Innovative Presentations For Dummies



Chapter 20

Giving an Opportunities, Results, and Benefits Presentation

In This Chapter

Defining an OR&B presentation

Prioritizing the problems

Presenting your results

Incorporating techniques from infomercials

Almost 40 years ago, in 1975 to be exact, Frank Watts developed the concept and method of solution selling. In the 15 or so years that followed, Mike Bosworth and Keith Eades perfected it. Prior to solution selling, people sold their products and services without strongly communicating how their offering uniquely solved a problem or need. So, an old-time computer salesperson sold hardware, while an enlightened solution-selling computer professional sold improved order entry, inventory control, and accounting functions that could be done better, faster, and cheaper.

The problem with solution selling lies in its name — it implies that a problem exists. Chances are, your targeted client is a successful company and a successful company doesn’t think of itself as having problems, although every single organization has its share of various problems ...