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Beyond Selling Value

Beyond Selling Value. Chapter 10 “Your Moment in the Sun” The Business Presentation. Presentation Process. Developing your presentation draft Preselling the presentation Reviewing the draft with your coaches Rehearsing the presentation Managing the presentation logistics

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Beyond Selling Value

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  1. Beyond Selling Value Chapter 10 “Your Moment in the Sun” The Business Presentation

  2. Presentation Process • Developing your presentation draft • Preselling the presentation • Reviewing the draft with your coaches • Rehearsing the presentation • Managing the presentation logistics • Delivering your presentation effectively and successfully • Following up the presentation

  3. Developing the presentation • What do you want to accomplish? (Begin with the end in mind – DM action) • What have you learned about the account? (Critical business decisions) • What is the business fit? (Know it and be able to clearly explain it)

  4. What’s in the presentation • Cover page • Objectives • Agenda • Customer business overview • Your company overview • Business Fit • Action steps/timetable

  5. Developing a draft • Develop a fresh draft for each customer (eg. Insurance plan) • Weave a story • Elaborate on and support each bullet point • No draft is a “final version” (coach review) • Differentiate yourself and your company

  6. Media Selection • How much time do you have for the presentation? • How significant is the opportunity? (less cost focus, more business impression) • Comfort zones (most effective vs. comfort)

  7. Presell presentation • How • Phone, in person, confirmation letter • Objectives • Introduce yourself • Date, time, location • Overview of meeting issues • Express hope of seeing them meeting day

  8. Coach review • Have draft handy • Insistent and specific • Encourage chances • Ask specific questions • Fill them in

  9. Rehearsal guidelines • Focus on content • Start with hard copy • Open strong (1st 90 seconds) • Nail transitions • Do it again • Jury of peers • Get a visual

  10. Managing logistics • Conference room • Internet meeting • Give yourself time • Tool up • Get graphic • Hard copies • Role out (each person’s role)

  11. Delivery • Confirm length of time • Set tone with opening • Crisp pace • Repeat important ideas • Smooth transitions • Close strong to stimulate discussion • Preclosing video - http://www.youtube.com/watch?v=MCrZVt2Yaq8&feature=relmfu

  12. Follow up • Thanks decision maker and others • Review action steps • Reiterate success criteria • Schedule follow up meeting • Follow up video: http://www.youtube.com/watch?v=45gABwNHCj4&feature=relmfu

  13. Tips for good presentation • Stand or sit next to prospect • Use visuals • Dress appropriately

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