When GoToMeeting asked me to host a webinar on How to Develop & Deliver an Enticing Presentation, initially I was a bit hesitant. After all, I haven't talked about this stage of the sales process for a long time.
But as luck would have it, I was the victim of two very disorganized non-enticing online sales presentations in the days following the invite. And to make matters worse, the hapless sellers had no idea how badly they'd bungled their opportunity.
Suddenly I had a lot to say! And if you'd like to listen in on the webinar, you can hear me talk about how to:
- Avoid costly presentation mistakes that can delay or derail your sales efforts.
- Craft a compelling value proposition that catches and holds the decision maker's interest.
- Demonstrate your expertise without sounding like a product-pushing peddler.
Click here to view the webinar now. (Registration is required.)
Jill what do you think of Thomas Freese "Question Based Sales" especially his method of approaching a presentation. Mutual agenda etc.??
Posted by: Joe | 05/31/2008 at 11:15 AM
Tom Freese "gets it." I highly recommend his book, Question Based Selling, but haven't read it in a while so can't comment specifically on his method of approaching a presentation.
But since you mention the mutual agenda, the answer is yes. Good idea. It ensures you've done your homework before the meeting and keeps you focused on what's important to the customer. Gaining that agreement upfront is a great way to fully engage the prospect in the discussion.
Posted by: Jill Konrath | 06/01/2008 at 11:42 PM