When leading a sales meeting presentation, being able to adapt is the name of the game. No matter how well you prepare for the presentation, chances are you will be met with some unexpected question or request. How you handle this affects your overall delivery and outcome. It can make or break the presentation. Having the right tools is essential and knowing how to use them will elevate all sales presentations helping you close the deal.
To be fully prepared, you need to be able to speak to any of your products, in the context of any of your markets, addressing any of the features and benefits… without delay. If you’re using the status quo tools and files/folder mobile apps, you’re stuck reacting to new situations with no materials queued up to address these concerns, and a slide deck of materials that may no longer be relevant.
It’s at times like this when your confidence slips away, and you scramble to keep face in front of the customer. If only you had a situational approach and dynamic sales tool to access any piece of information, on any product or service, under any condition – instantly.
Nowadays, remote selling is becoming more commonplace, using similar situational sales tactics can enhance every virtual meeting.
Here is a list of 10 situational sales techniques Command.app clients have successfully used with their Command.app platform to be more effective in their presentation meetings. These situational sales techniques have been proven to sell more, close deals more quickly, and build lasting trust through focused conversations, rather than a one-size-fits-all presentation approach.
Turn Presentations into Conversations
Build a sales approach that lets prospects tell you what they want to talk about; whether it begins with the industry they serve, what problem they need solved, or what challenges they face.
Customer Driven Cross-selling
Create navigation paths to share your full product line and options visually while being prepared to instantly deep-dive into specifics.
Start with their Market or Industry
Starting your presentation in their world, their market, demonstrates that you understand their specific industry. From there, only show the products and solutions that serve their needs.
By Solution
Lead with solutions to learn from your audience what problem they are trying to solve. Often customers can’t articulate exactly what they’re struggling with… until they see your solutions.
By Challenge
In a complex market, your customers have complex challenges. Provide them with a gateway that shows you understand all their struggles. Create an opportunity for discussion around what challenges they face – and then take them specifically to your better solution.
By Application
Your product may have many different applications, but do your prospects care? We doubt it – they only care about the uses of your product for their specific needs. Create an interaction where your applications can be shared on a top-level then accessed instantly for deeper understanding and solution discussions.
Be ready to get specific
Within any presentation there are moments when red flags need to be cleared, and these are usually brought up by someone with technical expertise. Be prepared to fully address their concerns on the spot, and then you will have them going to bat for you. When you are ready to address their end requirements while being more efficient in presenting – they will appreciate it.
Begin with the end in mind
Ask a simple question first; ‘what does success look like to you?’ Set yourself up for success and know what your product must deliver. If it falls short of their expectations, you will be blamed for the failure. In their mind they didn’t buy the wrong product model, you didn’t sell them the right solution.
Have something for all Stakeholders
Know your audience. Are you presenting to the end-user, an influencer, a decision-maker, the CFO or CEO, or the person that has to support your product internally? Will all of the above be at the table? Each stakeholder requires different information and messaging. They will ask different questions, so be prepared to answer them all.
By Situation
Even the most seasoned sales associate can’t anticipate everything. The key to being effective is being able to effortlessly read and react to what is being learned throughout the interaction. Have a dynamic interactive presentation tool that allows your prospects to tell you where things stand, and what the current situation is at their business, and be prepared to speak directly to their current frame of mind.
Contact us to discuss how Command.app can help improve your situational selling techniques.