IMPROVEMENT IN CRITICAL SALES SKILL #4: PRESENTATION SKILLS
PRESENTATION SKILLS are best when Company/Product capabilities are presented as solutions to a need that the salesperson and the customer had previously agreed upon. When Company/Product capabilities are presented by first restating the Customer’s need and then explaining the capability and benefits of the capability, the customer will perceive what you are presenting as a solution to their needs. Great presenters follow each solution presentation with a question that helps them understand if their solution is hitting the mark. This question pulls the customer into the conversation.
REMARKABLE FINDINGS ABOUT PRESENTATION SKILLS IN THE AGRICULTURE INDUSTRY
- The Agriculture Industry had similar Pre-Training scores as the Universe in Knowledge of Presentation Skills. The industry improved about as much as the Universe in Knowledge of this skill.
- The enormous skill gain in the Application of Presentation Skills showed tremendous improvement in the use of this critical skill.
The Agriculture Industry started with selling skills that were lower than the Universe. It appeared that Agriculture salespeople were receiving some level of sales skills training prior to this training initiative but not at a level with the Universe.
Salespeople responded very well to the training and achieved high certification levels in all of the critical selling skills. Their ability to apply the skills was off the charts. Every skill showed significant gains. This is an industry filled with salespeople eager to learn.
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).