Are you converting sales appointments or are you turning them away?

When you bring out a laptop and say, “Let me show you my PowerPoint presentations”, do your customers think to themselves, “Here we go again!

You can alleviate customer’s pain, demonstrate your service/solution in a unique way, and add value to your offering by making the shift from prescriptive sales presentations to diagnostic sales presentations. First we must define what each mean and then tell you how to make the shift.

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What is a prescriptive sales presentation?

Most sales presentations that use PowerPoint assume that the customer needs to know what you know in the order they need to know it. In other words, the sales professional creates and orders the slides assuming their exact order is the same for all buyers. The slides contain process visuals that demonstrate lists, charts to show data, diagrams to alleviate concerns however the order to which the buyer has questions must be answered in according to the order of the slides. This is known as a prescriptive sales presentation.

In reality customers have questions they need to know the answer to right away and won’t answer anything else or be satisfied until you are able to supply a satisfactory answer. This is why PowerPoint presentations fail consumers and actually decrease the conversion rate on appointments.

Making the shift to diagnostic sales presentations

A diagnostic sales presentation first starts by determining specific needs, uncovering objections, and resolving them with process visuals in any order.

Think of the last time you were on a sales presentation (business to business or business to consumer). Did you ever pull out a pen/paper performed handwritten calculations, drew process, or created a list for a customer? What happened to the paper after the appointment? Did you give it to the customer, did you lose it the next day, or did you spill coffee on it?

The problem with pen and paper is there is no digital record unless you take a picture with your phone or scan it in. Plus, half the time you can’t read your own handwriting or the lines on the square you drew instead look like a circle.

Instead of using PowerPoint. Use Doceri.

In sales, we are really education focused marketers who teach our customers how we solve real problems, and add value to the transaction. Doceri is one of the highest rated iPad apps for the education world and soon to be top for sales professionals.]

In future posts, we will show you how to integrate the app into your sales process but for now download the app and watch this video on getting started with Doceri.

dougdevitre

Organizations bring in Doug Devitre when they want to dramatically improve marketing, productivity, and sales performance with the latest technology. He is changing the way consultants consult, coaches coach, and trainers train professionals with his creative approach to using technology focused on business outcomes. The University of Missouri-Columbia Business School Entrepreneur of the Year, National Association of Realtors Business Specialties Hall of Fame Educator, and Certified Speaking Professional of the National Speakers Association brings a power-packed, innovative punch to managing organizational change outlined in his latest book Screen to Screen Selling™ : How to Increase Sales, Productivity, and the Customer Experience With the Latest Technology. Now Doug is focused on creating thought leadership on how businesses can use the Amazon Alexa platform to reduce operational costs and improve workplace productivity.

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