The best consultants are not usually the most successful.
Sales presentation PPTs are the best aids for these consultants. But, selling to corporate consumers is different from selling to regular consumers. It is not enough to advertise your product. Corporate consumers are interested in many other details such as Cost-Benefit analysis, Return on Investment and so on. The corporate buyer is likely to be represented by a panel, rather than a single person. This becomes a challenge for the consultant, because each person will be interested in different areas, and will require differing levels of detail. How then, can you make a quick sale?
PowerPoint presentations are the best sales aids for these consumers. Well organized slides with appropriate illustrations can provide consumers with the information that they wish to see. Follow these steps and you won’t go wrong:
1. Illustrate the problem If you can start off by showing that you have understood their problem, they are prepared to see your solutions, even if they are more expensive, and less comprehensive.
2. Once you see an alignment of your understanding of the customer’s problem, proceed with a feature comparison of your product or service with that of your competition. This can help you create interest in the audience.
Even if the first two slides, i.e. the understanding and the feature comparison are not accurate, they come up for discussion much earlier in the sales process. This allows you, as a consultant to make changes to the presentation flow as beneficial to the sale.
3. Next include slides that describe the details and benefits of the service or product. You can create your own presentations using sales aid templates and editable graphics. Look for easily customizable products so that you can spend less time on creating the presentation illustrations and focus on the content.
4. Many innovative re-usable templates specifically created for sales are available. ‘Heaven and Hell’ analysis, pyramid and funnel diagrams can make your presentations more appealing.
Sometimes, consultants prefer to completely outsource their sales presentations to tech writers. In most situations, this only worsens the problem, because the problem is not well understood by these amateurs. If you must outsource, look for trust worthy service providers who have experience in preparing sales aids.
