4. Presentation Skills
Introduction
Once an appointment is set to meet with a customer, a presentation must be
prepared. A lot of work has already gone into making the appointment.
Often you only have one chance to make a good impression, grab the
attention of the customer, and interest them in your product/s or
service/s.
Typically, the customer is very busy and your meeting is only
one of many that day. If you don't want to be just another
sales pitch in the eyes of your customer, you had better do
your homework and make sure that you make a memorable
presentation.
How to use this information
As you go through Presentation Skills, compare the ideas presented to the way
you do presentations now. Ask yourself questions such as:
Û How well do you prepare for a presentation?
Û Do you always have a definite plan for the way that you will make
your presentation?
Û When you conduct a presentation, do you usually fly by the seat of
your pants and just react to the responses of the prospect?
Û Do you always remember to use good questioning techniques and
apply what you have learned in The Art of Selling?In Presentation Skills, you should learn how to structure your presentations in
a way that will maximize your chances of success.
Assume that customers also refer to clients and products refer to services