Sales Presentations

How often have you given what you thought was your best sales presentation only to be told your company didn't make the cut? When you asked why, perhaps the customer told you that your offering was too expensive or that it didn't effectively meet their needs. Yet, you know that you're offering either costs less than the competition or is exactly what you thought the customer wanted. 

This happens because most sellers don't recognise where customers are in their decision-making process when they invite vendors to make presentations. Subsequently, sellers don't know how to tailor their sales presentations appropriately to both the needs of customers and to the criteria customers use to make their decisions. Instead, sellers tend to use the same basic slide decks—with a focus on the sellers' companies and products—for every presentation.

Huthwaite's sales presentation expertise is not in platform skills or public speaking. Rather, our focus is helping clients identify and tailor presentation content in a manner that is statistically correlated with advancing the sales process.  We empower sellers to recognise fundamental buyer behaviours, address those behaviours in their presentations and differentiate themselves from the competition by clearly mapping their solutions to customer needs and decision criteria.

Like all selling activity, sales presentations must be client-focused in order to create value. Even sellers who understand how to execute customer focused sales calls often fall back to a seller-focus when making presentations. To help clients continue to create value when discussing solutions, Huthwaite has created program content to:

• Continue to provide a client-focus by addressing specific stated needs in presentation
• Tailor presentations to each specific audience
• Deliver presentations that address the needs of multiple influencers
• Analyse customers buying criteria and how they affect their presentations.

How to Sell to Customers at a Premium:

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