The Five Must-Ask Questions in a Sales Presentation
Frank Traditi
Your prospect should do most of the talking in a sales presentation.
How does that happen? Don't I need to tell them all about my products or services? Shouldn't they know about everything I offer? Didn't the prospect invite me to present to them?
Well, you may be surprised. Your prospects want to know that you understand them and their issues. They have a problem. You're there to solve it. But first you need to get to the root of why they need the help and how you can fill the gap.
So many sales presentations today are jam-packed with features, benefits, gizmo's, the-answer-to-all-your-problems product enhancements, and unfortunately the message gets lost and the client goes away confused and scratching their head.
You probably have witnessed some of these presentations. You know the ones - 150 PowerPoint slides with every detail about the company, product, service, etc. All on slides you can't read unless you're a foot away. A real snooze fest.
How do you change all that and get right to the heart of a great sales presentation? Turn the tables. Start asking questions. Ask high-impact questions that get your prospects' emotions peaked about solving their problem.
Going back to the opening statement, this approach gets your prospects to tell you exactly what they need. When a potential client launches into their specific problem, you now have a road map directly to the answer. Then you’ll know which product or service to sell.
To help design your road map, here are five must-ask, high-impact, sales presentation questions that you can fold right into your presentation. These questions can adapt to any sales situation, selling any kind of product or service.
1. Tell me about your current situation with regards to __________
(you fill in blank)
2. What would you/your company like to change?
3. How has this issue/situation/problem/challenge affected you
or your bottom line?
4. What does resolution/success/change look like to you or your company?
5. What would happen if things stayed the same?
If you ask these simple but powerful questions in any sales/marketing presentation, here's what happens:
• You'll find your prospect will just start talking.
• You’ll get valuable insight to problem resolution.
• Will lead you to designing a customized solution using your services.
• You get the sale.
• A win-win business relationship.
This is your road map to getting more sales from your presentations.
So, go out there and get your prospects talking.
Copyright © 2006, Frank Traditi
Was this article helpful? Don't stop here...Read more small
business or job search self promotion
tips.
Editors, publishers and webmasters: You may reprint these articles free
of charge if you follow our reprint guidelines.