Product versus Profit Presentation


by Victor Antonio

Victor Antonio, Sales Consultant, Sales TrainerIn any B2B sales situation, it is incumbent upon the salesperson to improve a client’s ability to circulate their capital quicker. This can be done through increasing sales, shortening account receivables or increasing inventory turns.

The ability to increase a client’s sales revenues or decrease their cost are the two main pistons that power any company. The engine that drives these pistons is the ability to turnover (or accelerate) capital in the most cost effective way. B2B buyers want to buy products or services that can help them achieve those goals.

So before you give your next sales presentation, here are some questions for you to consider:

  • Does my product (or service) help increase revenue or decrease cost?
  • Does my presentation describe how it does that?
  • Can I quantify those increases or decreases in terms of the client’s business?
  • If so, how soon can the B2B client expect to see a Return On Investment (ROI)?
  • Do I provide the B2B client with proof on how my products help increase revenue or decrease cost?

Whether you’re dealing with the CXO or a Product Line Manager, both want to know the same thing; how can you help me grow? Your ability to qualify and quantify your proposal in terms of the client’s business unit is the key differentiator in any sales scenario with your competitor. Selling in today’s environment has changed.

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