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Guide to Business Sales Training There are two types of presentations in business to business (b2b) sales. The capabilities presentation is the first type and the proposal presentation is the second type. If you want to be effective in your sales process, then it is important to understand what goes on into both of these presentations. Below we are going to look at the capabilities presentation. The first thing we need to understand is the context of why it is important to have this capabilities presentation. And this also involves understanding the buying process that the prospect goes through before deciding to buy your product or services. There are four step which the prospect goes through in the buying process. They buy you first. Then they get themselves convinced that this is a good company to buy products or services from. When convinced with the company, they look then at the product. Once convinced of the product, they make an investment in it. 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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Capabilities presentation is more of a generic type of presentation. If you have large prospects worth the time and effort, you can create a totally customized capabilities presentation. And for other prospect, you simply need to give it small tweaks so that your presentation will have a customized feel or effect for each prospect.
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The primary thing included in this presentation is details of your company. You should include a historical overview, type of products or service, company vision, company values, company philosophy, etc. If you feel it necessary, you include case studies in the capabilities presentation. If you have case studies from several industries you can choose the ones you think would go well with your prospect. It will be well to include a brief bio of your expertise and experiences. The best way to present this capabilities presentation is not a lecture type presentation but a conversational one. Do not dominate the presentation. Ask questions that will bring your prospect into a dialogue with you. You can ask your prospective client many important questions. Questions like: “In what ways do you see that our values mesh with your values?” You can also ask your prospective client what experiences he has had with similar companies. The questions that you would like to ask the prospective client should be written down so that you come prepared for your 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. For a good presentation, remember to follow the tips above.