Effective Capabilities Presentation for Business Sales


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.  It is important to understand what goes on into both of these presentations so that you can be effective in the sales process.  Here is an explanation of what is involved in capabilities presentation.

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

We can summarize into four steps what goes through in the prospects mind in the process of buying products or services.  What they buy first is the person doing the presentation.  Then they buy your company.  Then the buy your product.  Once convinced of the product, they make an investment in it.  ON the second step of the buying process which is buying your sales training courses UK company, this is where the capabilities presentation fits in.

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.  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.


What should be included in this presentation is information about your b2b sales training UK company.  What you can include in this company information is the company’s historical overview, its products of services, its vision, values, philosophy, and others.  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.  A brief bio of your experience and expertise should also be included.

Presenting this capabilities presentation to your prospect has to be conversational.  Do not dominate the presentation.  Asking questions will help bring the prospect into a dialogue with you.

There are important questions that you can ask your prospective client.  Ask the prospective client how he sees your values mesh with his.  You can also ask your prospective client what experiences he has had with similar companies.  To prepare for your presentation, it is good to write down the questions that you would like to ask the prospect.  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.  With a good presentation your credibility and the credibility of your company will be built up.  If you follow these tips above, you will be effective in delivering your presentation. Learn more about sales training at http://www.ehow.com/how_4810197_write-sales-training-manual.html.


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