Back Up Your Case With Numbers

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If possible, rehearse it at least one time and record it so you can hear exactly what you say and how you say it.

Show the ROI
Also known as the WII-FM theory-What’s In It For Me?

Every sales presentation MUST focus on how your customer will benefit from using your product, service, solution or company.

Will your product or service reduce expenses, improve productivity, eliminate errors, shorten shipping time, or increase sales?

When possible use figures, numbers, dollars or honduras telegram data percentage to demonstrate actual results.

However, make sure that it is easy to understand the bottom line. The less you try to “sell them” and the more you focus on helping them solve a problem, the more you will stand out from your competition.

Address the Risk Issue
Virtually every new prospect you meet with has some concern about using your product, service or company or about changing vendors or suppliers.

In today’s tough sales environment, it is essential that you address this in your presentation. Don’t ignore it! Here is how you do it.

Ask Your Prospect About Their Concerns
First, ask your prospect, “What concerns, if any, do you have about changing vendors?”

This demonstrates that you recognize that they may be concerned about switching suppliers.

It can instill confidence, and in many cases, it will uncover additional information you can use to improve your presentation.