When it comes to sales, there’s nothing that packs on the pressure like a presentation. Whether you are walking into your first meeting with a prospect or going against the competition in a finalist presentation, how you prepare yourself is key. We recently had ADMIN’s sales team share some of their insights on how they best prepare for a sale and their top tip? Perfecting your response! Anticipating the questions you will receive during the sales process and preparing your responses will not only boost your confidence in the sale, but it can also navigate the sale to a win.
Perfecting your response is not something that will happen overnight. In fact, ADMIN’s sales team has worked on crafting responses to frequently asked questions for years. With that being said, there are a few things to consider that will land you the right response in time for your next sale:
CONSIDER YOUR AUDIENCE
Depending on what field you work in, your audience in a sales scenario may vary. Here at ADMIN, we work with an array of clients including financial advisors and plan sponsors. This means that we always have to consider the audience we are speaking with during the sales process. Not only does your audience impact the response you want to prepare, but it can also determine how you can manage the conversation.
FREQUENTLY ASKED QUESTIONS
No matter what industry you work in, there will also be a set of questions that you will see time and time again in almost every sale you work. The questions may vary based on the services you offer, but these are the valuable questions to keep in mind and prepare a well-crafted response to.
What makes you different from your competitors?
I know someone – why use you instead?
What can you do that your competitors can’t?
Perfecting your response can give you, the sales representative, a piece of mind when it comes to maintaining the conversation. Crafting responses in advance also lets you navigate difficult conversations and build confidence when you receive those ‘curve ball’ questions from a prospect.
We want to know: What are some of your top tips when presenting to a potential client? Tell us in the comment section below!