IMPROVEMENT IN THE 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 TECHNOLOGY INDUSTRY
The Technology Industry had higher Pre-Sales Training scores than the Universe in Knowledge of Presentation Skills. Technology improved 5 points more than the Universe in Knowledge of this sales skill.
Technology Industry was slightly above the Universe in Pre-Sales Training Application scores in Presentation Skills. Post-Sales Training scores were on par with the Universe which resulted in a significant gain in this sales skill.
Even though the Technology Industry underperformed the Universe by 2 points in Knowledge gain and 8 points in the Application of the Knowledge the overall improvement of 76% skill gain is remarkable.
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