In a sales presentation, three keys must be examined: what your prospect is looking for, how they can be convinced of that need, and what marketing strategies will help reach them. The first key in each situation is easy to look at. Your prospect may have a problem that you can solve. It is the second key, which is the foundation of your sales presentation, that makes the difference between success and failure.
Let's examine this issue with regard to the need for vitamins. How is it that this need can be understood? What are the problems that people who take vitamins have? People are always searching for solutions. When they do not have any, they tend to turn to their food supplement manufacturers, or go to the doctor.
Then they want to be sure that the answers to their questions are right in front of them. Vitamins may be the solution. So the problem is not just one of nutrition. The potential customer's needs are there, but the knowledge of how to solve them must be developed. Therefore, the following are the two keys to understanding the dynamite sales presentation:
What problems does your prospect have that you can help solve? Why is that a potential customer looking for such a solution? What are their needs, and how can you best meet those needs?
At this point, you can begin to see the big picture of your prospects, and begin to recognize a need that they all share. While this may not be obvious at first, it is a solid foundation for a successful sales presentation. Once you have this, you have the beginnings of your product or service.
Now that you know what your prospect's needs are, you need to develop a solution that meets those needs. This can be done in a number of ways, but remember, in order to make sales you must have the ability to entice your prospect to purchase your product or service.
For instance, your prospect may be looking for weight loss products that are natural. You may also be dealing with a growing population of seniors. These demographics can be quite demanding. If you have a product that is a dietary supplement to ease weight loss, your prospect would not necessarily expect a full-blown solution.
However, if you are able to work towards a weight loss plan that is natural, and involve vitamins and lifestyle changes, you could attract their attention. If you offer a carrot like "a healthy body with better skin"a healthier heart," you have accomplished a natural component to your pitch.
One technique for developing a dynamic sales presentation is to encourage your prospects to try your product first. The more they are involved in your campaign, the more likely they are to be interested in buying your product. If they like it, they will tell their friends, and then you can increase the attention you receive from your prospects as they promote your business to their friends.
This process also helps you in your work to persuade your potential customer. If you are in the weight loss industry, you may need to motivate a potential customer with the idea that they will lose weight by taking your product. The word "natural" tends to be an attraction, when we are talking about the problem of weight loss.
Yet another critical ingredient is to offer the solution of weight loss in addition to natural, health supplements. If you have natural supplements along with an underlying program to help people lose weight, you can continue to work on the creative part of your sales presentation, and begin to focus on solving the needs of your prospects. The more involved they are in your company, the easier it is to sell them on the need.
