The best sales presenters win before the presentation even starts.
They win by having a great connecting first conversation where the buyer feels heard and important. They win in subsequent conversations where they have shared provocative insights directly connected to the client’s greatest needs. They win by asking the right questions and making the buyer confident that they can help them to succeed.
So next time you are asked to deliver a competitive sales presentation, remember that your presentation doesn't start when you begin to speak. It doesn’t even start when you enter the room.
It starts with your very first conversation and does not end until the contract is signed.
If you take advantage of all of the opportunities to understand your client and build a relationship, you will better uncover key challenges and reinforce your message before you present. Ideally, you can interview each person in the audience before your big day so that you can truly “speak to” everyone in the room and build the trust and rapport required to have a two-way conversation that makes the difference.
