The potential customer wants to know what you can do for them and to see if you understand their needs, wants, and desires. Now, let's look at The Presentation. This is where you present yourself and the product, being fully-prepared with the whole knowledge of what you learned before about their needs, wants, and desires. Also, you need to have the sales and marketing materials available, as you do your sales presentation. Here are two areas you need to review before you do your presentation:

Be Mentally Ready

1. Remember to dress for success. If you look good, you are ready. 2. Believe in yourself and show a lot of confidence. 3. Remember, you are the expert, not them. 4. Believe in what you are selling and sell what you believe. 5. Be prepared for anything that could happen. In other words, be flexible. 6. Have fun and build new relationships and friendships at the same time.

Have the marketing materials you need at the Presentation

1. Provide brochures of the different kinds of equipment that your company has available. 2. Present a free trail for 30 days, if that fits the potential customer's needs. 3. List all of your products and services you have available for them. 4. Provide a sales folder with pricing, if it is appropriate.

Finally, I have come to realize that the most excellent presentations I have seen with the highest closing rates have these aspects that are built into them:

1. The sales person presents their product with some drama and flair! 2. They have visual aids for the customers to review. 3. The sales person has a good grasp of breaking down the pricing for the customer, if needed at the client location. 4. Verbal communication is a listening exchange, with 70% being the customer and 30% being the salesperson. As sales people, we need to practice listening to the customer.

Dr. Terry Paulson, PhD of Turning Point Programs (training programs) always says, "Communication, The Listening Exchange." In other words, to do a great presentation, it is better to listen than to speak. At this point, you can close the sale unless there are a few objections. If there are any objections, are they directed toward you, your company, product, or service?

In the next few articles, we will deal with and review different types of objections. This is a very important area of sales, because without objections, the salesperson would be out of a job. One of the salesperson's main responsibilities is to handle these objections. If there were no objections, the company would just have one or two people taking orders over the phone, from their desks at the company office.


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About the Author

Presently, I am a Business Consultant for One Cup International Consulting Group. My background in sales, sales management, and operations provide strong organizational credentials.