Prospects Want Solutions Not Fancy Presentations

March 18th, 2010

Many salespeople believe that great presentations will always result in great deals, but often presentations have little to do with whether or not a prospect buys the product. Prospects are looking for solutions to their problems, not fancy presentations. The only time that a presentation sells a deal like the salesperson wants is when they happen to meet all of the prospect’s needs in their presentation (or with their product).

Sometimes the prospect buys in spite of the presentation! In sales, this is called a random act of kindness or need – not a good plan of action. Don’t expect the presentation to close the deal with your prospects. Even when they decide they will buy, the result is still a battle over prices with you being viewed as a commodity. It is wise to know how to present your product or service well, but always keep in mind that the presentation is a minor (but often necessary) part of the sales process.

To get sales the way you want (and at the price you want) takes more effort than just a great presentation; however, keep in mind that hard work can enhance your presentation. If you want to sell your product or service at your price, you have to provide value. Value is perceived by the prospects and cannot be named. To help them see the value of your product or service, you have to work with your prospects to help them to solve their problems.

The only way to create solutions to their problems is through conversation – ask them question after question until you fully understand their situation and help them to see how your product or service can help. That will close deals the way you want them to close.

Much of our sales training focuses on knowing the features and benefits and being ready to present them, and so we (as salespeople) often focus too much on the presentation. But the truth is that sometimes we are the only ones who pay any attention to the features and benefits! Prospects only care about the presentation if they see how these benefits are applicable to them. If you aren’t talking about the features and benefits that affect the prospect, you probably won’t close the deal.

Forget the idea that a prospect will be wowed by your presentation and buy, and instead put your efforts into learning about the prospect’s needs. That will make an outstanding presentation, which will equal great sales.

Sandler Systems, Inc. All rights reserved.

What else can you do to improve your sales process?

attend Selling With a System

a Lushin Executive Workshop on March 24th

Related Posts

• No Related Posts

“Lushin has helped me gain a skill set that has allowed me to ask the right questions, organize my thoughts, and maximize my time selling what the customer needs.”

Read the Story