Sunday, January 31, 2016
7 STEPS TO PREPARE WINNING SALES PRESENTATIONS
The following shares 7 foundational steps used to create winning presentations that have resulted in millions of dollars worth of sales to date!
Step #1: WHO IS YOUR SLAM DUNK CLIENT?
The goal here is to nail down as closely as possible what we call “an Avatar” for your perfect client… the person who is the absolute “slam dunk” prospect for your offer – someone you can identify, someone you can reach either through your own list or one you buy, someone with whom you have a natural affinity – through age, occupation, hobby, lifestyle, condition, whatever.
Step #2: DESCRIBE YOUR POWER AND PROVE IT
What is your SINGLE greatest power as it relates to the problems/pains facing your IDEAL client? It’s important to pick a power that’s USEFUL to your prospect. If you can play guitar like a fiend, but they aren’t interested in that, you and your guitar don't matter.
So let’s say their biggest pain is hitting a drive down the fairway straight and long but they can’t and because of this, they are extremely frustrated.
In this case, your power could be that you can knock the ball 275 yards down any fairway regardless of wind, rain, or course conditions setting you up perfectly for your next shot…
AND you know how to transfer this skill to ANYONE with four easy steps!
That’s the important part… not only do you have the proven power to solve their deepest heartfelt need, you can literally transfer that power to THEM!
So… What do you do that your prospects would find amazing and walk across broken glass to learn the secret to?
Step #3 DESCRIBE YOUR OFFER IN DETAIL
Important: Remember that all the components of your offer provide the gasoline that powers the transformation you enable in your prospects’ lives – whether it’s hitting that ball down the fairway straight, long and true… enabling them to retire at 55 with a boatload of cash that’s safe and secure… or whatever.
Bottom line on offers… look at it and make sure that it’s as powerful and as good as you can possibly make it. It should be so good … and so perfectly targeted to fit the needs and wants and heal the pains of your prospects that they would be out of their minds to let it slip from their fingers.
Step #4 DESCRIBE THE PROSPECT’S TRANSFORMATION
Based on finally being able to accomplish the Proven Power that you were able to bestow, what is the ultimate outcome/transformation someone is going to experience after going through your product, program or service?
Make sure to include not only the transformation that has occurred, but also go into the difference the change has made to other clients.
For instance, “if I was suddenly able to consistently drive the golf ball long and straight down the fairway, I could lower my handicap dramatically…enter tournaments with the expectation of success…and best of all, totally STICK IT to my golfing buddies who’ve been ribbing me for years about driving the ball into the weeds on every tee shot. Now THAT’s a result I can’t wait to experience!”
Step #5 – DESCRIBE YOUR TEACHING POINTS
The “teaching” part of the presentation is where you give out some “how-to” information – all tied directly to the offer you will make them at end of your presentation.
If you had to come up with 3 to 4 steps for helping your prospect achieve the outcome they desire most, what would those four steps be?
Step #6 – TELL YOUR STORY
In your winning presentation, you will tell your story of struggle, pain and frustration… which led eventually to success, joy, and fulfilment.
Your story should contain the following elements:
- When you get started doing what you’re doing.
- Describe why you started doing what you’re doing.
- Use emotional language. Show your passion.
- Identify problems that you had when you got started
- Then talk about the solutions you looked for to solve these problems… talk about failures you had.
Talk about the breakthrough you had that enabled you to turn the corner and help you finally succeed.
Summarise your story in two to three sentences and tie it into the end result your product provides.
Step #7 – WHY WOULDN’T THEY BUY?
You’ve nailed down all the great elements of your offer – it’s features, benefits, transformational attributes, pricing, guarantee, etc. Now…
To make sure you can clinch the sale, you need to get inside their heads one last time and figure out all the reasons why they would NOT buy your product, program or service?
You want to answer all of your prospects objections during your presentation. Just write down every objection your prospect could have and then figure out how you are going to answer that objection in advance.
So there you have it, the 7 foundational steps for creating a winning sales presentation!
Yes, it is a lot of work but doing the work gives you all the ammunition you need to create an asset that can win more sales revenue!
All the best with your business communications!
Posted in
Business presentations Conference presentations Presentation skills training Sales presentations,
Business presentations Presentation skills training Sales presentations
by effectivecommunication.com.au
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