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.
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.