To be invited to respond to a tender
Posted: Mon Dec 23, 2024 9:34 am
What are your prospects doing now?
What do you want them to do?
What are they thinking now?
What do you want them to think?
How are they feeling now?
How do you want them to feel?
With all this data gathering done, you can move on – no, not to PowerPoint – to understanding what kind of a change you want your prospects to make, and then with that knowledge, you can set clear (and SMART) sales presentation objectives.
Sales presentation objectives: Setting the wrong goals – unrealistic goals – for your sales presentation won’t help you. Before you work out what to say, you need to be clear about what you are trying to achieve with a sales presentation or sales conversation.
There are plenty of possible objectives, beyond making the sale immediately:
To be down-selected to the next round of a bidding process
To be allowed to help write the tender
To be invited back to meet with the decision maker
For the prospect to meet with your technical consultant
To get permission to run a study
For your prospect to start a trial
For your prospect to commit to a technical evaluation.
There are dozens of things you might want or need en-route to a sale. Be romania mobile phone number very clear about what you are trying to achieve before you write your sales presentation.
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Writing a sales presentation: Context and competition
Understanding who you are competing with – in terms of how prospects are currently approaching the issues that you address – is fundamental to your sales messaging. If your sales messaging is directed against other companies, but your prospects aren’t even aware that they have a problem, or are thinking in terms of whether to keep on doing things in-house, you are selling the wrong thing.
What do you want them to do?
What are they thinking now?
What do you want them to think?
How are they feeling now?
How do you want them to feel?
With all this data gathering done, you can move on – no, not to PowerPoint – to understanding what kind of a change you want your prospects to make, and then with that knowledge, you can set clear (and SMART) sales presentation objectives.
Sales presentation objectives: Setting the wrong goals – unrealistic goals – for your sales presentation won’t help you. Before you work out what to say, you need to be clear about what you are trying to achieve with a sales presentation or sales conversation.
There are plenty of possible objectives, beyond making the sale immediately:
To be down-selected to the next round of a bidding process
To be allowed to help write the tender
To be invited back to meet with the decision maker
For the prospect to meet with your technical consultant
To get permission to run a study
For your prospect to start a trial
For your prospect to commit to a technical evaluation.
There are dozens of things you might want or need en-route to a sale. Be romania mobile phone number very clear about what you are trying to achieve before you write your sales presentation.
Back to top
Writing a sales presentation: Context and competition
Understanding who you are competing with – in terms of how prospects are currently approaching the issues that you address – is fundamental to your sales messaging. If your sales messaging is directed against other companies, but your prospects aren’t even aware that they have a problem, or are thinking in terms of whether to keep on doing things in-house, you are selling the wrong thing.