What Has Matching Got To Do With Presenting?
Presentation Skills
向潜在客户展示的秘诀是“匹配”
在展示之前，您会询问大量问题，并发现他们想要解决的问题。
The next step then is to present your solution and to do lots of matching.
匹配是什么意思？
匹配是您在问题之间建立连接的位置，潜在客户需要解决和解决这些问题的服务的功能/特征。
您的解决方案具有许多特征/特征，有些与潜在客户相关，有些则不相关。
您希望将所有功能和特征分为两堆。
特点和特点
Pile one consists of the features/characteristics they care about - as they solve the specific problems they have discussed with you.
堆二是他们不关心的特征/特征 - 因为他们没有解决他们与你讨论的任何问题。
Note that you can only do this sorting if you've asked enough questions before making your presentation.
Matching Preparation
为您的演示做好准备，请查看潜在客户所关心的所有功能/特征（堆积）。
The next step is to then "match" each of the problems they want solving to the feature/characteristic of your service that will solve it for them.
当您展示时，您将显示他们已同意他们想要解决的问题和解决这些问题的问题之间的连接。
If you do not do the matching for your potential client, they will be left trying to work out what aspect (features/characteristic) of your service can solve their problems.
Also if you do not do the matching, your potential client will feel you haven't listened to them, amongst other things.
To explain this further, I am going to use a simple example of buying a car. Even though I do not like stereotype car salesmen, this is a good example of matching, plus it is an example you can probably relate to.
演示场景一
汽车推销员问你正在寻找什么样的汽车，对你来说很重要。
你告诉他。
He then shows you a car and proceeds to tell you all about the features of the car that you frankly could not care less about.
他不停地告诉你关于这辆车的一切。听起来熟悉吗？
演示场景二
汽车推销员问你正在寻找什么样的汽车，对你来说很重要。
你告诉他。
然后他向您展示一辆汽车，并准确地描述了汽车的功能将为您提供对您所说的每一件事。
你会从谁买这辆车？你会在场景中从汽车推销员购买一个或情景吗？
谁做了匹配？
People Buy From Matchers
What would you be thinking with the presentation scenario-one car salesman?
你可能会想：
- He didn't listen to me.
- 他不理解我。
- 他显然不感兴趣，为什么问我想要什么？
- 我不确定它是否符合我的需求。我很迷惑。
- I am bored and irritated.
- How can I get away from this person?
他们不会从非匹配者那里买东西
您将在演示方案 - 两辆汽车推销员与介绍如何思考什么？
- 你可能会想：
- 他真的听了我。
- 他了解我。
- 我可以清楚地看到is meets my needs.
- 我有兴趣
Understand Their Problems
When you present your solution, demonstrate that you have been listening and that you understand their problems.
Only present the features/characteristics that solve the specific problems they have been telling you about.
That is what they're interested in and what they will care about.
The key to presenting is in the matching!
This article was contributed by Tessa Stowe.
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