Beyond Selling Value - PowerPoint

							Beyond Selling Value

          Chapter 10
   “Your Moment in the Sun”
     The Business Presentation
    Presentation Process
   Developing your presentation draft
   Preselling the presentation
   Reviewing the draft with your coaches
   Rehearsing the presentation
   Managing the presentation logistics
   Delivering your presentation effectively and
    successfully
   Following up the presentation
Developing the
presentation
   What do you want to accomplish?
    (Begin with the end in mind – DM
    action)
   What have you learned about the
    account? (Critical business decisions)
   What is the business fit? (Know it and
    be able to clearly explain it)
What’s in the presentation
   Cover page
   Objectives
   Agenda
   Customer business overview
   Your company overview
   Business Fit
   Action steps/timetable
Developing a draft

   Develop a fresh draft for each customer (eg.
    Insurance plan)
   Weave a story
   Elaborate on and support each bullet point
   No draft is a “final version” (coach review)
   Differentiate yourself and your company
Media Selection
    How much time do you have for the
     presentation?

    How significant is the opportunity? (less
     cost focus, more business impression)

    Comfort zones (most effective vs. comfort)
Presell presentation
   How
       Phone, in person, confirmation letter

   Objectives
       Introduce yourself
       Date, time, location
       Overview of meeting issues
       Express hope of seeing them meeting day
Coach review
   Have draft handy
   Insistent and specific
   Encourage chances
   Ask specific questions
   Fill them in
Rehearsal guidelines
   Focus on content
   Start with hard copy
   Open strong (1st 90 seconds)
   Nail transitions
   Do it again
   Jury of peers
   Get a visual
Managing logistics
   Conference room
   Internet meeting
   Give yourself time
   Tool up
   Get graphic
   Hard copies
   Role out (each person’s role)
Delivery
   Confirm length of time
   Set tone with opening
   Crisp pace
   Repeat important ideas
   Smooth transitions
   Close strong to stimulate discussion
       Preclosing video -
        http://www.youtube.com/watch?v=MCrZVt
        2Yaq8&feature=relmfu
Follow up
   Thanks decision maker and others
   Review action steps
   Reiterate success criteria
   Schedule follow up meeting
       Follow up video:
        http://www.youtube.com/watch?v=45gAB
        wNHCj4&feature=relmfu
Tips for good presentation
   Stand or sit next to prospect
   Use visuals
   Dress appropriately