S6 - PRESENTATION OF A SOLUTION OR PRODUCT/SERVICE

Question 1

What are the main takeaways of Avoid These 3 Pitfalls When Giving a Sales Presentation?

Answer 1

Top three to avoid when giving a sales presentation:

1. Being overly informative vs. persuasive
   - Mistake: Dumping too much information without context (overwhelming)
   - Takeaway: Don’t just inform — inspire action.
2. Failing to close
   - Mistake: Wrapping up with a vague conclusion instead of a clear call to action.
   - Takeaway: Always ask for a specific next step. (Ex.: scheduling a next meeting)
3. “Winging it”
   - Mistake: Improvising without preparation, leading to scattered, ineffective pitches.
   - Takeaway: Prepare, practice, and mentally focus before any client interaction. Clarity and confidence.

Question 2

Features vs Benefits vs Advantages

Answer 2

• Features are defined as surface statements about your product, such as what it can do, its dimensions and specs and so on. (ex.: fast internet connection)
• Benefits, by definition, show the end result of what a product can actually accomplish for the reader. (ex.: avoid getting lost)
• Advantages are like the intermediary between features and benefits; they are effectively what the feature does to eventually result in a benefit. (ex.: access web applications in a shorter amount of time)

Question 3

When should I make a presentation?

Answer 3

Presentation should be when:
- When trust and relationship are established
- Once the situation has been properly diagnosed
- When you are in full control of your arguments

It should be:
- Adapted to the other person’s situation
- Interesting and impactful
- Well mastered by the presenter

Question 4

What is LFAB-OPV?

Answer 4

Link: Making the connection (you told me …)
- Related to..

Feature: Content of a product, what is it, facts
- Our product is… Meeting expert

Advantage: Why the feature is interesting. Positive aspect of the feature.
- You’ll be able to… Gain knowledge

Benefit: What’s in for them. Direct link between offer and need identified.
- You’ll get to make better decisions…

Operation: How it will be implemented. Justifies how the feature provides an advantage.

Prove: Evidence. How does your feature lead to your benefit.

Validate: Does the customer agree? Obtain confirmation. avoid monologue. Ex.: what do you think?

Question 5

What content should we find in a business proposal?

Answer 5

Analysis of the situation: what, objectives, context.
+
Details of the proposed situation: How, why.
= LFAB + O

Implementing schedule: When , calendar
= O

Studies, facts, effects, etc.
= P

Question 6

What are “golden rules” for a successful presentation?

Answer 6

• Never lie or play with the facts
• Keep the order logical and easy to follow
• Always link the results of the needs analysis to the presentation
• Beware of advantages versus benefits
• Don’t give away our features (or our advantages/benefits) too early in the sales call

Question 7

What is the first thing to do when presenting an offer the way we learned in class?

Answer 7

Make a connection to one of the customer needs