Strategic Presentations for Business Sales

Selling a product or service to a new client requires a well-thought out plan. Strategic presentations for business sales must take into account the specific needs of potential clients. Identifying and explaining exactly how the business offering will meet clients' needs is essential.

• Determine what clients need. The potential client may need to cut costs, streamline a process or find a faster way to train large numbers of employees. Understanding the specific need typically requires a conversation before designing a strategic presentation.


• Research competing products or services. This can sometimes be achieved by interviewing the prospective customer. He or she might run a small business that uses particular accounting software to manage accounts. A medical supplier might be in need of equipment parts for a lower price. The more information that can be obtained about the products and services the client is currently using, the easier it will be to demonstrate an understanding of needs.   


• Gather all significant facts and arguments. Selling a product or service involves persuading potential customers that you have the solution. Create a detailed list of all of the solutions and product features and how they will benefit the client. 


• Customize the sales presentation. Avoid generic explanations about offerings that may be irrelevant to the prospective customer. Capture attention by focusing primarily on each need and how your business can meet it.


• Build in a question and answer session. Allow prospective clients to ask questions at the end of the presentation. If the information is highly technical, allow questions during the presentation to ensure that clients absorb all relevant details.