In qualifying the prospect, the Fact Finder uncovered key areas that need to be further articulated and explored. The result of doing a sales presentation then is to help the prospect articulate those needs and provide them with information from which they can make a purchasing decision. The presentation should be a dialogue rather than a directive.

Now is the time to SELL!!!

The majority of buyers don’t want to take their valuable time to deal with uncertain salespeople. They want to be sold on what you’re selling. So the language and message must be powerful, not passive.

When in a sales presentation, you need to lead it. That does not mean, however, that the prospect shouldn’t be given a chance to talk. No buyer wants to sit thru even 10 minutes of introduction, followed by 20 minutes of scripted features and benefits of what you are selling.

Let the prospect set the pace of the conversation. Ask your questions to get the interaction you need to get attention and understanding. Ask closed-end questions, when possible, like “This is important to you, right.”

Keep it simple. Stay on track, go thru the entire presentation, but don’t give entire explanations. However, be aware that the part that you may skip over may be the part the prospect wants to know.

What you say and how you speak is important. Monitor your tone, inflection and emphasis when speaking. Keep in mind, the information you are delivering is news to the prospect regardless of how many times you have given the presentation.

The goal then is not only to engage, but to also sell. Give adequate time to make this a selling opportunity by referencing his/her needs and by asking “if those needs can be addressed, would you buy NOW.” [Use tie-downs to get your prospect to agree with you, as needed. It’s one way of getting your prospect to agree with you and start saying yes before you get to your close.]