Quais são os erros mais comuns na hora de apresentar aos tomadores de decisão?

Always ask for a list of attendees from your primary contact. Get their full name, title, role and contribution to the buying process (if possible). Make sure to go around the room and confirm their roles and responsibilities so you have a 100% clear picture of their stake in the buying process. As you work your way through the meeting, confirm with each attendee that they see the value of what you're demonstrating as well as the positive impact you'll make on them in their position.

Not knowing your audience, but not in the literal sense. I don't need to know everyone's extensive history, what they've done. What I need is to know is their pain points and whether or not I have the solution. I need to know how they prefer to converse, whether they like a good back and forth or to be presented to. Details like that are important for good conversation and closing a deal.

One thing I have found helpful is to learn what their technical knowledge is of the topics being discussed. You don’t want to overwhelm or insult them by taking above or below their comprehension level.

Ao apresentar para tomadores de decisão, é crucial evitar alguns erros comuns que podem comprometer a eficácia da sua apresentação. Aqui estão algumas questões a considerar para cada um dos itens listados: Não conhecer seu público: Erro: Não entender as necessidades, interesses e preocupações do público-alvo. Solução: Faça pesquisas prévias para compreender o público. Personalize a apresentação para atender às suas preocupações e mostre como sua proposta atende às necessidades deles.

It is obviously important to know who your audience is. You can do this through research prior, then having an exploratory yet direct conversation about their pain points/motivations. However, getting to know them doesn’t end there. READ THE ROOM. Always, read the room. Be self-aware. Don’t use big words or even use too many words. Speak simple and direct. Understand their social cues, pay attention to their body language. It has helped me seal many complicated deals because I realize when they get uncomfortable with something OR they are holding back on something and I gracefully bring it up or dig a little deeper. Thats where all the magic is found!

Always ask for attendee's positions and job profile to define your message in effective way. This will help you to manage the expectations of your audience.

This is the top challenge when presenting to decision-makers. They want you to 'show them you know them'. Do your research!!! LinkedIn holds pure gold - from personal to professional insights, it's yours for the taking. Google them. Understand what they do, what they think about and what keeps them up at night. Go the extra mile - ask a few of your current customers - "hey, what would Ms/Mr XYZ be looking to hear from me on next week"... BTW - decision makers expect this in this day and age. Anything else is deemed lazy. Harsh reality.

i would go with 'Clarity'. once you cant convince or communicate your proposal in easy terms to decision makers, then its 50:50 onwards. but if you're prepared enough to communicate and convince decision makers with simple illustrations and common sense, then you need not a lot of time talking, rather you will prepping for questions. In my opinion, decision makers will always go with what is clear and understandable with them.

Discovery is so important! This is where you learn about the prospect as a person! What makes them tick! Then you can tailor the tour around those specific things. There is no need to tour the entire building. Remember, focus on what’s important to them. Why show the pool, if the prospect hates to swim? Also, find your community’s niche. What sets you apart from all the other communities. Essentially, what makes you a better choice than the community down the road? But again remember, this all starts with the discovery process. Without this, you are flying blind and essentially wasting your time and theirs. You need to put the work in to get the results you desire! And remember, this is a huge decision! Be sensitive and empathetic!

Everyone needs to remember the rule-70% listening and 30% talking. They’re not there to listen to your stories and they are not there to hear you ramble off all your amenities. If you just listen, a lot of times the family is going to tell you everything you need to know. Just listen! It’s already an overwhelming process, so to make a tour last for hours is exhausting and honestly, a lot of times a turn off to families. Tailor the tour around the families specific needs and take it from there. Remember, silence is ok. They are taking it all in. If they feel you are genuine and trustworthy, but most importantly, have listened to their needs and concerns, they will choose you over another community that didn’t display these attributes.

Lack of clarity and brevity: Presenters often make the mistake of being too verbose or unclear in their presentations. Decision makers appreciate concise, to-the-point communication that gets to the heart of the matter. Ignoring objections and questions: Failing to address potential objections or questions from decision makers can leave them feeling unheard and unconvinced.

Nothing is more annoying than a chatty salesperson. It gives the impression that you're more interested in showcasing expertise than solving a problem. In sales, listening is crucial. By listening, you gather more information than specific questions might yield, and you make the decision maker feel heard. Pose an open-ended question and then simply listen—many owners and decision makers enjoy discussing their business, especially when seeking solutions.

Sales is the practice of active listening. Sales professionals can tend to get in their own way by talking too much which causes disengagement from prospects.

Be clear, concise and convincing and confident by knowing your audience, your value and how your company/solution is uniquely qualified to solve the challenges they are facing in order to deliver the outcomes you’ve mutually agreed on.

When you talk too much, you loose the ability to gain buy in and check for understanding. It is typically an indication of inexperience presenting and/or nervousness. Listening more gives you opportunities to address questions and acknowledge concerns or compliments. Asking open ended questions can help to make the presentation more of a conversation and more engaging for the audience if they’re able to participate.

Too much information can actually be more devastating than not enough information. Choose impactful words and leave the "fluff" out of it. Time is essential, so be cognizant and respectful of it. Also, if you are talking, they are not, and listening provides valuable information as to what direction the conversation should flow.

Falar demais: Erro: Encher a apresentação com informações excessivas e desnecessárias. Solução: Mantenha a apresentação concisa e focada nos pontos essenciais. Comunique-se de forma clara e objetiva, destacando os aspectos mais relevantes para os tomadores de decisão.

Já ouviu o ditado atual: menos é mais? Faça um resumo sobre o que você precisa falar e disserte sobre. Quando você fala muito, as pessoas perdem o foco e não lhe dão ouvidos.

Always listen to what their needs are. Provide helpful information for them so they see your expertise. Find out what their budget is - if possible- so you know what to propose. Propose 2-3 price options and explain the difference in quality. This way you did the shopping for them. Find out how they heard of you? If they already got pricing and worked the entire project with another dealer you have 2 choices to manage your time efficiently. A) Say thank you but no thank you as likely your being used to pressure the original to further lower their price. B) Or take a chance. That could mean offering inferior product to win the deal on price. Competiton always does that. In the long run you will jeprodize your reputation.

Não mostrando o valor: Erro: Falhar em comunicar claramente o valor e os benefícios da proposta. Solução: Destaque os benefícios tangíveis e intangíveis que a proposta oferece. Foque nos resultados, retornos financeiros ou benefícios estratégicos que sua proposta trará.

Common mistakes when presenting to decision makers include overloading with details, lack of clear and concise communication, neglecting the audience's perspective, and failing to address key concerns or risks. You can demonstrate the value by customizing your presentation to emphasize what is most relevant to decision makers and by being thoroughly prepared to address questions or objections.

Normally if the decision maker understand the value that you bring in to the table you will earn their trust and from there all the succeeding transactions are just based on trust.

Vender produtos "É facil", difícil é vender soluções. Demonstrar que ao comprar com você, o cliente terá um suporte do inicio ao fim. Você está resolvendo o problema dele!

This point emphasizes the need to avoid positioning your product or service as a mere commodity and instead focus on showcasing its unique value proposition. Utilizing stories, testimonials, case studies, and demonstrations effectively communicates the tangible benefits and outcomes your solution can provide. Quantifying the value by highlighting potential savings, increased efficiency, or improved satisfaction helps decision-makers see the practical advantages, setting you apart from competitors and strengthening your position in the market.

Não tratamento de objeções: Erro: Ignorar possíveis objeções ou não estar preparado para lidar com elas durante a apresentação. Solução: Antecipe possíveis objeções e prepare respostas convincentes. Aborde preocupações com confiança e ofereça soluções para mitigar as preocupações dos tomadores de decisão.

what works best for me in handling objections is aside from showing value is making a sincere commitment to the decision maker words like “if I have to do it myself to show my support and commitment to your company I will not have any second thoughts doing it”

Daher - wie bereits vorher erwähnt - bevorzuge ich die präsentation mithilfe eines internen Fachmanns - ich kann mich um die Kundenreaktionen inklusive der Einwände kümmer, während mein Kollege dann die jeweils wichtigen Features hervorheben kann.

Para tratar de objeções é necessario ter um bom conhecimento do produto/serviço que está oferecendo, saber como o mercado está habituado a agir e mostrar isso ao tomador de decisão, sem falar do concorrente. Tambem é importante entender o motivo do cliente ter aquele ponto de vista.

Our observation underscores the importance of addressing objections proactively during presentations. Ignoring or avoiding objections can indeed lead to doubt and distrust. Acknowledging concerns and providing evidence to counter them demonstrates transparency and builds credibility. Effectively addressing objections also helps in fostering a more open and constructive dialogue, allowing decision-makers to make informed choices and increasing the likelihood of a successful outcome.

Assuming the sale is one of the more prominent missteps I see. It's great in a transactional environment where the deal is done once payment exchanges hands, but in a more complex deal cycle a lot has to happen between a soft yes and go-live. Not asking for the sale -or next step- loses the opportunity to have your prospect articulate the value of your solution (emotional impact), blows past potential objections, and comes across as not being prospect focused. None of these are things you want in your deal cycle.

Asking for the sale in my opinion is the crucial step in a sales pitch. If the prospect does not immediately agree to the sale, the response to your question provides valuable feedback. Understanding why the prospect hesitates allows you to adjust your approach, address concerns, and potentially salvage the deal.

Não pedir a venda: Erro: Não fazer um chamado claro à ação ou não direcionar para o próximo passo. Solução: Encerre a apresentação com um chamado à ação claro e específico, como solicitar um compromisso para avançar, fechar um negócio ou agendar uma próxima reunião.

In my opinion this is the most important mistake to not make, as even a good presentation can fail to launch if the client doesn't see you as upfront, genuine, and eager to work with them. A client may be riding the fence between two options, and it's the simple act of a bold ask that can land the account into your lap. This is the easiest tactic to get right, as asking for the sale is usually never a bad idea.

Este punto es muy interesante porque para pedir la venta es necesario que se encuentren las personas decisoras en esta reunión. Asimismo, es necesario conocer en que etapa del proceso nos encontramos y si en esta reunión se va a poder hacer el cierre y eso depende del modelo de compra que están siguiendo por parte del cliente. En función a ello, se precede con la invitación al cierre para iniciar la negociación o conocer cuál sería el siguiente paso del proceso.

Finalizar uma boa conversa com as seguintes perguntas: Para quando precisa do material / serviço? (com isso saberá a real urgência) Ficou algum ponto que ainda precisa ser esclarecido? (envio de informações técnicas para outros departamentos)

This point highlights a critical aspect often overlooked – the importance of closing a presentation with a clear call to action. Being proactive and confidently asking for the sale or defining the next steps is crucial for guiding decision-makers toward a commitment. Summarizing key points, ensuring agreement, and proposing a specific call to action not only reinforces the value of your solution but also provides a clear path for moving forward, reducing ambiguity and increasing the likelihood of a positive response.

Assume the need before knowing what it is, many times we assume that we know what the decision maker needs, we have to identify the exact need that the decision maker has in order to create a taylored value proposition based on a strategy of differentiation vs. competition that can satisfy these needs that the competitor cannot satisfy.

Don’t be afraid to say or hear “No” often times “No” will shut down a newer salesperson. But the “No” can remove the sales pressure that might be present and allow you and your customer to have a honest and forthcoming conversation about their issues. Once you get past that point the actual sales process can begin for sales professionals. Allowing your customers or yourself to not fix every problem sets you apart from the sales people that are order takers.

Outros aspectos a considerar: Pratique a apresentação para garantir fluidez e confiança. Utilize recursos visuais de forma eficaz (slides, gráficos, demonstrações). Mantenha uma postura profissional e uma comunicação clara durante a apresentação. Evitar esses erros comuns pode aumentar significativamente a eficácia da sua apresentação e melhorar as chances de sucesso ao tentar influenciar os tomadores de decisão.

Another mistake is not identifying the actual decision makers or segmenting the presentation among several decision makers. Mainly in the health sector, decisions are made in a multidisciplinary team, so we must try to bring everyone to the table when we are going to present, this will avoid rejection or delay due to generating different interpretations of the same value proposition.

Never talk of your routine, always present your plans for growth rather than the petty issues, executives or decision makers tend to be more influenced by your way head thinking rather keeping the present infrastructure

Always make sure that you have the true decision maker by qualifying the probable purchaser first. You want to be presenting to the right person!

A mix of all aforementioned. Not Equipping oneself with a data/ fact based analysis from deep dive as required for all assumptions (Internal and external) and NOT Opinions. Not reflecting Top Highlights of issues to be addressed and opportunities to be tapped. Not showing toplines of plans for a flawless execution with timelines and Key performance indicators,Plan B where required. No Key highlights of WIIF the business.Topline and bottomline: Volumes, Sales, Margins.

Assuming that you have identified the right decision maker and are ready to check all the boxes of a sales presentation and closing, one thing people often overlook is to identify what really motivates the person across the table. If the decision maker is motivated by factors like energy savings or how it’ll make his job easier, adding more free issue items will not make the deal sweeter. When you rightfully anticipate your customer’s needs, act on it and know what to say, half the battle is already won.

En mi experiencia, lo que hay que tener en cuenta es que para las reuniones hay que prepararse, sin ello, sin información, sin un análisis previo de las preguntas que le podrían hacer, sin saber quienes son los competidores, sin saber si tienen el presupuesto definido hace que las probabilidades de éxito de esa reunión sean escasas.