Subroto Bagchi's 3 secrets that will transform your sales presentation
Sales presentations are very important if you are in B2B sales. Every new prospect asks you to 'send something across' as soon as you reach them. Subroto Bagchi is a seasoned B2B salesman and a successful entrepreneur. Here are his tips on how to create a B2B sales presentation that works. These tips are from his new book, Sell: The Art, the Science, the Witchcraft, which came out just 2 months back.
1. How do you begin a sales presentation?
Most B2B sales presentations begin with 'about us'. The salesperson talks about his company and its offices across the world and his list of clients. Subroto recommends you begin with the client. He has this advice to share:
Salespeople, almost all of them; they tend to push content about themselves. Why don't they personalize and contextualize the slide deck and say: "This is what we have learnt about you, your needs, and this is why we would like to share the following information with you"?
The client is not interested in knowing too much about your company right at the start. He has a problem and you are there to solve his problem. A good way to know how to start and structure the flow of the presentation is to follow the thought process of your client. If you were the client, what would you want to know first and what later on. Subroto adds...
Forcing the client to follow your thought process rather than speaking in alignment with theirs doesn't send out a good message.
2. What is the secret of delivering a great sales presentation?
Preparation is the key, says Subroto. You need to research your audience, customize the sales deck to this particular client and rehearse your sales presentation multiple times so that you get it completely right. Subroto suggest this...
Good salespeople rehearse their presentations and seek feedback from their friends at work, even if it is the 400th time that they are making the same pitch. It's the audience you see; for the audience, it's always the first time.
3. How to make an impact in the first presentation itself?
Subroto shares a very interesting tactic. Something that I have personally felt in my life as a marketer when I used to get pitched by agencies and vendors all the time. Here is his little secret:
Even before they (salespeople) make the pitch and begin to talk about their ideas, solutions, whatever, wouldn't it be a good idea to identify a coach in the client organization? The smart thing would be to send the coach a draft presentation and get them to go over it in advance. The coach would be able to offer guidance and, in either case, will appreciate the diligence.
Interested in reading more about B2B sales presentations, check these articles out:
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