Insights from the field of Selling
If you've been following my posts on doing the finals process differently, I've talked a lot about stakeholder alignment. Not so much around where they went to school or their view of your firm, but the challenges of their day job and the pressures facing their industry.
Most of our clients wrestle with another issue around getting ready – availability. Many firms have subject matter experts that parachute in and handle their “slice of the deck”. If this is working for you, carry on. If not, here’s why. This meeting is a test for what it will feel like to work with you. The stakeholders in front of you want to hear your story, how you're connected to one another and the ownership you will collectively demonstrate over their plan. Add to that, any business procuring services is going to demand a higher level of business acumen and an intimate knowledge of their industry.
Point: Since you may not have time as a team to practice your entire presentation, master your piece and master the transitions. Here are a few steps and processes to help you and your team get ready:
To learn more about how to get ready for the next generation finals presentation, contact us at firstname.lastname@example.org
Bill Walton Sales Training has over 60 years of collective Fortune 500 company experience in Sales, Sales Training and Field Sales Management. Our specialty is preparing individuals and organizations to present their value propositions in a way that results in higher close ratios. Our team are un-blurring the lines of differentiation between their client's fiercest competitors.