Questions to consider
Posted: Mon Dec 23, 2024 9:36 am
What challenges do companies like your prospect’s tend to face?
Why have they been unsuccessful in overcoming these challenges so far?
What do these problems cost them?
What would a solution to these challenges look like?
In The Challenger Sale, Dixon & Adamson reveal romania phone number list research into what customers want from sales reps. Ranking right at the top (below only ‘professionalism’) of things influential buyers want from sellers is a rep who:
‘Offers unique, valuable insights’, and
‘Frequently educates me on issues and outcomes.’
Don’t just tell customers what they want to hear. Educate them, and tell them what you think they need to hear. Challenger reps ought to deliver a teaching pitch: ‘A teaching pitch makes customers feel sort of sick about all the money they’re wasting, or revenue they’re missing, or risk they’re unknowingly exposed to.’ (p.67)
A successful teaching pitch in your introduction will be more useful than five minutes about your company history and office locations shown on a map.
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Writing a sales presentation: Content
Once you have created a structure for your presentation based around ‘Why change?’ or ‘Why us?’ you need to create the content to go into each section. You have the answer to the big, overarching question about why prospects should choose your solution – now you have to prove it.
There are loads of different ways to prove the overarching sales claims that you make:
Do you have any unique features that provide unique advantages? Are there any performance figures that show that you can deliver benefits more effectively than others?
Do you do things in a different way, or have a unique process that delivers better results?
Have you won any important awards or been judged a leader by independent industry analysts?
Do you have particularly impressive case studies or testimonials that back-up your claims?
Why have they been unsuccessful in overcoming these challenges so far?
What do these problems cost them?
What would a solution to these challenges look like?
In The Challenger Sale, Dixon & Adamson reveal romania phone number list research into what customers want from sales reps. Ranking right at the top (below only ‘professionalism’) of things influential buyers want from sellers is a rep who:
‘Offers unique, valuable insights’, and
‘Frequently educates me on issues and outcomes.’
Don’t just tell customers what they want to hear. Educate them, and tell them what you think they need to hear. Challenger reps ought to deliver a teaching pitch: ‘A teaching pitch makes customers feel sort of sick about all the money they’re wasting, or revenue they’re missing, or risk they’re unknowingly exposed to.’ (p.67)
A successful teaching pitch in your introduction will be more useful than five minutes about your company history and office locations shown on a map.
Back to top
Writing a sales presentation: Content
Once you have created a structure for your presentation based around ‘Why change?’ or ‘Why us?’ you need to create the content to go into each section. You have the answer to the big, overarching question about why prospects should choose your solution – now you have to prove it.
There are loads of different ways to prove the overarching sales claims that you make:
Do you have any unique features that provide unique advantages? Are there any performance figures that show that you can deliver benefits more effectively than others?
Do you do things in a different way, or have a unique process that delivers better results?
Have you won any important awards or been judged a leader by independent industry analysts?
Do you have particularly impressive case studies or testimonials that back-up your claims?