FINANCIAL SERVICES INDUSTRY
IMPROVEMENT IN THE 5 CRITICAL SALES SKILL #4: PRESENTATION SKILLS
PRESENTATION SKILLS are best when Company/Product capabilities are presented as solution 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 QUESTIONING/LISTENING SKILLS IN THE DISTRIBUTION INDUSTRY
- The Financial Services Industry lagged the Universe in Pre-Sales Training Application scores in Presentation Skills.
- This lag created an enormous improvement when this skill deficiency was eliminated.
Key skills that improved the most were: Sales Call Planning, Presentation Skills and Gaining Commitment. Overall skills improvement was one of the best ROIs in the entire study.