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. BigData SalesTrainingReport Financial k ps - Financial Services Industry Sales Training: Presentation Skills BigData SalesTrainingReport Financial a ps - Financial Services Industry Sales Training: Presentation Skills REMARKABLE FINDINGS ABOUT QUESTIONING/LISTENING SKILLS IN THE DISTRIBUTION INDUSTRY
  1. The Financial Services Industry lagged the Universe in Pre-Sales Training Application scores in Presentation Skills.
  2. 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.
Duane Sparks - Financial Services Industry Sales Training: Presentation Skills


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).