One of the struggles we all go through is deciding what to include in a sales presentation. Even if we’re meeting with one person, we try to make sure we have the right amount of information for the time allotted… and there’s the root of the problem.
When you’re preparing for a sales call, don’t worry about the amount of time you have. Your job is to get to the next step of the process, whether you’re meeting about a specific project or advancing a relationship. Your job is not to fill an hour. When you’re deciding what to include in you call, think about the one or two topics that will pull you into the next step. That’s it. Everything else will dilute the message that matters.
For example, if the critical topic is to illustrate how strong your company is delivering remote services to 24-hour operations, then don’t include the nine slides about your company’s new corporate office. Stay focused on the value of the message you’re trying to convey, and remember that everything else dilutes that message. Don’t worry about filling an hour – it’s all about the important content, and not the time. In fact, if you want to make some friends, end your meetings early.
So, how do we make sure your customers know that you have an impressive new office? Tune in tomorrow for Idea Tuesday.
