Page 16 - Powerhouse Partnership 16-12-2021

STEP 6: PRESENTATION CONTINUED
■ Make it entertaining and memorable; tell relevant stories about work you have done with similar clients; push their thinking; you need to stand out.
■ Show what it’s like to work with you; ensure that it is not just the senior people who talk; clients cite capabilities and industry experience as key factors in awarding a contract, but also the quality of the team and chemistry with them.
■ It often takes a lot of time and hard work to get to the presentation stage of the sales process, these points will give you the best chance of winning.
16 APPLYING THE SALES FRAMEWORK