Your closing process will often require you to speak to a board or a group of people about your product or service, and you must provide value to your audience when presenting in person. The Sales Evangelist Certified Sales Training Program provides specific sections for prospecting, building value, and converting to a paying client, and we’ve designed the training to help sellers prepare for presentations and to train their teams to do the same. It’s designed to help sales reps and sales teams improve their skills, find the right customers, adopt the right activities, ask the right questions, build strong value, and close more deals. Guessing game Many situations demand that sellers meet with a team of individuals who will ask a variety of questions about the product or service. You’re wasting your time if you don’t understand the problems they need to solve or the challenges they are facing. It doesn’t make sense to play the guessing game during the limited time you have with this group of people. Once you understand the issue, you must also determine who the decision-makers and buyers are. You must understand the timeframe they are working against and their budget for the purchase. The company you’re pitching to will also bring in competitors who will pitch as well, but they aren’t your concern. Storytelling John Livesay recently spoke about storytelling and the need to be memorable. It doesn’t matter who presents first or last, but rather who tells a better story. Consider having other team members attend the presentation with you and introduce themselves by telling an interesting story. Perhaps your CTO can share how his love of Legos® pushed him to create complex things and find solutions to problems. It inserts personality into the presentation. Tactical presentation Make sure you know who will present information on the buyer’s behalf. Have someone from your organization research to determine who will attend. If possible, learn what those people hope to discover from your presentation. Engage your champion, or the person you’ve been working with to this point, to find out whether you can introduce yourself prior to the presentation. When you do that, ask them what questions they’d like you to address in your presentation and then be prepared to address those specific topics. Once you understand who will attend and what information they’ll be seeking, you can build your presentation around those topics. Recruit help If at all possible, take someone else to the presentation with you. Take several people if you can. Assemble a team of people from different departments. When you set up in the conference room, don’t divide yourself on opposite sides of the table. Use name cards for both groups to indicate where different people should sit. Also make sure you spell everyone’s names correctly. Intersperse the members of your group among the members of the company you’re pitching to. When you have breaks in the action, because the two teams are sitting together, they’ll be able to share conversation instead of squaring off like rival gangs. We recently used name cards for a presentation and they were a huge hit. The company was blown away by the preparation and the organization that went into the meeting. They assumed that if we were willing to invest that much preparation in a presentation like this, we’d certainly do it in our efforts to help them solve their problems. Control engagement Develop slides that include imagery rather than a jumble of words. Tell a story about the problem your prospect is facing and how you can help solve it. Demonstrate your solution. Assign one member of your team...

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