Sales Presentations For Dummies
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A sales presentation that is tailored to address your prospect’s unique needs and interests is a prerequisite for success. Use the following checklist to help you gather key information about your prospect and the opportunity.

The opportunity

___ Identify the opportunity.

___ Qualify the prospect.

___ Set an actionable goal.

___ Identify the challenge.

___ Discover the trigger event.

___ Determine the current solution.

The impact

___ Establish the impact of the problem.

___ Identify the impact of the solution.

___ Determine key performance indicators (KPI).

___ Confirm timing and expectations.

The competition

___ Identify the competition.

___ Research buying history.

___ Do a competitive analysis.

The logistics

___ Determine who will be at your presentation.

___ Agree on the format.

___ Establish the time and date.

___ Confirm the venue.

___ Make arrangements to set up.

___ Determine your travel needs.

The audience

___ Identify roles.

___ Get contact information.

___ Schedule discovery calls.

___ Conduct discovery conversations.

___ Define point of view and personal impact.

___ Confirm your audience’s decision-making process.

About This Article

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Julie Hansen, who is recognized as the "Sales Presentation Expert," redefines the typical sales presentation and helps salespeople apply best practices. She leverages the power that performers have been using for centuries to engage and move audiences.

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