CRM, lead flow and sales techniques · Inbound selling: advise
Rehearse five delivery rules so the buyer hears their own problem in your talk.
Presentation delivery rules are five habits a rep follows when presenting: lead with the answer, use similar stories, check in every few slides, welcome interruptions, and finish early. They are scored in a rehearsal before the live meeting. The page ends with a scorecard the sales head uses on every rep.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
Presentation delivery rules are five habits a rep follows when presenting: lead with the answer, use similar stories, check in every few slides, welcome interruptions, and finish early. They are scored in a rehearsal before the live meeting. The page ends with a scorecard the sales head uses on every rep.
A rep walks into a textile showroom in Surat with a good deck and starts on slide one, the company story. Eleven minutes in, the owner looks at the phone. The owner's one question, whether the work fits a three-month season, is answered on slide twenty-two, and the meeting ends before it comes up.
Delivery is a separate skill from the slides. Five rules cover it: give the solution first and the detail after; use a story from a similar buyer, with their permission; ask for feedback every few slides; treat interruptions as a good sign; and wrap up quickly once the buyer has what they need.
The sales head sets a target length and scores each rep in a rehearsal with a colleague playing the buyer. It replaces the rep reading the deck out loud, and it is the one step that costs forty minutes and is skipped most often.
It follows the advisor deck and sits before the budget confirmation. The sales process section's presentation page covers the structure of a talk; this page covers how the delivery is rehearsed, scored and fixed.
Where this sits
Topic 6 of 13 in crm, lead flow and sales techniques: inbound selling: advise. Recommending a solution.
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If you want this done for you
New joiners are trained by whichever senior rep has a free hour.
The work
What this is actually like.
“Interruptions are the best signal in the room”
A buyer who cuts in with a question is engaged, and a silent buyer is composing a refusal. Reps who push through their script to finish lose the very interest they came for. Plan the slides so any one of them can be skipped when a question arrives.
“Give the owner time to talk”
In many Indian small businesses the owner wants to tell you about the firm, the father's role and the last supplier who let them down. Build ten minutes for that into the length. Cutting it short signals that you came to talk, not to learn.
“A similar story beats a famous one”
A story from a buyer of the same trade and size lands, while a big name from another trade invites the answer 'we are different'. Use only stories you have written permission to tell, and never exaggerate the result.
“Finishing early is a skill”
When the buyer has what they need, stop and move to the next step. Reps who use the whole slot give the buyer time to find a reason to wait. Set a target length and treat anything over it as a rehearsal failure.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The five-rule scorecard
A single sheet with one row per rule, a score from one to five, and a line for what the scorer saw. Rows: answer first, similar story, feedback check, welcome interruptions, fast wrap-up.
Result: Finished when two scorers watching the same rehearsal give scores within one point of each other.
The length target
A number of minutes for the talk and a separate number for the buyer's questions, set by the sales head for each type of buyer.
Result: Finished when the rehearsal runs to within five minutes of the target.
The rehearsal log
Date, rep, scorer, the weakest rule and the fix agreed. One line per rehearsal, kept in a shared sheet.
Result: Finished when each rep can name the one rule they are working on this week.
The post-meeting note
Written by the rep within the day: questions asked, slides skipped, where the buyer lost interest, and what the buyer said about the fee.
Result: Finished when the next rehearsal for the same buyer type starts from this note.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
Do we need to rehearse every presentation?
What if the buyer wants the whole deck read through?
How do we score the rehearsal fairly?
Does this apply to online meetings?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of inbound selling: advise
Or read all of crm, lead flow and sales techniques.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.