Even if your sales Powerpoint sucks you still can win the deal
What are your prospects buying ?
- The perfect Powerpoint presentation ?
- The great looking glossy brochures ?
- The video message of your CEO ?
- The $500,000 video movie about your company ?
Even without all this your competitor with lousy sales material can win the deal.
Whereas you with your well-rehearsed sales presentation using the best Powerpoint, video’s available and pitch don’t come even close to close the deal.
What’s the value for the prospect in all the shiny sales material ?
It can be entertaining or interesting but will it sell?
The prospect is not into buying a Powerpoint presentation. He needs a solution to his problem.
Is your proposed solution matching the need that the prospect has ?
Why are prospects buying ?
It’s not just the sales material and the pitch, but the confidence and trust you build as a salesman with your customer.
Your main task in B2B sales is to take away or minimize the risk for them, as risk is the main pain point for decision makers and purchasers.
The less risk the less risk they have in their function or even career.
Whatever the cost of the solution or product, the less risk will be favored.
Risk avoidance
Taking away the risk can be done by:
- Having a sales engineer at your side, who promptly and professionally responds to any question and knows his matters
- Having a good reference list
- Having a recognized brand name
- Being referenced in a Gartner, Forrester, Burton, Meta research (or similar) report
- Being a top salesman who can make people believe your company represents less risk.
Sales skills
Instead of relying too much on the perfect Powerpoint and other sales material you should believe in your own sales skills.
Maybe even due to all the overwhelming sales materials and your perfect trained slick pitch you miss to hear the real problems and issues that needs to be solved for the potential customer.
Your sales skills that include asking open questions and listening are more important than your Powerpoint presentation.
How much do you rely upon the sales material for selling ?
More from LEADS Explorer
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- Don’t despair if The Stig in Sales is your Competitor
- Why talk if you can ask your customers and leads?
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