Emphasize discriminators that focus the customer’s business but also on people and performance – these are key attention grabbers. They are either specific business benefits or they contain things that relate to people and performance.
In complex sales processes, the customer always chooses the proposal with the most benefits. Features place emphasis on the seller and not the customer, whereas benefits put customers and their needs first.
In order to get the right key points, it is essential to realize the client’s likings and the criteria they expect, the opportunity and what the greatest way to solve the problem is, the competitiveness of other companies and what you can provide to be the client’s best choice, the problems that the client should expect and why your methodology to easing their problem is the greatest, and to propose the right price.
A Sales presentation is a sales tool, usually a talk, involving the use of demonstrative material like PowerPoint slides, props, sketches, etc., intended to get the prospect to commit to purchasing a product/service.