What Do You Use During a Sales Presentation
This week on ‘Ask the Experts,’ an HVAC Contractor in Indiana asked:
“What do you use during a sales presentation? Branded presentation book? Software program? Video?”
As always, Contractor University faculty member Gary Elekes reminded listeners not to get too lost in the weeds, and to keep in mind why they would be giving a sales presentation in the first place.
“The most important thing in any sales presentation is the ability to connect with your client and to build a personal relationship,” said Elekes. “So trust and that individual bond that you have is by far more important that any collateral presentation you have.”
Elekes explained that in many of his sales training events, he hands out a physical sales presentation very similar to the one he uses for his own company. Still, says Elekes, having an tablet or computer handy during the presentation isn’t a bad idea.
“The software that you’re using for load calculation and the ability to do what we call ‘sales selections software’ asks some questions that drills into a series of options that the computer is presenting basically,” he said.
Elekes emphasized the use of digital devices during sales presentations, citing a consumer survey where customers stated they trust software applications more than actual humans.
Gary Elekes is serial entrepreneur with a passion for helping others become more successful by sharing what he has learned over the past 3 decades working closely with all facets of the contracting industry. During his career, Gary has held senior management positions at Lennox and Service Experts
Our faculty members have also answered questions on other topics related to system sales, including How to Give Gifts on Sales Calls and Landing Jobs and Closing Sales.
Hear more from our “Ask The Experts” faculty members on “Cracking The Code,” our weekly web series.
Contractor University members can click here to log in to their member dashboard and submit a question through the Ask the Expert portal.
