You have scheduled a meeting with a prospective client and now you have to decide on the format of the session. The potential buyer expects a presentation but you must ask yourself if a presentation is in the client’s and your best interests. To present or not to present, that is the question.
The answer is that it depends on the goal. Do you need to persuade your client to take action or do you need to gather more information? Sales presentation training prepares you to persuade and drive your audience toward closing a deal. This may not be the appropriate format with this particular client at this very early stage in the sales cycle.
What might well be a better format for your meeting is a discussion. You want lots of conversation, questioning, and interaction. Your goal, remember, is to learn all you can about the target’s situation and explore together how your solution might solve their business problem. Get yourself off the podium and work side-by-side toward agreement.
Learn more at: http://www.lsaglobal.com/sales-communication-sales-presentation-training/
