Qualifying: Before or After Your Presentation?
Author: Mr. Inside Sales
Posted: June 8th, 2021
I was working with a new client this week, and I listened to a recording of their presentation and it went like this:
How does this sound to you?
Is this the way your presentations go?
After we went through the call, I suggested it would be much more effective for the rep to know the client’s buying motives (his needs, wants, and wishes) before giving the presentation.
If you want to immediately improve your conversion rates, then make sure you understand—in advance—what your prospect’s buying motives (and potential objections) are.
Then, spend your presentation targeting those needs, and checking in often to see if you’re meeting them!
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