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  • Often when people are strategizing about giving a sales presentation, my guess is, what theyre

  • focused on the most is the content. You know, have we got the right stats for them? Have

  • we got the right story to tell them? Are we speaking to the right peopleof course

  • that is essential, that we have the right people in the roombut are you the right

  • person in the room? Now, youre probably the sales person so, of course, it’s your

  • job to deliver. But youve got some charge about the kind of person you are in that room.

  • You actually have some ability to turn up as the kind of person, the kind of character,

  • the kind of behaviour that’s more likely to win trust and win business.

  • So what I would be focused on in terms of a strategy around a sales presentation is:

  • how do we win trust with that client, or perspective client? How do we win trust and how do we

  • do it physically? How do we set up a scenario? How do we set up an environmentyou being

  • part of that environmentin order to win trust? I’d be thinking, “How should I

  • perform to win trust with these people?” That, for me, stands way more chance of winning

  • business thanhave we got the right slides?” Believe me; your slides are not going to do

  • it. Youre going to do it. The product/the service is not going to do it. Theyre buying

  • you and then theyre buying into any slides or product or service that you might have.

  • Concentrate on your relationship with them and how you perform to win a trusting relationship.

  • That’s what I’d like you to think about.

Often when people are strategizing about giving a sales presentation, my guess is, what theyre

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