During this stage of the sales process, it’s your time to shine. You take what solution you’ve designed and wrap it up in a pretty package to present or show the company you’re trying to sell to. The more discovery you’ve done the easier presentation stage will be.
Here’s a quick example
Through the discovery stage, you uncovered that your prospect doesn’t have a lot of visibility into their inventory unless he’s in the warehouse counting each SKU. That obviously makes it hard to manage as well as plan for a future state. Not to mention, the amount of man hours it’ll take to keep his inventory updated.
Your product makes it easy to keep track of inventory using technology. The initial setup will take some extra man hours but once it’s up and running they should see a 15%-20% drop in labor (cost savings). And they’ll be able to save on ordering replacement inventory simply by having more visibility into what’s running low (also cost savings).
It becomes a win/win because your prospects customers will have a better experience, not having to deal with as many back orders. It’ll help them retain and grow their customer base.
For this example, you’d want to present the short and long term value that your product will bring, not just the cost of it. Time is money, in this example. If you can show and talk through the advantages of your product versus not having it at all, then you add value and the price becomes less of a factor.
A Few Tips
If you’re presenting your solution or showing a demo, then you’ll want to make sure you’ve practiced how to present it. The more you practice it, then the better the experience will be for both parties. Try to anticipate objections or questions they may ask. And don’t forget to pause during your presentation/demo to let them ask questions or to provide feedback. The more engaged you let them be, then the more your chances of closing the deal increase.
You don’t want to speed through the presentation just talking, when instead, you could be interacting with more open dialogue. Your prospect(s) will appreciate the back and forth. If you want to do business with them, then you have to show them that you can be a partner, not just another vendor.
It’s important to re-state everything you’ve learned about the company. You’ll want to show them that you were listening. If you were listening, then you’ve designed a solution that is specific to their needs and wants. They’ll less likely to have objections if you address their needs and wants with solutions.
Don’t forget to ASK for the business during this stage. I would be direct and assumptive as possible. You might say something like this, “When can we get started?” or “The next step is to setup some training dates, what dates work for you?” Both questions are assuming they’ll move forward. If you haven’t addressed all of their pain points or objections, you might get some push back here. It’s up to you to overcome them. You might be able to address it in the moment or you may need to revisit the discovery stage.
This stage is all about addressing the needs they told you about with the solutions you have to offer. If you’ve done everything right up to this point, then you should have confidence with this stage. Preparation will help with your confidence, so make sure you really listen to their needs.