--- title: "Improve Your Sales Presentations: Talk About Your Company Last" description: This article discusses the importance of structuring sales presentations to focus on the client's needs before introducing the company. It outlines a client-centric approach that starts with understanding the client's problems and ends with information about the company, ensuring that the presentation is relevant and engaging. image: https://www.salesleadershipsuccess.com/hubfs/Presentationmevsyou.png --- [Skip to content](https://www.salesleadershipsuccess.com/blog/improve-your-sales-presentations-talk-about-your-company-last#main-content) [![SLS logo Padded-2](https://www.salesleadershipsuccess.com/hubfs/SLS%20logo%20Padded-2.png)](https://www.salesleadershipsuccess.com) - [Home](https://www.salesleadershipsuccess.com) - [Blog](https://www.salesleadershipsuccess.com/blog) This is a search field with an auto-suggest feature attached. - There are no suggestions because the search field is empty. # Improve Your Sales Presentations: Talk About Your Company Last [Steve Levitt](https://www.salesleadershipsuccess.com/blog/author/slevitt2000) May 23, 2022 7:00:00 AM Rethinking the structure of your sales presentations can significantly enhance their impact. By focusing on the client's needs and challenges before introducing your company, you can maintain higher engagement levels. A client-centric presentation order, starting with the problems identified during discovery and ending with information about your company, ensures that the client's interests are addressed first, creating a more compelling and relevant sales narrative. Here's a better order... ![](https://www.salesleadershipsuccess.com/hubfs/Presentationmevsyou.png)   **The Pitch** An effective sales presentation is not just about showcasing your company and its offerings; it's about resonating with the client's needs and concerns. Here's a suggested outline for a client-focused sales presentation: 1. **Top Problems You Heard in Discovery:** Start by addressing the key issues the client is facing, as uncovered during the discovery phase. This shows that you've listened and understood their challenges. 2. **Impact on the Business and People:** Discuss the implications of these problems on their business operations and personnel. This helps to contextualize the issues and highlight their urgency. 3. **What They Said They Want in the Future:** Outline the client's aspirations and what they hope to achieve. This sets the stage for how your solution can align with their goals. 4. **How You Can Help:** Now introduce how your product or service can address their specific problems and help them achieve their desired future state. 5. **Results You Helped Others Achieve:** Share success stories and case studies where you've helped similar clients. This provides credibility and demonstrates the effectiveness of your solution. 6. **Next Steps:** Clearly outline the next steps in the process, guiding the client on how to move forward with your solution. 7. **About Your Company:** Conclude with information about your company, its background, and strengths. This part of the presentation reinforces your capability to deliver on the promises made. **So What?** By structuring your sales presentation to focus on the client first, you can capture and maintain their interest more effectively. This approach demonstrates a deep understanding of their needs and positions your solution in a way that is directly relevant to them. **Next Steps** ✅ Tailor your sales presentations to focus on the client's needs and challenges first. ✅ Practice this presentation structure to ensure a smooth flow that keeps the client engaged. ✅ Gather feedback from clients to continuously refine and improve your presentation approach. **Closed Won!** Adjusting the focus of your sales presentations can make a significant difference in client engagement and interest. How do you structure your sales presentations to ensure they are client-centric? Share your strategies and experiences in the comments below. [Sales Strategy](https://www.salesleadershipsuccess.com/blog/tag/sales-strategy) [Sales Coaching](https://www.salesleadershipsuccess.com/blog/tag/sales-coaching) [Sales Engagement](https://www.salesleadershipsuccess.com/blog/tag/sales-engagement) [Team Development](https://www.salesleadershipsuccess.com/blog/tag/team-development) [Sales Performance](https://www.salesleadershipsuccess.com/blog/tag/sales-performance) [Sales Leadership](https://www.salesleadershipsuccess.com/blog/tag/sales-leadership) [Closing](https://www.salesleadershipsuccess.com/blog/tag/closing) ## Leave a Comment ## Related Posts ### [Jun 9, 2022 7:00:00 AM Meeting Introductions: Making Them Impactful with Client Experience](https://www.salesleadershipsuccess.com/blog/meeting-introductions-making-them-impactful-with-client-experience) ### [Jun 2, 2022 7:00:00 AM You've Sent the Proposal, Now What? The Next Steps to Ask](https://www.salesleadershipsuccess.com/blog/youve-sent-the-proposal-now-what-the-next-steps-to-ask) ### [Jun 13, 2022 7:00:00 AM Anticipating vs. Asking - A guide to better sales conversations](https://www.salesleadershipsuccess.com/blog/anticipating-vs.-asking-a-guide-to-better-sales-conversations) ![SLS Logo Square 1024-1](https://www.salesleadershipsuccess.com/hubfs/SLS%20Logo%20Square%201024-1.png) Sales Leadership Success provides  Sales Management Consulting services for CEOs and Sales Managers in a customized, hands-on way. No fluff or theoretical advice. 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