How Well Prepared is Your Sales Presentation?

A friend of mine was in the market for an inserting machine to speed up some of the routine mailings in his office.  Eventually he narrowed his choice to two competing models.  My friend set up appointments to go see demonstrations of the two competing machines.  But when he and his office manager arrived at Company A with job samples, no one seemed prepared.  The operator had a difficult time getting the machine adjusted to handle the work. Company B, on the other hand, insisted on having the samples three days ahead of time.  At the demonstration, the machine performed perfectly.  The operator explained the process confidently from beginning to end.  Company B didn't necessarily have the better machine.  But their demonstrations instilled a lot more confidence in my friend and his office manager.  And this is the machine they eventually bought.  Whether or not you product requires a demonstration, every sales presentation requires preparation.  The more consideration you give to you prospects particular needs ahead of time, the better you can plan the meeting.   Be prepared.  Make sure you have everything you might need to make the sale.  Don't put yourself in a position where you might fumble through lack of preparation.  If a demonstration will help you sell the product, plan it carefully.  Practice it until it becomes second nature.  Make sure well in advance that you have adequate supplies of all the necessary materials.  Anticipate questions the prospect may raise. Are there tests that might help back up your product?  How about a list of other users, or testimonials from other satisfied customers.  Organize this material ahead of time so you'll have it at you fingertips when you need it.  Thorough preparation means you'll have the necessary facts and materials on hand when you need them.  You'll put on a smooth performance,  one that shows prospects you've thought about their problems and taken the effort to come up with helpful solutions.  It will inspire confidence in your ability fill their needs.