When
it comes to sales presentations, more is not better. On the contrary, say sales presentation training pros, less is more.
How
does this work? You would think that by presenting all the features and
benefits of your solutions to the audience they would be very impressed; they
would add up all that your company can do and come up with a total that
persuades them to buy. In fact, what happens when you list relevant as well as potentially
irrelevant or less important features is that the audience will come up with an
average…not a total. So by adding the less relevant features you actually
diminish the overall value of your offering.
Instead,
do your homework. Know what would actually bring value to your audience. Know
what it is they truly want and need and why. And then keep your description of
your solution and approach to only the areas that will help solve their unique problem
in a clear and compelling way.
Appeal
to your audience by keeping your customized solution on point. That way you are
much more likely to win.
