IMPROVEMENT IN 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 PRESENTATION SKILLS IN THE FORTUNE 500
- The Fortune 500 had lower Pre-Sales Training scores and higher Post-Sales Training scores than the Universe in Knowledge of Presentation Skills. The Fortune 500 improved dramatically more than the Universe in Knowledge of this skill.
- The enormous gain in the Application of Presentation Skills showed tremendous improvement in the use of this critical skill.
The Fortune 500 involves individuals who sell products or services in a variety of industries. The mere size of the companies and the brand awareness of the products/services creates and advantage over smaller competitors in the respective industry.
Salespeople responded very well to the training and achieved certification levels in the critical selling skills. Their ability to apply the skills was off the charts. Every individual skill improved at a greater rate than the Universe.