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How do you handle objections and questions during and after your sales proposals and presentations?

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Sales proposals and presentations are crucial steps in the sales process, as they showcase your value proposition, address your prospects' pain points, and persuade them to take action. However, they also come with challenges, such as handling objections and questions from your audience, both during and after your pitch. In this article, you will learn some tips and best practices to create effective sales proposals and presentations, and how to deal with common objections and questions.

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Ashish Narang

Regional Sales Director at SACMI India, SACMI |TEDx Speaker | Best Selling Author | LinkedIn Creator Accelerator 22…

1 Know your audience

Before you start crafting your sales proposal or presentation, you need to do some research on your audience. Who are they, what are their goals, challenges, and needs, and how can your solution help them? What are their decision-making criteria, process, and timeline? How familiar are they with your industry, product, or service? Knowing your audience will help you tailor your message, tone, and style to their preferences, expectations, and level of knowledge.

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Ashish Narang

Regional Sales Director at SACMI India, SACMI |TEDx Speaker | Best Selling Author | LinkedIn Creator Accelerator 22 |Part Time Educator | YouTube- 51,000 Subscribers | LinkedIn 14K | Let's Connect ??
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One thing that really helps in instantly winning trust and building rapport during the very first call is conducting basic research about the customer. Find out who they are, what they do, what their pain points or aspirations are, identify common ground you share with them, and figure out how you can help them succeed. This not only helps you stand out from the competition but also makes the subsequent steps in the sales process easier.

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2 Structure your content

A good sales proposal or presentation should have a clear and logical structure that guides your audience through your main points and arguments. A common framework is the problem-solution-benefit model, where you start by identifying and empathizing with your prospects' pain points, then present your solution and how it solves their problem, and finally highlight the benefits and value of your offer. You can also use stories, testimonials, or case studies to illustrate your points and make them more memorable and credible.

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Ashish Narang

Regional Sales Director at SACMI India, SACMI |TEDx Speaker | Best Selling Author | LinkedIn Creator Accelerator 22 |Part Time Educator | YouTube- 51,000 Subscribers | LinkedIn 14K | Let's Connect ??
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The product or service you are offering can be top-class, but the customer may not perceive it that way if you badly organize the contents of your presentation. Before you start presenting, it's imperative to know the current knowledge of the customer about the industry, product/service, and offerings from competitors. For instance, if the customer is a novice, then it is always good to start by briefly sharing industry trends, then addressing their specific requirements, consulting them, and providing a solution. At the same time, if the customer is well-versed in the industry and product, then focusing on your unique selling proposition (USP) over competitors is more important.

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3 Design your visuals

Visuals can enhance your sales proposal or presentation by making it more engaging, appealing, and easy to understand. However, you should avoid cluttering your slides or documents with too much text, images, or graphics, as this can distract or confuse your audience. Instead, use visuals that support your message, such as charts, graphs, diagrams, or icons, and use colors, fonts, and layouts that are consistent, professional, and aligned with your brand identity.

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4 Practice your delivery

Your delivery is as important as your content, as it affects how your audience perceives you and your offer. You should practice your sales proposal or presentation several times before you deliver it, preferably in front of a colleague, a friend, or a mirror. This will help you improve your confidence, clarity, and fluency, as well as identify and fix any errors, gaps, or weak points. You should also pay attention to your body language, eye contact, and voice, and use them to convey enthusiasm, passion, and sincerity.

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Ashish Narang

Regional Sales Director at SACMI India, SACMI |TEDx Speaker | Best Selling Author | LinkedIn Creator Accelerator 22 |Part Time Educator | YouTube- 51,000 Subscribers | LinkedIn 14K | Let's Connect ??
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As they say, "Practice makes it perfect." You would never want to leave any stone unturned to win the deal. Practice helps you do just that. Once you practice delivering a presentation, it's better to involve your colleagues, ask for their feedback, and improve. Also, ask them to play the role of the customer and pose questions and objections. This kind of practice has really helped me improve my objection handling ability, boost my confidence, and hence my ability to win deals. I am sure it will also help you.

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5 Handle objections and questions

Objections and questions are inevitable in any sales proposal or presentation, and you should be prepared to handle them effectively. Objections are not necessarily a sign of rejection, but rather an opportunity to address your prospects' concerns, doubts, or fears, and to reinforce your value proposition. You should listen actively, acknowledge, and empathize with their objection, then provide a clear and concise answer that demonstrates how your solution can overcome their challenge or meet their need. Questions are also a way to gauge your prospects' interest, curiosity, or confusion, and to clarify or expand on your offer. You should answer them honestly, politely, and confidently, and use them to build rapport and trust with your audience.

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6 Follow up and close

The last step in your sales proposal or presentation is to follow up and close the deal. You should always end your pitch with a clear and compelling call to action, such as asking for a commitment, a signature, or a next meeting. You should also send a thank-you note, a summary, or a reminder to your prospects, and keep in touch with them until they make a decision. You should also track and measure the results of your sales proposal or presentation, such as the response rate, the conversion rate, or the feedback, and use them to improve your future pitches.

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Ashish Narang

Regional Sales Director at SACMI India, SACMI |TEDx Speaker | Best Selling Author | LinkedIn Creator Accelerator 22 |Part Time Educator | YouTube- 51,000 Subscribers | LinkedIn 14K | Let's Connect ??
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Follow-ups are often underrated but incredibly vital in the sales process. As Brian Tracy, the renowned sales coach, points out, "At least eight out of ten first purchases from a new supplier take place after the fifth call or visit." This underscores the significance of persistent follow-up and follow-through with clients. It's not just about making the initial pitch but staying engaged and nurturing the relationship until the deal is sealed.

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How do you handle objections and questions during and after your sales proposals and presentations?

1

2

3

4

5

6

1 Know your audience

2 Structure your content

3 Design your visuals

4 Practice your delivery

5 Handle objections and questions

6 Follow up and close

Sales Management

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How do you handle objections and questions during and after your sales proposals and presentations?

1

2

3

4

5

6

1 Know your audience

2 Structure your content

3 Design your visuals

4 Practice your delivery

5 Handle objections and questions

6 Follow up and close

Sales Management

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