Not every presentation requires a podium, microphone, stage and screen. In fact, there are many “presentations” that are far more informal and occur rather serendipitously in a customer meeting. Are your salespeople primed to take advantage of such opportunities?
There are many times in a customer meeting that the discussion could lead to an insightful or “teachable moment” when the conversation centers on a problem that the salesperson could address as an expert. This is the time to jump up and sketch the solution on a white board or call up a slide that is relevant. The ability to switch gears on the spot can make the sale.
Be sure that your solution selling training equips your folks to shift from discussion mode to presenting mode when it is appropriate. See that they practice spotting the opportunity and know how to handle it well. Their timing and their ability to clarify the issue and present a solution can determine the success or failure of the meeting…and, one hopes, the eventual sale.
Learn more at: http://www.lsaglobal.com/solution-selling-training/
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