Sales Presentations To Groups

A more specialised form of sales proposal is when you have to present it to a group, for example the board of directors or a purchasing committee.

Objective – what do you want customer to do?
Audience – who, roles, wants, decision maker
Who do you know, who can you contact before the presentation to find out their key issues
Focus on the customer – problem to solution
Avoid your jargon, speak their language
Visual aids, short video clips, demo
Remember – hear 20%, see 20%, both 50%
Public speaking & presenting training
Rehearse presentation, key points summary, Q&A

Tips On Speaking

Be enthusiastic – transfer of emotions
Speak clearly, eye contact 5 to 10 seconds
Body language 55% tonality 38% words 7%
Introduce yourself & anyone with you – roles
Confirm purpose, time available, expectations
Tell them start, middle, end – involve
Strong opening, powerful close – people remember start & finish, use stories
Can you get contact to explain problem – more believable?

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