Tuesday, July 21st, 2009
What should a good sales pitch presentation include?
My project managment group has a presentation coming up. We have designed a classroom and are now trying to convince managment that our design is better than the competition. What should we include to make our presentation stand out?
July 21st, 2009 at 12:48 am
Focus on the 7 steps of the sale.
1. Pre-approach. Research your product, the competition’s product, and the peole you are presenting to. Information is power.
2. Approach. Come up with an interesting way to introduce yourself and your product. Perhaps you could offer food and beverages or something.
3. Determine needs & wants. Get your audience involved. Ask them questions regarding what they are looking for. This is important for two reasons. First of all, you want to know which angle you want to hit them with. Secondly, you want them to admit what their needs and wants are because if you have a solution, they will look foolish if they don’t buy into your idea/product – and nobody wants to look foolish, so they’ll buy it.
4. Feature & Benefit Presentation. Based on what you have determined from their needs and wants, explain the features (the technical specs) and what the benefits are to each feature. Focus on the stuff the audience really feels is important.
5. Handle Objections. If you get a no-answer, make sure you have a response to get around it. Anticipate what their objections are going to be ahead of time so you can effectively counter-act them.
6. Close the sale. Ask for the sale. Ask for them to go with your product or idea, etc. They will either say yes or no. If they say no, go back to step 5. If they say yes, go to step 7.
7. Follow-up with reassurance and complimentary items. Provide assurance that they made the right choice. Then, if you have any extra add-ons to offer, do it now.