It seems easy enough to assume that you should open a presentation by talking about your company - after all, that's how you open an interview, which is just another form of a presentation. Right? Wrong! Sales trainer Kelley Robertson explains the detriments this tactic makes to your presentation.
Contrary to popular belief, telling your prospect about your company is NOT an effective way to open your conversation or presentation. In fact, it the worst way to start a sales call or presentation. Here's why.
Your prospect doesn't care about you or your company.
The only thing they want to know is how you can help them. Talking about your company simply does not accomplish this.
Look at it this way...
Have you ever met someone at a networking function who talked and talked and talked? Okay, maybe they only talked for a few minutes but if that conversation was focused on them, chances are you tuned them out real quick.
The same principle rings true for your prospects.
You have very little time to capture a decision maker's attention. That means you should open your presentation with something that demonstrates your knowledge or understanding of your prospect's situation, their business, or a potential problem they may be facing.
Many sales reps have been instructed by someone in their company to open their sales meetings and presentations with an overview of their company. In some cases, this amounts to a five-slide presentation that takes 2-8 minutes to deliver.
As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. Learn more at www.robertsontraininggroup.com
1 comment:
Those boring "This is who we are" presentations intros should be left to the end of the presentation when the prospect might actually care about who you are. Use the former intro as an extro.
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