Planning

Steve’s Sales Coaching Tips

Presenting with Power and Getting Results! - Part 1

Careful planning for your sales presentation pays off. It helps you avoid false starts, expensive rework, and last-minute scrambles. Thinking through your presentation from beginning to end ensures an outstanding performance.

A-C-I-B

Analyze your customer audience

-Identify your listeners.
-List their biases and expectations.
-Assess their knowledge and interest levels.
-Determine their attitudes toward you and your subject.
-Define how your presentation benefits them.
-Anticipate questions you might be asked.

Clarify your purpose

-Know why you are talking about this subject to this audience.
-State your objective in one sentence.

Identify your message

-State it clearly.
-Don’t depend on subtlety.
-Don’t assume your audience knows your message.

Brainstorm

-Write down everything on your topic that comes to mind.
-Pay no attention to grammar, spelling, or punctuation.
-Do not judge or attempt to sort, just write.

Remember:
Effective presentations are the result of intelligent planning. By using a step-by-step approach, you divide the task into manageable segments and ensure that you have the basis for a well organized presentation.

Good Selling!