Working as a Business Coach I have been struck by the lack of importance most people who sell place on having a good structure for their presentations. I have always advocated that having a great structure and a great script is just the most successful way to the top in sales.
Here’s my model to help you all dramatically improve your strike rates in your key meetings this year.
I call it simply the PRESENT model.
Follow every step religiously and you’ll see results almost immediately. Remember that as in all things, practice makes perfect.
So let’s go through the steps individually
P is for PREPARATION,
I was speaking recently to some colleagues who are, or have been professional buyers. I asked them what percentage of salespeople, actually come prepared for their meetings. The general consensus was that it was as low as 30%. This is criminal.
ALWAYS prepare thoroughly.
ALWAYS send an agenda in advance. It’s really professional, gives the meeting structure and sends a clear message of intent to your prospect that you are there to do business.
ALWAYS have a checklist of everything you need in the meeting. All forms, paperwork, information and tools.
R is for RAPPORT,
For most, this is where they win or lose a sale. Building Rapport is so important but most salespeople don’t even recognise this as a key part of the presentation.
People buy from people they like. You like people who build rapport with you, full stop.
Most salespeople go straight for the pitch and this is the kiss of death.
Here’s my two tips.
1) Do a tour of the clients premises. Get to know them and the business by literally walking around. If they don’t have a premises you can walk around, do the verbal equivalent.
2) Be aware of their DISC profile and learn to adapt to their style. Unaware of what DISC is? Read my blog,
Sales Tales- DISCribe your clients
E is for EXAMINE,
This is all down to preparation. Script a list of probing questions. Your role is simply to get to the heart of the problem your prospects have. This for me is the most important part of the presentation. You have no right to sell until you understand fully what your prospect’s problem is. Write out 20 great questions that draw out your prospect. Practice them before every meeting.
S is for SHOW
Now you can make your formal presentation. You have built great rapport and more importantly you now know what their actual problem is. Now you can offer the solution. Adjust your presentation to your prospect’s needs. DON’T go through the motions.
E is for EFFECT
This is where you get to influence your prospect. Use DISC again here. The language is inclusive “when we work with you”. “We could start with this option” etc. We is really important.
Handle the objections as they arise as they really are a sign that they are interested. Again script out the main objections you get and your answers. You need to practice these. There really are only 6 key objections. How can you not prepare effectively for these.
N is for NAIL IT
So obvious and yet it doesn’t happen enough. Far too many salespeople are terrified to take the final step. Worse still is that you ask before you follow my process.
Ask you must though. No fancy closing techniques, just ask, ask again and then ask again. You have earned the right to ask.
T is for THANK YOU
I was absolutely amazed to hear from the buyers that at least 30% to 40% of salespeople don’t actually say thank you. It’s unbelievable and foolish. It is the least you can do, so DO IT everytime.
There you have it. A very simple and very powerful model to perfect your presentations.
The PRESENT model if followed literally letter by letter will ensure you have more success and ultimately dramatically improve your strike rate.
Follow the PRESENT model in full, and remember to script every part of the process and practice.
Best of luck.
Ronan
Ronan Kilroy Certified FocalPoint Business Coach
Profitability, Productivity, Possibility.
