{"id":11737,"date":"2019-03-19T18:43:11","date_gmt":"2019-03-19T18:43:11","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/how-to-personalize-your-sales-communications\/"},"modified":"2024-08-20T01:50:23","modified_gmt":"2024-08-20T01:50:23","slug":"how-to-personalize-your-sales-communications","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/how-to-personalize-your-sales-communications\/","title":{"rendered":"Mastering Sales Presentations: Sandler&#8217;s Comprehensive Courses"},"content":{"rendered":"\r\n<p>We\u2019re often asked about the best ways to coach salespeople to help them deliver effective presentations. In addition to following the basic principles of not presenting too early and ensuring that the presentation is delivered as one component of an effective professional sales process, there are four steps sales professionals can follow to ensure more effective presentations. If you\u2019re a sales leader, you\u2019ll want to make sure that the members of your team understand and follow all four of these steps.<\/p>\r\n\r\n\r\n\r\n<p><strong>Step One: Be sure the presentation is customized to the situation, and to the cast of characters, to whom you\u2019re presenting.\u00a0<\/strong>There is no such thing as a one-size-fits all presentation. Even if you have implemented similar solutions in the past, you have to be flexible in the design and delivery of your presentation. Specifically, you should structure the presentation so that it unfolds in such a way as to address, in order, the most important business problems on your prospect\u2019s radar screen \u2013 not in the order of the product or service you feel is best, or that you are most comfortable discussing.<\/p>\r\n\r\n\r\n\r\n<p><strong>Step Two: Practice your presentation.\u00a0<\/strong>Don\u2019t wing it. The very first time you hear yourself say the presentation\u00a0<em>should not\u00a0<\/em>be in front of a prospect. Get a colleague or a manager to help you role-play the presentation ahead of time. Listen to that person\u2019s feedback. The more important the deal, the more time you should spend practicing <a href=\"https:\/\/www.sandler.com\/blog\/how-make-your-presentations-persuasive\/\">techniques for persuasive pitches<\/a>.<\/p>\r\n\r\n\r\n\r\n<p><strong>Step Three: Make sure you know what\u2019s going to happen next.\u00a0<\/strong>Before you even agree to present, there should be clear guidelines in place for both sides about what will be happening before, during, and after the presentation. What information, resources, and people is your contact responsible for assembling? Who\u2019s going to be present from the prospect\u2019s side as the presentation moves forward? What specific decision options will be in place once the presentation is complete? (\u201cWe\u2019ll think it over\u201d shouldn\u2019t be one of them.) Once you have delivered your presentation, the leverage in the relationship changes, they want to know how you&#8217;re going to solve the problems. After the presentation, they know everything about what you plan to do, and they are less likely to answer your questions. So set up agreements ahead of time about what the possible decision paths will be once you have made your recommendation. In other words: Figure out what the decision process is <em>before\u00a0<\/em>you present \u2026 and set up a clear agreement about exactly what will take place afterwards.<\/p>\r\n\r\n\r\n\r\n<p><strong>Step Four: Have mini-closes along the way.\u00a0<\/strong>If pressing business problem number one is service, and you\u2019ve just presented your solution for resolving all the service-related issues,\u00a0<em>stop talking\u00a0<\/em>and ask, \u201cHas what we\u2019ve outlined solved that issue, in your opinion?\u201d If the answer is no, you still have work to do \u2013 and you\u2019re all better off acknowledging that before attempting to move forward. On the other hand, if the answer is yes, you can go on to pressing pain number two. A professional presentation is a\u00a0<em>conversation.\u00a0<\/em>An amateur presentation, is usually an hour-long\u00a0<em>monologue\u00a0<\/em>that concludes with a question like \u201cWhat do you think?\u201d The problem is, they had a big question about service forty-five minutes ago \u2026 but now they\u2019ve forgotten exactly what it was. All they\u2019ve got now is a nagging feeling that something\u2019s wrong. Setting up mini-closes along the way eliminates this problem \u2013 and bases the decision to move forward (or not) on a meaningful dialogue with the decision-makers.<\/p>\r\n\r\n\r\n\r\n<p>Sales teams that follow these four steps deliver better, more productive conversations with prospects during their presentations \u2026 and they <a href=\"https:\/\/www.sandler.com\/online-sales-courses\/\">close more deals<\/a>. Share the steps with your team!<\/p>\r\n\r\n\r\n\r\n<p><strong><a href=\"https:\/\/www.sandler.com\/blog\/category\/management-leadership\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\" (opens in a new tab)\">Check out this section of our blog to learn more about coaching your team so they can be successful!<\/a><\/strong><\/p>\r\n<p>To learn more about coaching your team to success, check out <a href=\"https:\/\/www.sandler.com\/sales-training\/\">Sandler&#8217;s training courses<\/a> or read more blog posts like this!\u00a0<\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>We\u2019re often asked about the best ways to coach salespeople to help them deliver effective presentations. In addition to following the basic principles of not presenting too early and ensuring that the presentation is delivered as one component of an effective professional sales process, there are four steps sales professionals can follow to ensure more&#8230;<\/p>\n","protected":false},"author":167,"featured_media":11738,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1038,1033,1157,1035,1321],"class_list":["post-11737","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-coaching","tag-leadership","tag-leadership-skills","tag-management","tag-presentation-skills"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Presentation Courses for Impactful Pitches | Sandler Training<\/title>\n<meta name=\"description\" content=\"Master the art of sales presentations with Sandler Sales Training courses. 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