How can you build rapport with prospects during a CSM training program presentation?

Hey sales pro, here is the secret sauce- Know your audience ???♂? Before your presentation, dive into your prospect's world. Discover their goals, challenges, and expectations. Craft your pitch to be the perfect match for their needs. When you show you get them, magic happens Ready to ace that presentation? ????

"use this information to tailor your presentation" - reader be cautious! Don't ever jump into a presentation. You need to earn the right to present. You should "present" but only in the context of your confirmed understanding of their goals/objectives and key challenges. Use #2 first to earn the right to ask questions.

To build rapport with prospects during a Customer Success Management (CSM) training program presentation, prioritize interactive and engaging communication. Begin by acknowledging their challenges and expressing empathy, creating a shared understanding. Incorporate relatable anecdotes or case studies to illustrate success stories and showcase real-world applications. Encourage active participation through Q&A sessions, polls, or interactive exercises, fostering a collaborative atmosphere. Tailor your content to resonate with the specific needs and goals of your audience, demonstrating a thorough understanding of their industry or context. Maintain a friendly and approachable demeanor, allowing for open communication.

Understand the unique needs and challenges of your prospects. This knowledge helps tailor your presentation to resonate with their specific interests and concerns, showcasing that you've done your homework and genuinely care about addressing their needs.

Start by thoroughly understanding their backgrounds and challenges to tailor your presentation. Engage actively by encouraging questions and listening attentively, showing that their input is valued. Use clear, jargon-free language, and incorporate relatable stories to make your content accessible and engaging. Adopt an authentic and approachable demeanor, demonstrating enthusiasm and confidence in your expertise. Focus on being helpful rather than sales-oriented, and follow up with personalized communication after the presentation. Lastly, demonstrate empathy towards their challenges to strengthen the connection and trust.

Story telling is key. How long will someone and pay attention? Not long, keep it short 30-60 seconds. Actively engage the brain. Stats, metrics, % - activate their listening and help you sound more credible. Try it, tell a short story, with and without metrics. Which one do you listen to more? Key! Tell the story based on your research about their role. Tell a relevant researched story about where you or your company has: 1) Helped a similar title with their Business Issue/Goal/ Objective 2)Enumerated one or two problems you solved 3)Provides the value/impact you, your company or solution provided. Give a metric, in each of the 3 above. No solution discussion at all! No one cares (yet) earn the right to share the solution.

Sales pro tip- Spice up your pitch with storytelling Share real success stories from your CSM training program. Paint a vivid picture of how it transforms challenges into triumphs. Keep it relevant, relatable, and unforgettable.

is all about story telling. Preferably you have an existing customer positive experience to reference. Be authentic and make sure you let your passion for the success of your customers become visible.

Weave relatable stories into your presentation. Narratives create a connection by providing real-world examples, making complex concepts more understandable. Sharing success stories, especially those relevant to the prospects' industry, builds a sense of trust and demonstrates the practical application of your CSM training.

Open ended are wonderful. However, never start with something as obtuse as "what keeps you up at night" or "what is your biggest challenge" Be a stellar CSM - do your homework and ask better questions based on your research and what you think might be a challenge, challenge or goal. Don't tell them what it is, ask them if you are close. For example: I was doing some research and I noted X. We have seen this with others in your role. Would this be something you are also facing? (Yes that is closed) but then follow up with an open based on the response. "It is? Can you tell me more?" "It is not, oh forgive me, can you tell me why you don't have this X or need this Y?"

Agree with Scott , showing you are truly prepared shows your commitment to your customer success. Customer understands help is needed , make sure you shine by demonstrating you have mastered your trait and you will not be satisfied until you have a complete picture of the situation

Let’s be real, we are not just there to present. We’re there to continue building trust but at the same time, continue understanding, key issues and gaining insights. So along the way, looking for opportunities, defined brief digressions to understand how that may relate or echo in the current state is extremely important if we want to identify other cross cell or expansion opportunities.

Engage your audience by encouraging them to share their thoughts and experiences. By asking open-ended questions, you invite them to express their opinions, challenges, and goals. This not only fosters a collaborative environment but also allows you to tailor your presentation in real-time to address their specific concerns.

So critically important. You gain credibility. You should ask to take notes. (this act alone demonstrates you want to actively listen. Play back what you heard and ask for confirmation. More times than I can count, I have played back almost word for word, what someone has just said, and when I ask for confirmation. "Did I get it right" They more often add to it and clarify more. It is wonderful and it demonstrates you are actively listening.

This is fundamental to be successful , unless you can show that you are listening to their inputs , it will be very hard to build trust . Go out of your way to make sure customer see this skill in action . Confirm during the dialogue, by confirming understanding, share your notes, commit to actions and maintain a tracker to show you are following up

Actively listening to your prospects demonstrates your commitment to understanding their needs. Take notes, nod in agreement, and ask follow-up questions to show that you value their input. This not only builds rapport but also ensures your presentation remains relevant to their priorities.

Optimistic language in your presentation fosters a positive connection with prospects. Instead of highlighting issues, emphasize solutions and improvements to inspire confidence in your CSM training program. A positive approach cultivates a favorable atmosphere, leaving a lasting, constructive impact.

Mirror them! Body language Pace of speech Tone and tempo The closer you can do this the more you are going to build rapport. Use common sense, don't do it thoughtlessly, do it with intent to seek to understand them.

Staying positive while realistic will be greatly appreciated . Customer may not see some blind spots they are challenge with and unless you can put a positive spin on your delivery , it could be lost . Understand the culture to see how much caan they tolerate to be auto-critical , but don't confuse a down to earth approach with a free card to use negative language.

Infuse your language with positivity. Highlight the potential benefits and positive outcomes of implementing CSM strategies. Positive language not only fosters enthusiasm but also helps create an optimistic atmosphere, making prospects more receptive to your message.

Sit and write your thank you note immediately after you close the dialogue . Demonstrate you were actively listening by highlighting key points. Ask for a follow-up if needed or required . Show you are at their service

Personalized follow-ups are key to reinforcing the connection established during the presentation. Send a thank-you email, referencing specific points discussed. Express your eagerness to address any further questions or concerns, showcasing your dedication to their success beyond the presentation.