits and features that are most important to them, by showing them how your product or service fits into their budget and timeline, and by addressing any potential objections or concerns that they might have. You can also use storytelling, analogies, or metaphors to make your presentation more memorable and relatable.
A lot of people make this mistake. As a sales rep you need to understand the level of oppurtunity and the client. If he is a high ticket client than generic presentations doesn't work as they have already seen those by your competitors too. Here's why customization is important - Brand the PPT/Presentation with their company logo and try and match to their color scheme. This impresses the client instantly. - use case studies and testimonials which are relevent to their needs. - Make sure you not only present their company challanges but also mention the overall industry challanges. Clients love the out of the box approach. - Show them what you can do to overcome their pain points rather than talking about the existing solutions you have
One of the best ways to present the right product or service to your client is to show them how it works and what it can do for them. You can do this by giving them a live demonstration, a video, a free trial, or a sample of your product or service, and by inviting them to interact with it, ask questions, or give feedback. You can also use testimonials, case studies, or statistics to show them the results and outcomes that your product or service has achieved for other clients in similar situations. By doing this, you can build trust, credibility, and confidence in your product or service, and help your client visualize themselves using it and benefiting from it.
Involve your client in the presentation. Let them try the features. Give them the experience of using it so they are engaged in the sales process. Let them feel what it is like to use own the product. Think of Automobile test drives.
After you have presented your product or service to your client, you need to follow up with them to make sure that they have understood your message, that they have no further questions or doubts, and that they are ready to move forward with the purchase. You can do this by sending them a thank-you email, a summary of your presentation, a proposal, or a contract, and by asking them for their feedback, their level of interest, or their decision. You can also use this opportunity to remind them of the value proposition, the benefits, and the features of your product or service, and to address any remaining objections or concerns that they might have. By doing this, you can keep the communication open, maintain the rapport, and move the sale closer to the closing stage.
Ask for the sale after the presentation if possible. Summarize everything in writing if you can not close and handle objections right after the presentation. In sales cycles with multiple decision makers, it is hard to close right after the presentation because there are more stakeholders.