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 HEALTHCARE INDUSTRY
- The Healthcare Industry led the Universe in Pre-Training Application scores in Presentation Skills (42% Vs 37%). However, the gap in Knowledge compared to Application of 25 points (67% vs 42%) is remarkable and needed to be remedied.
- The enormous skill gain in the Application of Presentation Skills (92%) showed tremendous improvement in the use of this critical skill.
The Healthcare Industry started with selling skills that were generally above the Universe. It appeared that Healthcare salespeople were receiving some level of sales skills training prior to this training initiative. Final Knowledge and Application scores were on a par with the Universe. Since the Healthcare Industry started with higher pre-sales training scores, their gains were somewhat less than the Universe.
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 improved from 46% to 80%. Every skill showed significant gains. This is an industry filled with eager learners.