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Guide to Business Sales Training

In business to business (b2b) sales, you need to learn about the two types of presentations. The first is the capabilities presentation, and the other is the proposal presentation. Both these presentations are very important in business sales, so if you want to be successful in it, then you have to understand what these two types of presentation is all about. This article will be all about capabilities presentation and what it is all about.

Understanding the context of why capabilities presentation is important is the first thing we need to do. We need to understand the buying process that a prospect goes through before they make a decision to buy your product or service.

In the buying process, the prospect usually goes through four steps. They buy you first. Then they buy your company. Then the buy your product. Then they invest on your product. ON the second step of the buying process which is buying your company, this is where the capabilities presentation fits in.
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It is a generic type of presentation when doing capabilities presentation. This means that if it is worth the time and effort, you can create a totally customized capabilities presentation for large prospects. In general, this will be the same for all of your prospects with small tweaks to give it a customized feel or effect for each prospect.
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Information about your company should be included in this presentation. You should include a historical overview, type of products or service, company vision, company values, company philosophy, etc. Case studies can also be included in the presentation. Choose from among the case studies from several industries, the one that you think will be appreciated by your prospect. Include also a brief bio of your experience and expertise.

You should present your capabilities presentation to your prospect in a conversational manner. Dominating and doing all the talking is not the way to make the presentation. Ask questions that will bring your prospect into a dialogue with you.

You can think of many questions that you can ask your prospective client for his opinion. Questions like: “In what ways do you see that our values mesh with your values?” Ask your prospective client what experiences he has had with companies that are similar to yours. To prepare for the presentation, be sure to write down the questions that you want to ask to have a good conversational presentation. If you want to have a good quality meeting with your prospective client, you should come well prepared with the questions in advance.

The key to proceeding in the sales process is the capabilities presentation. This will help build your credibility and the credibility of the company that you represent. You will be effective in delivering your presentation if your follow the tips above.