StaffingU and the Wintrip Consulting Group recently sponsored the Wall of Ideas, an idea exchange done graffiti-style, at the most recent Staffing World. This is the third in a series that I’ll share over the coming weeks along with commentary on how to employ these in your firm.

Tailor Your Presentation to Each Client’s Specific Requirements

Many in our industry tend to sell in a one-size fits all manner, with this being most evident in the stock sales presentations and demonstrations being employed. The best way to make a compelling case for buying from you is as simple as ABC:

1. Ask provocative questions that get buyers thinking about known and unknown needs.
2. Build the case for your service using their thoughts, experiences, and ideas.
3. Challenge inaccurate assumptions and beliefs.

Adapting and adjusting your presentation based upon this process shows you understand, are capable of addressing their needs, and enrolls buyers in wanting to buy more quickly through the trust built in this exchange.