A sales presentation that is tailored to address your prospect’s unique needs and interests is a prerequisite for success. Use the following checklist to help you gather key information about your prospect and the opportunity.
The opportunity
___ Identify the opportunity.
___ Qualify the prospect.
___ Set an actionable goal.
___ Identify the challenge.
___ Discover the trigger event.
___ Determine the current solution.
The impact
___ Establish the impact of the problem.
___ Identify the impact of the solution.
___ Determine key performance indicators (KPI).
___ Confirm timing and expectations.
The competition
___ Identify the competition.
___ Research buying history.
___ Do a competitive analysis.
The logistics
___ Determine who will be at your presentation.
___ Agree on the format.
___ Establish the time and date.
___ Confirm the venue.
___ Make arrangements to set up.
___ Determine your travel needs.
The audience
___ Identify roles.
___ Get contact information.
___ Schedule discovery calls.
___ Conduct discovery conversations.
___ Define point of view and personal impact.
___ Confirm your audience’s decision-making process.
