2. Successful Consultative Presenting
• This will be a 3 part series to
outline and provide tips to follow
in;
• Preparing
• Presenting
• Following-Up
Enhance your skills
4. Senior Executives Purchase Decisions?
• At the beginning of the buying process, executives get
involved to;
• Understand current business issues
• Establish project objectives
• Set the overall project strategy
• Executives get involved at the end of the buying process
to;
• Plan the implementation of the new project
• Supervise the measurement of the project’s results
5. Senior executives are more
involved during the
beginning and end of the
buying process and less
involved in the middle
6. How Can You Conduct Meetings That Are
Deemed Effective By Executives?
• A sales presentation top two
criteria were;
• A supplier’s ability to
demonstrate
accountability and
responsibility.
• A supplier’s ability to
understand the
customer’s business
goals, objectives and
challenges
• Executives assign high
values to behaviors such
as;
• Listening well
• Exhibiting industry
expertise
• Knowledge of the
executive’s business
Effectiveness
7. Do your Homework
• Prior to Presentations:
• Interview Key customer players
• Visit the customer web site
• Read annual reports
• Research social media and publications
• Ask the question,
• How can we create value received for dollars
spent?
Needs to be measureable
8. Once You “Got the Meeting”, What’s Next?
• Executives ranked first;
• Those organizations
who show
accountability and
responsibility
• Those organizations
who understand the
customer’s key
business goals and
objectives
Executives want to deal
with people who will;
◦ Listen and consider the
customer’s needs
before proposing a
solution
9. How to Present the
One Hundred Page Report
• Start at the conclusion and then cover each
main point
• Design a presentation based on the 100
page report…Don’t present the report
• The presentation is advertising
Get right to the point
10. • Stick to the concepts(3-
5)
• Use clear and simple
visuals
• Address questions as
they come up
How to Present the
One Hundred Page Report
• Briefly summarize:
◦ Key concepts
◦ Your conclusions
◦ Your goal
11. The Presentation
• Personal Introductions
• Your objective for this presentation
• Gather the customers’ expectations for the
meeting
• Present what you believe the “specific”
customer requirements are (3-5)
• Show the meeting agenda and time
parameters
12. The Presentation
• Introduce the results you have concluded
• Form the work you have done
• Create one slide per concept that supports your
conclusion
• List again;
• Each customer requirement
• Show how you have met that requirement
• Supplier Specifications
