You learned today that you’re still in the running. Your response to the RFP has qualified you for a second chance to win the business. What can you apply from your recent sales presentation training that will give you the best possible chance at crossing the finish line ahead of your competitors?
Follow these three sales presentation training keys to create a winning story:
1. Use a framework or structure to build your sales presentation in a way that will be convincing and cohesive
2. Focus on what the buyers care about so they stay engaged
3. Don’t overload the sales presentation with unnecessary information. Base what you share on whether or not the buyer considers it important.
You need a good story—one about matters the buyers care about. Toss out your canned pitch. The degree of customization will make the difference. When all is said and done, the sales presentation team that best satisfies the buyers’ desire for customization is most likely to win the business.
