Sales presentations have been referred to as a “dog and pony show” to all those qualified or not. Presentations are all encompassing and include features, benefits, and all kinds of information that the prospect may or may not want to know.

Prescriptions are the opposite of presentations. Prescriptions are specific solutions to the pain or pleasures identified within the prospect’s predetermined budget and then, customized to meet the decision makers desires.

A prescription is also similar to a presentation in that you can still convey the features and benefits but only in relation to the specific pain or pleasure previously identified. Do not present anything else. Remember this is a prescription to specific pains and/or pleasures and not a “give it all away” presentation.

When you give it all away during a presentation, you have no additional value to offer the prospect once you have made the sale. You will have shared everything upfront. You also run the risk of opening the door for objections simply by talking too much and not listening enough.

When you provide a prescription rather than a presentation, you are not giving it all away. You only concentrate on solutions to the issues identified and nothing more. The rule is simple: sell today, educate tomorrow.

You get the sale by prescribing a solution to their identified specific needs and within the prospect’s budget. Always consider their decision making / time constraints. Then, after the sale is completed, give them the additional information relating to your products or services. This particular method of sales will offer the prospect added value and you can continue to ask pertinent questions and to listen intently.

A prescribed solution allows the customer to buy and not have to listen to a sales approach as signified by a presentation.

Now, will you move forward with prescriptions or presentations?

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