If you do not like the first few episodes of a TV series, do you continue to watch it until the final episode? Probably not. You may not suddenly like it, especially when you have so many other options to watch.
Unlike TV shows, a potential customer will leave you at the very beginning when they do not have a significant start on their first date. The first 10 minutes determine the fate of the victory or defeat of this meeting, and this means that you must have a great start.
Here are the things to look for when selecting yours.
1) Specify your audience.
When you are offering a Presentation for sale It is important to say who you are talking to because they are sitting in front of you. But when you are in touch with your potential salesperson by phone or video link, he or she may just be behind the line.
Knowing your audience is essential because it allows you to tailor your message to the specific needs, goals, and participation of each individual in the purchasing process.
At the beginning of a sales presentation, quickly identify who you are talking to by asking this question:
* Are you and me (potential customer) just in this meeting or will others join us? *
If there are more people behind the line than you expect, ask everyone to introduce themselves and pay special attention to their position to understand the role they play in the deal.
If you do not know why these people are participating in the conversation, ask after introducing themselves:
* Glad to meet you (person’s name), let me tell you, is there anything special you want to know about this? *
2) Create a relationship.
In the next step, connect with people a bit before moving on to your presentation.
Having a friendly and natural tone from the beginning is very important and makes the buyer more eager to participate in the conversation. In addition, getting them to talk on time makes them more likely to ask questions during the main presentation. And this gives you a chance to manage potential customer complaints and concerns before it disrupts the deal.
Instead of asking about their day or the weather in their city, try to describe something about their website or business.
Below you can read some frequently used sentences in this regard:
– I heard you have produced a new product, it looks great. What inspired you?
– It is very good that you (x service) provide. It seems that most companies in your field do not have these services.
– (Comments, case studies and descriptions) I reviewed you. You have reached the peak of your work with (common ground). Do you have a special point for my colleagues in (relevant section) so that I can convey it to them?
3) Set a schedule.
An unplanned presentation instead of a completely interconnected narrative seems like a string of irrelevant facts.
Creating a plan gives the buyer a clear plan of where you are in the conversation right now, what the next step is, and where you want to end up at the end of the meeting. Gives a greater sense of control. Potential customers talk more because of this sense of control – so you have a clearer view of what they think during the meeting.
Try the program * Purpose, Benefits, Inspection *
Specify the purpose of the meeting: What are the key points you are discussing?
Explain the benefits to the potential customer: How does having this information help them?
Check to see if a potential customer is involved in the discussion: Ask * What do you think this is? * Or * Is there anything else you want to know? *
This strategy will help you keep everyone in the conversation.
4) Tell them they can ask you a question.
Your demo or presentation should be interactive. Nothing stops you from listening to a potential customer faster than presenting an endless amount of information and figures.
Instead of talking to your audience for 20 to 30 minutes, try talking to them. Make sure they know they can ask you welcome questions. This has another advantage, and that is that by encouraging potential customers to ask questions, you can respond to their objections when you still have time to resolve them.
Now look at a few examples whose tone varies from joke to formal in sales:
Ask any question that comes to mind. Believe me, I love my voice as much as the others, but when only I speak, you get bored.
– I would rather discuss than give a speech for half an hour, so please participate in the discussion with any questions or comments you have.
– Please stop talking to me with your questions whenever you want. I’ll be happy to give you more information or explain it in a different way if something is not clear.
5) Summarize what you know.
Looking for the best way to change the space to the original presentation? Summarize your potential customer problem or their perception of their position in two or three sentences.
Summarizing their biggest challenges has several advantages. First, it focuses on dialogue. Second, it allows you to present the features of your product exactly as it relates to your potential customer challenges, which leads to their greater participation in the discussion.
Consider the following example about sales:
– During the previous conversation, you raised some points that you were dissatisfied with or that you were looking to improve – especially x, y and z. Is this true?
Once the buyer has confirmed your opinion, you can gently move on to the main discussion by saying * Excellent, so let’s look at how our product helps solve your challenges. *
Optional: Set a default contract.
Many sellers wait until the end of the discussion to suggest the next steps. This process seems logical: if we consider the meeting to be successful, buyers will be more interested in advancing it at the end of the discussion.
Dave Matson, CEO and CEO of Sandler Training, suggests creating a default contract with the desired results from the beginning.
Here is a verbal example of this:
If at the end of this trial you feel that this (product) can help solve (x or y challenge) you can agree to (next step).
There are two possible outcomes: the buyer agrees or disagrees with your next step. If this is the first time, you are in full agreement with what will happen next. If not, you have the chance to search for their considerations and expectations and find a compromise.
With that in mind, make a solid start at the beginning of your sales meetings. Your potential customer will come to you from the beginning and you are more likely to be with this contract until the end.