How can you ensure that you present the right product or service to your client?

If you know the challenges and problems your clients face then you'll know the solutions that will help them to solve them. And the solution should be your product (surprise :) ). So before pitching your product or service, it's crucial to do deep research about your customer to understand the status quo, so you can speak about the challenge first and then offer the right solution = your product.

Know what your product is or isn't, how its positioned and how it can help the customer. Know the pricing and be able to use samples ,case studies or testimonials to back up your claims and handle objections. Your presentation should be designed to prevent common objections.

Para presentar el producto o servicio adecuado, comprende las necesidades del cliente mediante investigación y escucha activa. Personaliza la presentación, utiliza demostraciones y ejemplos relevantes, y solicita feedback. Mantén transparencia y realiza un seguimiento para garantizar la satisfacción del cliente.

Research the prospect to understand their needs. Before the meeting you can use outside sources. If possible try to do a discovery call; asking open ended questions to understand their needs and include the right product and service in your presentation.

Muitos acreditam que vender é apenas utilizar métodos de convencimento. O primordial para que haja um ciclo de vendas objetivo é desde a prospeção, onde por análises é encontrado o target potencial e isso só é possível com profissionais que atuem de forma consultiva. A consultoria traz além de uma venda, contribui para que o produto ou serviço correto chegue até quem realmente precisa acarretando em clientes que promovam a empresa positivamente. Há o tirador de pedido e vendedor consultivo , opte por ser sempre o que faz além de pedidos.

A lot of people make this mistake. As a sales rep you need to understand the level of oppurtunity and the client. If he is a high ticket client than generic presentations doesn't work as they have already seen those by your competitors too. Here's why customization is important - Brand the PPT/Presentation with their company logo and try and match to their color scheme. This impresses the client instantly. - use case studies and testimonials which are relevent to their needs. - Make sure you not only present their company challanges but also mention the overall industry challanges. Clients love the out of the box approach. - Show them what you can do to overcome their pain points rather than talking about the existing solutions you have

Involve your client in the presentation. Let them try the features. Give them the experience of using it so they are engaged in the sales process. Let them feel what it is like to use own the product. Think of Automobile test drives.

Ask for the sale after the presentation if possible. Summarize everything in writing if you can not close and handle objections right after the presentation. In sales cycles with multiple decision makers, it is hard to close right after the presentation because there are more stakeholders.