The introduction
The introduction is the first step in any presentation. The information you glean
from the prospect during this phase will influence the tone and probably
ultimate success of the entire presentation.
You need to have your antenna up at all times while interacting with a prospect
and be ready to react to changes in their attitude and responses. This is never
more important than in the introductory phase of a presentation.
The introductory phase actually allows you to fine tune or adjust your
presentation format.
Although you completed your homework and mapped out a well-
orchestrated presentation, the introductory phase can reveal what items of
your presentation are of particular interest and what needs to be
downplayed or perhaps even deleted.Remember to involve the prospect by allowing plenty of opportunities to
interact.
The worst you can do is to ignore the clues provided in the introductory phase
and stick rigidly to your presentation format.
Your presentation format is important but it is only a guide to make it possible
for thinking on your feet.
The purpose of the introductory phase is to:
Establish rapport
Establish your credibility
Identify some customer needs
Let the customer tell you their needs
Evaluate those needs
Prioritize those needs
Determine the authenticity or validity of the needs
Determine the customer's hot buttons
Start to push the hot buttons