Tailor the Presentation
Completion requirements
Lesson 4: Planning the Presentation
Tailor the Presentation
Never start a presentation by showcasing your knowledge of the products and/or services that you are selling. First, focus on the customer to be sure that you are appealing to how you can address specific challenges or needs of the customer. Research
ahead of time so that you know to whom you are presenting. Then, begin your presentation by asking questions and/or reviewing your understanding of the needs of the customer.
Use the strategies already discussed to know to whom you are presenting:
Use the strategies already discussed to know to whom you are presenting:
- Determine the customer type so that you know how such customers should be approached.
- Is the customer analytical, amiable, expressive, or a driver?
- The presentation must be relevant to the customers’ needs.
- Discussion of all the products is unnecessary if your customer or client does not have a need.
- Observe, listen, question, and use selling statements.
- Refer to the previous lesson for review.
