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Often when people are strategizing about giving a sales presentation, my guess is, what they’re
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focused on the most is the content. You know, have we got the right stats for them? Have
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we got the right story to tell them? Are we speaking to the right people – of course
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that is essential, that we have the right people in the room – but are you the right
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person in the room? Now, you’re probably the sales person so, of course, it’s your
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job to deliver. But you’ve got some charge about the kind of person you are in that room.
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You actually have some ability to turn up as the kind of person, the kind of character,
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the kind of behaviour that’s more likely to win trust and win business.
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So what I would be focused on in terms of a strategy around a sales presentation is:
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how do we win trust with that client, or perspective client? How do we win trust and how do we
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do it physically? How do we set up a scenario? How do we set up an environment – you being
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part of that environment – in order to win trust? I’d be thinking, “How should I
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perform to win trust with these people?” That, for me, stands way more chance of winning
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business than “have we got the right slides?” Believe me; your slides are not going to do
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it. You’re going to do it. The product/the service is not going to do it. They’re buying
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you and then they’re buying into any slides or product or service that you might have.
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Concentrate on your relationship with them and how you perform to win a trusting relationship.
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That’s what I’d like you to think about.