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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. 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. First, we need to understand the context of why this type of presentation is so important. 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. What they buy first is the person doing the presentation. Then they look at your company and if convinced, they buy it. They look only on the product next when they are convinced of your company. Then they buy the investment for your product. The capabilities presentation fits into the second step of the buying process which is buying your company.
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Capabilities presentation is generic. You can create a totally customized capabilities presentation for large prospects if it is worth the time and the effort. 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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Information about your company should be included in this presentation. The important things to include about your company are the historical overview, the types of products or services you offer, your company vision, company values, company philosophy, and others. Case studies can also be included in the presentation. If you have case studies from several industries you can choose the ones you think would go well with your prospect. Include also a brief bio of your experience and expertise. Presenting this capabilities presentation to your prospect has to be conversational. Do not dominate the presentation. In order to bring your prospect into discussion with you, ask questions. There are important questions that you can ask your prospective client. You can ask your prospective clients the ways he sees the company values mesh with his 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. The quality of your meeting would greatly improve if you take the time to prepare the questions well in advance. If you make an excellent capabilities presentation, then you can proceed to the other steps of the sales process. This presentation will help build your own credibility and the credibility of your company. If you follow these tips above, you will be effective in delivering your presentation.