• James Haldane

Sales Presentations. How to book it and do it

How to book a Visit

Question; How do you get a Face to Face meeting? Answer; Create value and make it very easy for them to say “yes.”

Example; If their weekly staff meeting is 9am, ask to visit (pitch) from 9 until 9:05. Yes it’s possible and Yes you can do it! The length of the meeting is irrelevant. After your 5 minutes, answer questions. If there are no questions. Keep you promise, thank them and leave with a smile on your face. You will be remembered. Then Follow Up.


Don’t go to extremes (a summary)

One Extreme. It’s all about Me and My Company.

The Other Extreme. It’s all about the Customer. (you haven’t prepared).

The Middle Path. It’s all about building trust. Briefly explain…

· Your personal background and how it can help them

· Overview of what you do

· Where your located

· How you do it, that helps how they do it

Then Go Deep with the stakeholders. Answer questions, solve problems and seek objections. If you ‘fit’ ask for the sale. If they say no, ask why and don’t worry, because you’ll stay in touch. And eventually – Sold !

The details

There are 2 types of Face to Face selling Transactional (e.g. selling shoes) and Complex (e.g. selling software)

Here is an example of Complex Selling using SaaS (Software as a Service)

If you’re selling shoes, the same principles apply

A Face to Face Sales Demonstration or Presentation, goes by many names. Discovery Call is probably the best name, as your aim is to discover information about your prospect to help them.

Preparation (before you meet)

Planning You are not the only solution to their problem. You are one of many providers that can solve their problems. So plan, plan and plan your approach.

Research The Number One complaint about Service Providers is,“they do not understand us.” So research their company, competitors, Industry and Industry trends. Mentioning this research early in the meeting, shows you understand them.

During the Meeting

One Salesperson visiting is OK. 2 says you’re serious Imagine an older and younger salesperson working together. WOW, 2 modes of thought working as one.

Get the Names (and Job Titles) of all the stakeholders in the room Ask about their Personal Agendas. E.g. The IT Department may have different needs to the Sales Department.

Rapport Banter and be curious. Rapport building is a dance. They lead and you follow. 5 seconds, 5 minutes or 15 minutes, they decide when this dance ends. Some people value Small Talk more than others. You shouldn’t be servile, but you are in their service.

No Pressure At the beginning of the meeting explain that…

· this meeting is simply to find out IF we can work together

· It’s possible we may not be a good fit. And that’s OK

Share the Agenda This shows your professionalism. Here is an example of an agenda, you could share…

1. Check the finish time. Has it changed?

2. Briefly talk about your company and why you’re different Your audience is curious about you and your company. Talk about yourself only in relation to how it can help them. What does your company stand for? Are you aligned with a Charity?

3. Ask, “Why did you invite me?”

4. Ask about their goals and past experiences

5. Who are their customers

6. Are we a good fit?

7. What is the next step?

Don’t go too Micro Don’t overload them with ALL your products functionality.

They should do most of the talking, while you ask about their

· Past problems

· Problems with current provider

· Their concerns…

  • Will you train our staff? When, how, how much, where?

  • Data Integration. Will we loose data?

  • Will you support us? When, how, how much, where?

Address concerns with Deep Guarantees If their last provider ‘guaranteed’ phone support and failed to deliver. Then, they will not trust your guarantee either. In this case, explain your contract will include a 20% discount if you fail. Put your money where your mouth is and Win the Sale.

Explain Hidden Benefits E.g. Our software is Australian made – needed for government tenders.

If you are selling a Product. Give it to them. Let them play with it. Allow them to ‘own’ it.

Answering Questions

Do not ignore questions / issues This is a common problem with Salespeople. When a client raises an issue, address it. They are softly testing you to see if you are the Real Deal.

If you don’t understand a question Rephrase it and repeat it, to clarify. Don’t guess.

If they want something you cannot supply. Tell them who does and you will become their Trusted Adviser.

Don’t get Hung Up on Qualifying

B.A.N.T. – A method to Qualify prospects

· Budget. Can they afford it?

· Authority. Can this person ‘sign the contract’?

· Need. Do they need it or are they a student / professor / competitor just ‘fishing’ for information?

· Timing. Are they ready to buy?

Tread carefully. Some people don’t like to be ‘Qualified’

So let’s look at Qualifying form a different perspective…

Examples of why Qualifying is not as important as you may think

  • Budget…

· Next year their budget could increase

· Next year your price could decrease

o Large upfront fees can drop to monthly subscriptions

o A prospect could be in an industry you are trying to break into. Reducing your price could get your ‘foot in the door’

  • Authority

· To Present to the Boss, you may have to Present to the Assistant first

· You don’t know how much influence the Assistant has

· Asking “is there anyone else you work with to purchase?” is better than a confronting question like “Are you the decision maker?”

· Saying you will only Present if the Decision Maker is there could be seen as ‘talking down’ to the Assistant. Be careful. Be respectful

  • Timing

· If you offer a solution and constantly follow-up, then you’re always Top of Mind. So timing becomes less important

  • Need

· This is the most important aspect of Qualifying. How badly do they need it? Have they budgeted for it? Are other departments onboard? Can you Present to them too?

At the End of the Session ask…

“Do I have a have an understanding of your Business?” If they don’t say “yes”, don’t leave until they do.

“What weaknesses do you see in our product?” Then discuss them.

“What’s holding you back?”

Ask for the Sale…

“Do you think we fit?”

“When can we start?”

Sometimes you will never get direct answers. And that’s OK. At the end of the session ask for a follow-up session. Failing that, say you will email “what our relationship would look like if we worked together”. Then email a Contract. Just don’t say “Contract” because it’s a scary word And Okay the Paperwork sounds better that Sign the Contract.

Follow Up

Phone every 3 months (as a minimum).

Kelvin Grove, Brisbane, Australia  0412 377 309  james@jameshaldane.com.au

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©2020 James Haldane.

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