Do you have a formal sales presentation and sales process?
Most companies don’t.
Read on to see why not having a formal presentation could be costing you thousands and thousands of dollars in lost sales.
What is a “formal sales presentation?” It is a detailed document describing the sales process from “suspect” to “customer.” It contains the basic sales tactics, strategies and best practices of your sales process. It is a hard reference for the salesperson with any question about how to handle a selling situation. The more detailed and complete, the more valuable and usable it will be.
Developing a formal sales presentation provides a receptacle for the best practices of your selling process. It is quite typical to find the top management and possibly some of the top salespeople using specific techniques, words, or strategies that are more successful than others (best practices). Your presentation brings them to everyone on the team in a way that they can be used more often.
Performance on demand requires that the whole sales team be consistently using all the best practices currently known and that there is a method for developing new ones.