There is a lot of talk these days about best business practices. Entire text books have been written on the various subjects that cover this rather vague term. This article does not attempt to cover all of those subjects, but rather to focus on one often overlooked principle that many companies are facing today. That principle is sales presentations.
Sales presentations are, of course, a part of best business practices. Let’s face it, without sales most companies would have to close their doors. Commerce in its truest form is about sales. Nothing too revolutionary there. So if sales are such an important aspect of commerce, why are so many companies struggling to improve their bottom line?
One reason could be that they are not presenting the information that the buying client wants (and needs) to hear during the presentation. In many cases, a sales team is given a stack of pre-printed materials (the product line or service offered) and they just hand it out, to be honest about it. Then they ask for the order and are often surprised when they do not get the order. Today, more than ever before, the buying client wants and demands more from vendors. Increased competition both globally and domestic is forcing buying clients to re-examine the way they work with vendors and is also demanding that vendors be more helpful during the course of the buying and selling relationship.
So what does this have to do with best business practices?
When your sales team can meet with your client and know beforehand what the client is probably going to ask or wants to know more about, your sales team will have a distinct advantage over your less informed competitors. By being able to anticipate what the buying client wants to have addressed during the presentation, and by being ready to address those issues, you immediately propel yourself toward trusted advisor status. Buying clients want to have their concerns put to rest before they sign on the dotted line. When you are able to know, in advance, what those issues are, you are helping him or her make a quick and solid decision that will most often be in your favor.
Now, that is good business practices at work.
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