Presentations That Move Right to the Sale
Lead to Your Recommendation
Next, bring your buyer deeper into the presentation by using a setup or framing question to bridge from the customer's world to what you are selling or recommending.
You: "Given this scenario, how can we help?" or "So, the question is, 'What is your best option?'" or "With this background, how does XYZ add value?"
A bridging question creates a sense of anticipation in your customer for what is to come. Then, answer the question with a brief overview of your recommendation or idea. For example, "The answer is... " or "There are three reasons to use XYZ... "
Use a reinforcing transition to link back to your buyer's objectives. For example:
You: "...which will help you meet your objective" or "As a result, you will see many more visitors to your web site."
Buyers think: "Great! Tell me more!"