PROFESSIONAL SERVICES INDUSTRY
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 PROFESSIONAL SERVICES INDUSTRY
- The Professional Services had exactly the same pre-sales training scores as the Universe in Knowledge of Presentation Skills. The industry did not improve as much as the Universe in Knowledge of this skill.
- Professional Services was on par with the Universe in pre-sales training Application scores in Presentation Skills. Post-sales training scores were higher and resulted in a greater gain in this skill compared to the Universe.
The Professional Services Industry started with similar pre-sales training skills as the Universe. Because they were superior learners, their skill gains from sales training were higher than the Universe. Key skills that showed high levels of improvement include: Sales call Planning (117%), Presentation Skills (112%) and Gaining Commitment (130%). With an overall Application gain of 89%, an investment in sales training is clearly in the best interest of any organization in the Professional Services business.