Selling

 

The sales presentation

How should you design professional and convincing sales presentations based on the information collected in the preparation phase?

 

image\tips.gif Tip 14 Sales Presentations

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Use a presentation software

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Design a “master slide” containing your institution name and logo, following the corporate design of your institution (colour schemes, font styles, etc.)

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Give a content overview on the first slide and use an orientation help on every slide

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Introduction: focus on the prospect’s need and environment

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Describe your product and service in relation to the prospect’s need

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Clearly work out the benefits the prospect will have with your solution

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What is the expected impact on the business (sales, profit, reliability, etc.)

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Stress any references, certificates, awards, accreditation, etc. received

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Summarise at the end the main benefits and achievements of your institution and offer

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The last slide should give contact details and don’t forget to reference to your Web address if you have one

 

image\example.gif See attached a sample sales presentation from IPD-SR a Slovak professional training institution.

 

Stay open for the prospect’s questions and remarks. They can give valuable hints on the kind of information or solution the prospect is looking for. Try to be a business partner right from the beginning in being well prepared, polite and proactive.

If for example, a prospect tells you that he/she heard about an interesting training programme from an industry association, you should offer to find the information for him/her and inquire if you could co-operate with them.

 

After the sales presentation you need to clarify the intention of the potential client and the following steps in order to do business together. The sales process for services like training or consulting can be quite lengthy and is mostly very individually focused on the client’s questions, contracting processes and budgetary demands.

 

The institution will need to set up a general policy what the recommended sales steps are:

·    Prospect information profile

·    Prospect contact

·    Preparation of sales presentation or discussions

·    Sales follow-up (mix of communication per phone, fax, mail, email, etc.)

·    Sales negotiations

·    Finalisation and after sales services

 

The sales contract

 

Entering into sales negotiations and finalising sales leads to agreeing and concluding contractual conditions between two or more parties. The institution should have its standard contract conditions and terms respecting the regulatory framework in the country of location and ensuring fair conditions for the institution. Sales people should not be allowed to agree on any conditions and terms differing from the standard without management authorisation.

 

Standard contract conditions and terms refer to important agreements regarding prices, risks, payment terms, warranties, arbitrary rules, etc. Let the standard conditions and terms be checked by a lawyer or a law service of chambers or industry associations.

 

image\example.gif See attached a checklist for contracts.

Source: AllBusiness.com