Episode 4: The Sales Process: The Presentation

In this episode, Ben dives into creating a top-shelf sales process that works for any B2B business. He explains how to create an effective and streamlined sales process that will help the team grow revenue, make profits, and stay engaged. By understanding the importance of a well-defined process and focusing on the customer journey, businesses can maximize their potential and achieve long-term success.

In this podcast, he talks about how to nail the presentation stage, giving listeners a few structural norms to embed in their team, as well as advice for their leaders to stay on top. The speaker discussed the importance of needs analysis when preparing for a sales pitch. He discussed two acronyms to keep in mind when conducting a needs analysis: BANT and PPVVC. BANT stands for budget, authority, need, and timing. The PPPVC method stands for pain, power, vision, value, control.

The speaker emphasized the importance of understanding customer pain points, knowing the decision-making process, and ensuring proper preparation. With these tips, sales teams can be better prepared to make a successful pitch.

0:00:00 Intro

0:02:16 Recap of Previous Episode

0:02:43 The Presentation Stage

0:03:09 How to Nail the Presentation

0:04:37 Understand Value Opportunities for Customer

0:05:33 Know the Decision-Making Process

0:7:57 Preparation

0:09:42 10 rules of Engagement

0:13:40 Make Customers Feel Special

0:14:56 Make Sure You Are Taking a Physical Product

0:16:30 Prepare the Agenda of the Meeting

0:17:16 Story Telling and Social Proof

0:18:49 Specific Benefit of the Product

0:20:29 Question Time

0:20:55 Be Clear on What’s Next

0:22:08 Steps to Presenting Via Video Conference

0:25:20 Health and Fitness Tip

0:26:11 Outro

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