Sales Presentation Is For Confirmation Not Fact Finding
March 8th, 2010 | 
Author: In the sales process, sales presentations are part of earning the commitment to sign on the dotted line. Yet I believe a lot of salespersons confuse the purpose of a sales presentation with fact finding and thus fail to increase sales. This may happen because the potential customer or prospect was not truly qualified (shared within the marketing and selling phases of the sales process) or because there was poor fact finding (selling phase only of the sales process).
The reason I make this observation is I received one of those quick sales quizzes from a noted sales guru who essentially asked about the purpose of the sales presentation. I personally did not like any of the responses because all of them should have been uncovered during the fact finding step. However, I choose one just to see if I was correct or incorrect. The correct answer was about motivation.
Motivation is part of the qualifying criteria – urgency. How quick will they be to take action specific to your solution? Also when you have built a relationship with the potential customer, you should be having a better idea as to what motivates her or him to make this decision. Not everyone relates to saving dollars even though price may be brought up as an obstacle.
Granted during a sales presentation, reading body language is important and helps for you to understand what trips the buying triggers (think mousetraps) especially if there are others at that sales presentation meeting beyond your direct contacts.
The sales presentation is the icing on the cake. If you have not presented your case well, have failed to uncover all known and unknown needs, do not have a solid relationship with the decision maker, lack understanding as to how the sales decision is made, then no presentation will save you from losing the commitment. What happens is you become one of the many in the sales presentation or proposal writing business instead one of the few who actually increase sales.
Share on Facebook
Posted in Business, Marketing, Sales | 
Tags: fact finding, increase sales, Marketing, Sales, sales presentation, sales process, selling
16 Responses to “Sales Presentation Is For Confirmation Not Fact Finding”
Leave a Reply
Tracking by The Sales Corner
although I waste the majority of of my day on the net enjoying games like myspace poker or pet society, I nevertheless like to utilize some time to peruse a number of websites sometimes and I am happy to report this newest write-up is fundamentally sort of effective and quite better than 1 / 2 the various poor quality stuff I read today , anyhow i’m off to play a few rounds of facebook poker
Thanks for your comments and appreciate the reference to quality. I agree a lot on the web is not of the highest quality content or is just poorly written. My goal is to bring a different perspective to help not only salespersons, but business owners, C suite executives and even individuals.
hi there really good little web site you have there
I use the very same web theme on my own blog and yet for whatever silly explanation it seems to stream a lot quicker on this web site eventhough this site seems to have a little more material. Are you currently making use of different plugins or widgets which will quicken it up? If you might be able to reveal the widgets so I would be able to use these on my own internet sites so twilight eclipse followers could watch twilight breaking dawn online trailers and films more quickly I would be grateful – many thanks in advance 
Thanks so much for the compliment as to the website. As to all the technical stuff, it would be best to connect with Matt Geier of The Sales Corner – email is thesalescorner@gmail.com He is the person who worked with me on making it work.
I like to visit your blog a couple times a week for new readings. I was wondering if you have any other subjects you write about? You’re a very good writer!
Glad to hear you are coming back for new postings. Thanks so much for the feedback. As to your question, you can visit http://www.ezinearticles.com and search under my name. I have written on a variety of business topics to self improvement topics and occasional totally opinion topic.
I also write a weekly business column for one of the local newspapers here in Northwest IN.
http://www.post-trib.com/news/hoagland-smith/index.html
You may also search http://www.examiner.com/indianapolis and search for my name.
Finally, you can sign up to receive a monthly ezine – http://www.processspecialist.com/power-choices.htm
Very usefull informations, hanks for sharing
Great to read you found value. I look forward to you returning, leaving your comments and sharing with others.
My pleasure, please come back.
I really enjoyed your article and would like to know if I provide a link back to your site if I can use your article on one of my sites?
Thanks for leaving your comment and yes you may provide a link back to your site provided the site is related to business improvement. I appreciate you asking first.
Awesome post man. I was wondering from where do you get all this stuff!!
Thanks for the great feedback. As to the sources, I subscribe to numerous RSS feeds, read about a book a week, several on-line journals and also use Google Alerts. With over 2000 articles published between Ezine Articles and Evan Carmichael not to mention my weekly business column at Post-Tribune and my book – Be the Red Jacket, I have had a lot of experience in finding new, fresh content and then putting what I call my simple Swedish writing style to create engaging and informative articles.
heya i posted a question a while back regarding how to speed up my twilight eclipse website’s load time because we made use of the same theme during the time and someone left a comment responding to it on my website two weeks ago – if that was you I just wanted to say many thanks, and if it was not you then i’m sorry to bother you, but cheers nonetheless!
I believe you were contacted by Matt Geier who is the incredibly creative person responsible for the look of this site.
omg o . k . so here’s exactly how asinine I am, halfway through looking through your post I dropped my cup of coffee on my desk and closed the window in error and I couldn’t locate your web page once again until 6 days afterwards to finish reading through from the spot i had left off simply because I didn’t remember how I linked here to begin with lol at any rate it was worth the wait..thank you