Locked lesson.

Upgrade

About this lesson

Effective salespeople know how important it is to tailor your presentation to provide specific solutions to the prospect’s needs.

Quick reference

Address the Prospect’s Needs

The presentation is where you get to go through and shine as a sales professional.  Now is the time when you take all the research you have done, all the questions that you have asked, all the information you have gathered and you present it to your client. 

The presentation should include an introduction; it should address the client’s needs and should include the features and benefits.

Depending on what you are selling and your sales cycle, all of this can happen in a matter of minutes or over the course of an hour.  Your presentation can be done on a pad of paper, a PowerPoint, a brochure or just through talking.  You have to decide what is right in the situation. 

When to use

A sales presentation should always address the client’s needs.

Instructions

In the presentation, you need to address your client’s needs.  In previous lessons, we talked about asking the client what their needs are and writing them down in the order they give them to you.  This allows you to stay consistent with what is important to the client.

You need to do the following things to ensure you are addressing your client’s needs:

  • Turn their pain into pleasure (provide a solution for their biggest challenge).
  • Provide a specific solution for each of the needs uncovered.
  • Social proof – include more success stories and testimonials to reinforce how you can meet your client’s needs.

Before you do your presentation, make a list of all the challenges you think your client might have.   

Login to download
  • 00:04 In this video, we're gonna continue with step six, the presentation.
  • 00:09 Next you need to really address your prospect's needs, okay,
  • 00:13 address your prospect's needs.
  • 00:15 We talked about asking them what their needs are, and
  • 00:19 writing them down in the order in which they give them to you.
  • 00:22 So that way your gonna stay consistent to watch most important to them or
  • 00:25 what's on top of mind, okay?
  • 00:28 So the first thing you have to do is you have to turn their pain into pleasure.
  • 00:32 Okay, so remember you ask them what their biggest challenge was?
  • 00:36 So now you're going to give them the solution to that challenge.
  • 00:40 So you wanna reconnect them to that challenge, tell them everything
  • 00:43 that they told you about the challenge, and now you're gonna present a solution.
  • 00:49 So now you're gonna turn that pain into pleasure, because hey, this is solvable.
  • 00:55 This is solvable, and now I'm gonna fill in the gap of how you solve this problem.
  • 00:58 Does that make sense?
  • 01:00 Okay, good.
  • 01:01 So provide a specific solution for each of the needs that you uncover.
  • 01:06 So if they have a list of three different things that they're trying to overcome,
  • 01:09 now you're gonna show them how your product or
  • 01:12 service will address each of those needs.
  • 01:15 Okay, and you address them, what?
  • 01:17 In order, okay?
  • 01:19 In order of what they told you.
  • 01:21 They told me this first, here's how we're gonna handle this.
  • 01:24 This second, here's how my product or service handles this.
  • 01:27 Third, this is how my product or service will handle this, okay?
  • 01:31 So now you're taking this pain, and turning it into pleasure.
  • 01:34 Make sense?
  • 01:35 Good, awesome.
  • 01:37 And then next, social proof, success stories, right?
  • 01:40 We talked about the intro of some success stories that you had.
  • 01:44 You wanna put more stories here, another testimonial, a different story
  • 01:49 to again reinforce how you're going to handle these objections, okay?
  • 01:54 So in your introduction, you have a testimonial.
  • 01:57 Okay, and
  • 01:57 here you also have social proof, and you're addressing your prospects needs.
  • 02:01 Another success story.
  • 02:03 Okay, so you wanna have at least three to five stories that you can tell
  • 02:07 that are going to show your client that hey, this has worked for
  • 02:10 this type of person, this has worked for this type of company.
  • 02:13 This would work in this situation, okay, make sense?
  • 02:16 All right, good.
  • 02:17 So address your prospect's needs, turn their pain into what?
  • 02:22 Turn their pain into pleasure.
  • 02:25 What is their biggest challenge?
  • 02:26 How are you and your company going to help them overcome their biggest challenge?
  • 02:30 And if you want a little ninja trick, you want a ninja trick?
  • 02:34 Okay, before you do your presentation, you make a list of
  • 02:39 all the challenges that you can think of that your clients might have.
  • 02:44 Prehand, okay, before they tell you, okay?
  • 02:47 Because what happens
  • 02:48 is a lot of times they'll tell you what's on the top of their mind, and
  • 02:51 they may not even know what other challenges are waiting for them, okay?
  • 02:56 Or, if they're most popular challenges that people tell you about,
  • 02:59 the ones they write down are gonna be ones that you already know about.
  • 03:02 Okay, and you're already going to have an idea of how your product or
  • 03:06 service is gonna help them overcome that.
  • 03:09 Does that make sense?
  • 03:10 Okay, good.
  • 03:11 And again, if you're new to the business, or
  • 03:13 new to your company, talk with your sales manager, talk with other sales people.
  • 03:18 What are some of the challenges that our clients are facing?
  • 03:21 Okay, and those are probably gonna come up in your sales meetings as well.
  • 03:24 So you're already gonna have some really great
  • 03:27 ammunition to help them overcome those challenges.
  • 03:30 Okay, good.
  • 03:31 And, number two, just to recap.
  • 03:33 Provide a specific solution for each of the needs uncovered.
  • 03:37 Because a lot of times what happens is,
  • 03:39 sales people will start just spewing out information, right?
  • 03:43 If somebody is selling a car, they'll say, this things got 0 to 60 in 3.8 seconds,
  • 03:48 it's got a Hemi in it, blah, blah, blah, blah, blah, blah.
  • 03:52 And maybe all the customer wants is something that has good brakes
  • 03:56 to keep their family safe.
  • 03:58 Okay, so you've gotta get that information on the front end.
  • 04:01 Somebody wants speed or whatever,
  • 04:02 great start telling about the engine, start telling about 0 to 60, okay?
  • 04:06 If they want safety, tell them about your safety ratings that you've got, okay?
  • 04:10 Tell them about the anti-lock brakes, etc.
  • 04:14 Makes sense?
  • 04:15 Okay, so provide specific solutions for each of the needs that you've uncovered,
  • 04:19 and then here you also wanna insert another testimonial.
  • 04:23 More social proof, success stories.
  • 04:25 Somebody who started here with a challenge, and
  • 04:28 ended up over here happy, smiling, okay?
  • 04:31 Good, you guys got this, I'm gonna see you in the next video

Lesson notes are only available for subscribers.

Gift this course