Tip of the Month
The IMPAX Tip of the Month is written for business development professionals who have learned and are implementing the IMPAX Process (in the form of IMPAX Strategic Account Sales Process, IMPAX Superior Account Management Process and IMPAX Strategic Inside Sales Process, among others). These Tips deal with subjects including Research, Communication and Presentation. For more Tips on dealing with Procurement, interviewing, relationship development, effective presentation delivery and much more, see the Tip of the Month archive and our book, Beyond Selling Value.
In the last Tip, we asked and started to answer this question, “If the flow of an IMPAX-style presentation is Them-Us-Fit-Action, where does a solution overview fit best?” After all, in many IMPAX-style presentations our solutions need to be effectively and enthusiastically positioned. In that Tip, we talked about how the solution is often featured as a part of the “Us” section of the presentation, following the overview of our company. A second option was to feature the solution as a part of the “Fit” section, showing how our solution, as well as other characteristics and capabilities, could bring the business fit to life.
In Part 2, we are suggesting a third option – covering the solution overview as a part of the “Action” section of the presentation. In this scenario, we propose the idea of conducting a solution or recommendation overview in our action step listing. Picture how the last page of the presentation might look:
We would present this page following a strong business fit page, and then close the presentation with a good closing question for the decision maker, “These are our suggestions. How do you feel we should proceed?”
It is easy to see where this could lead us. After a few minutes of roundtable discussion, the presenter could ask the group, “Would it make sense for me to share our recommendation in more detail?” It’s a pretty good bet that the answer will be “yes” and that they will be getting back on their feet to continue the presentation.
If the business fit is compelling and the roundtable discussion well managed, this is an optimal time to present the solution or recommendation.
Every month IMPAX provides thousands of sales and account management professionals with a thought leading Tip of the Month. These tips support and expound on the IMPAX Process by addressing topics such as executive presentation delivery skills, powerful gatekeeper strategies and compelling interviewing techniques.
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