“Knowledge and applying knowledge dictate successful sales outcomes,” he writes. “This process requires hard thinking and discipline, but if followed, positive outcomes result.”
- Do your homework on the prospect and understand their profile and business.
- Apply the knowledge this homework develops.
- Determine if the rules of engagement required by the prospect are compatible with your rules of engagement.
- First impression is the basis of future measurement by the prospect.
- Determine what you can make before presenting and decide what is the minimum you can receive.
- Make sure you and the prospect know why you are presenting and agree.
- Niche and target your presentation to mirror the buyer’s specific needs.
- Your presentation is your work product. Make it the best.
- Practice and role play before presenting.
- Ask for the order and know the next steps. It helps if the buyer has already committed to implementing these before presenting.