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RAB Research Archive

Making a sales presentation



Your goal with a sales presentation is to gain commitment to either buy your product or service, or to advance the sale towards closure, whichever is appropriate for the type of selling you do.

To do so, you need to know what problem the client is trying to solve, or goal they're trying to achieve. Determine this in advance by asking questions, then craft your presentation so that it highlights and focuses on the features that will provide the benefits that align with the prospect's needs or goals.

Mix in questions so that the presentation is a dialogue, not a monologue. And conclude with one that allows you to take the prospect's temperature.

Practice these simple steps and you'll see fewer eyes glossing over during your presentations and more presentations leading to closed business.

Source: Sales consultant/manager Craig James





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