How to Deliver Personalized Sales Presentations

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  • Advise: Delivering Personalized Presentations Professor: Andrew Quinn

    Inbound Sales Certification Brought to you by HubSpot Academy

    CLASS 05

    http://certification.hubspot.com/inbound-sales-certification?utm_campaign=Inbound%20Sales%20Certification&utm_content=advise-ppt&utm_medium=social&utm_source=slideshare

  • 1 WHAT IS THE CONNECT STAGE AND WHY IS IT IMPORTANT?

  • Inbound sales teams base their entire sales strategy on the buyer rather than the seller.

  • Tailor presentations to the buyers context

    INBOUND

    vs

    Deliver the same presentation to all buyers

    LEGACY

    ADVISE

  • Tailor presentations to the buyers context

    INBOUND

    vs

    Deliver the same presentation to all buyers

    LEGACY

    ADVISE

  • Adjust sales process to the buyers timeline

    INBOUND

    vs

    Use discounts and promotions to get buyers to purchase on

    the sellers time

    LEGACY

    ADVISE

  • Adjust sales process to the buyers timeline

    INBOUND

    vs

    Use discounts and promotions to get buyers to purchase on

    the sellers time

    LEGACY

    ADVISE

  • Want to learn from a Harvard Business School professor?

    Register(for(a(Free(Sales(Training(Course(

    http://certification.hubspot.com/inbound-sales-certification?utm_campaign=Inbound%20Sales%20Certification&utm_content=advise-ppt&utm_medium=social&utm_source=slideshare

  • 2HOW DO INBOUND SALESPEOPLE ADVISE OPPORTUNITIES INTO CUSTOMERS?

  • As an inbound salesperson, you serve as a translator between the generic messaging found on your companys website and the unique needs of your buyer.

  • A proposal

    A presentation or demo

    A contract

    ADVISING METHODS

  • For the purpose of this training, a presentation or demo will be used as an example.

  • 1. Recap the exploratory call

    2. Suggest ways the prospect can achieve their goals or overcome their challenges

    3. Confirm budget, decision making processes, and timeline

    4. Get buyer commitment

    ADVISING STEPS

  • Heres who we are

    Heres who were working with

    Here are the things that you told me

    Heres how were going to solve the problem

    Heres where you sign

    LEGACY SALES PRESENTATION FLOW

  • The presentation is all about adding value.

    What value can you provide in the conversation that they cant get

    anywhere else? Pitches that close are personalized to the buyers context.

  • Heres what I heard you tell me

    Here are the ways those in your situation think about making this needed change

    Here are the pros and cons to the different approaches you can take

    Heres the outcome that you want and the approach that will yield the best outcome for you

    Heres why this choice makes the most sense for you

    Heres how we can best support that

    INBOUND SALES PRESENTATION FLOW

  • 1. Recap the exploratory call

    2. Suggest ways the prospect can achieve their goals or overcome their challenges

    3. Confirm budget, decision making processes, and timeline

    4. Get buyer commitment

    ADVISING STEPS

  • In order to achieve your goals of A, B, C and overcome challenges X, Y, Z, weve discussed implementing D, E and F. Does that accurately recap our discussions so far?

    Yes. Perfectly.

    YOU

    PROSPECT

  • The plan youre about to present will close the gap

    between where they want to be and where they are now.

    What youre doing in your presentation is communicating how to close that gap.

  • Impress upon your buyer that you are uniquely suited to help them.

  • When you are presenting, try and envision theres a table that youre both sitting at. During the exploratory period, the buyer should have allowed you to the other side of the table to understand their point of view.

  • 1. Recap the exploratory call

    2. Suggest ways the prospect can achieve their goals or overcome their challenges

    3. Confirm budget, decision making processes, and timeline

    4. Get buyer commitment

    ADVISING STEPS

  • In order to achieve your goals of a, b, c and overcome challenges x, y, z, weve discussed implementing d, e and f. Does that accurately recap our discussions so far?

    Yes. Perfectly.

    YOU

    PROSPECT

    Then today, Ill show you how we can help you implement the best plan possible better than anyone else.

  • Tailor your suggestions based on what

    youve learned the buyer cares about most.

    Dont add fluff. Dont have an overly broad focus. It should feel like its customized for them.

  • Dont be afraid to be flexible. Know the answers to common questions and be ready to present the different capabilities of your solution.

    FLICKR USER RAINBOW LOVE

  • There are usually different paths that your prospect can take to overcome their challenge or achieve their goals. Be prepared to talk through all of these different options and anticipate the questions theyll have as they try to weigh the pros and cons of each.

  • Want to learn more about inbound sales?

    Register(for(a(Free(Sales(Training(Course(

    http://certification.hubspot.com/inbound-sales-certification?utm_campaign=Inbound%20Sales%20Certification&utm_content=advise-ppt&utm_medium=social&utm_source=slideshare

  • Adapt to where the buyers interests lie. Treat the presentation like a dynamic event.

  • 1. Recap the exploratory call

    2. Suggest ways the prospect can achieve their goals or overcome their challenges

    3. Confirm budget, decision making processes, and timeline

    4. Get buyer commitment

    ADVISING STEPS

  • Product evaluation

    Purchase processes

    Implementation

    Training steps

    WHAT TO INCLUDE IN A TIMELINE

  • 1. Recap the exploratory call

    2. Suggest ways the prospect can achieve their goals or overcome their challenges

    3. Confirm budget, decision making processes, and timeline

    4. Get buyer commitment

    ADVISING STEPS

  • What is the 1-10 Closing Technique? The technique that gets the prospect to share why they want to buy and then weigh whether those benefits are worth the risk or downside of their concerns.

  • 1. "From 1 to 10, where 1 is 'I'm not interested in working with you,' and 10 is 'Sign me up now,' what number are you?

    2. "Really? I'm surprised you picked a number so high. Based on our conversations, I figured you'd be much closer to a [insert number]. Why did you pick [insert number]?

    3. "Okay. Wow. It seems like there are some really good reasons why you'd like to move forward. But, now I'm confused again. Based on all of those reasons, I'm wondering why it's not a 10?

    4. "It seems like there are a lot of reasons to move forward: X, Y, Z, etc. It also sounds like you have two specific concerns. Now that we've discussed them, has your number changed at all? Are you still a [insert number]?"

    1-10 CLOSING TECHNIQUE QUESTIONS

  • 1. "From 1 to 10, where 1 is 'I'm not interested in working with you,' and 10 is 'Sign me up now,' what number are you?

    2. "Really? I'm surprised you picked a number so high. Based on our conversations, I figured you'd be much closer to a [insert number]. Why did you pick [insert number]?

    3. "Okay. Wow. It seems like there are some really good reasons why you'd like to move forward. But, now I'm confused again. Based on all of those reasons, I'm wondering why it's not a 10?

    4. "It seems like there are a lot of reasons to move forward: X, Y, Z, etc. It also sounds like you have two specific concerns. Now that we've discussed them, has your number changed at all? Are you still a [insert number]?"

    1-10 CLOSING TECHNIQUE QUESTIONS

  • 1. "From 1 to 10, where 1 is 'I'm not interested in working with you,' and 10 is 'Sign me up now,' what number are you?

    2. "Really? I'm surprised you picked a number so high. Based on our conversations, I figured you'd be much closer to a [insert number]. Why did you pick [insert number]?

    3. "Okay. Wow. It seems like there are some really good reasons why you'd like to move forward. But, now I'm confused again. Based on all of those reasons, I'm wondering why it's not a 10?

    4. "It seems like there are a lot of reasons to move forward: X, Y, Z, etc. It also sounds like you have two specific concerns. Now that we've discussed them, has your number changed at all? Are you still a [insert number]?"

    1-10 CLOSING TECHNIQUE QUESTIONS

  • The key to this question is to get the prospect to tell you why they want to buy. Acknowledge what they say by repeating it back to them. Ask them to elaborate on the things they say.

  • "What about reason X? Is that a reason why you chose a higher number than I expected? How important is X benefit?"

    YOU

    "So, it seems like you chose [insert number] because of the following reasons: A, B, C, D, E, and most of all, F."

  • 1. "From 1 to 10, where 1 is 'I'm not interested in working with you,' and 10 is 'Sign me up now,' what number are you?

    2. "Really? I'm surprised you picked a number so high. Based on our conversations, I figured you'd be much closer to a [insert number]. Why did you pick [insert number]?

    3. "Okay. Wow. It seems like there are some really good reasons why you'd like to move forward. But, now I'