You absolutely must learn these sales presentation ideas. Otherwise, salespeople jump right into the presentation before knowing what actually matters to the prospect. During the discovery phase, salespeople need to discover the most critical challenges the prospect is currently facing. Once there is a complete understanding of those challenges, then salespeople should present the solution only to those challenges—nothing more. Prospects only care about solving their challenges.
No exceptions. Sales Presentation Tips 3: Keep it as short as possible. We salespeople love to hear ourselves talk. I get it. But the presentation is actually the most dangerous part of the sales process. Sales Presentation Tips 4: Share case studies. At the end of the day, prospects want results. Out of all the sales presentation tips out there, this one will have the biggest impact on the approach you take with your actual presentation style.
Stories are always going to be more compelling than facts and details. Sales Presentation Tips 5: Get feedback throughout. A presentation absolutely must not be a one-way conversation. Does that make sense? Sales Presentation Tips 6: Allow prospects to interrupt constantly. What the salesperson has to say is inconsequential at any point in the selling situation.
What matters is what the prospect is thinking. But this is exactly wrong. Any time prospects so much as moves funny, salespeople must stop and ask if they have something to say.
Invite them to interrupt you at any point. In fact, she states unequivocally that salespeople should spend more time on their audience research than on their slides. Here are some key questions you need to answer: Who are the decision makers in the room? What does their decision-making process look like? Have they recently made a similar purchase? Coming to your sales presentation fully prepared and having explored the audience research angle can truly set you apart from the competition.
However, being truly prepared means more than answering purely rational and routine questions like those above.
Emotions deeply affect buying decisions. There are many emotional elements that may consciously or subconsciously determine the success of your presentation. Some questions to consider include: What makes them tick? Do they have customs or values they hold higher than others? What do they worry about? What keeps them up at night? Who in the room influences whom? Does your company culture match theirs?
Know Your Goal for the Meeting The objective of your presentation should be clear before you walk through the door. For instance, are you closing the deal today? Or will your audience be taking the information to a higher-level decision maker? Knowing what authority they have and what the next steps are going to be gives you confidence and a direction to follow.
Your job should then be to make them feel confident and see you as a trusted advisor. Another thing to consider is how in-depth the presentation might go. If so, consider bringing a product expert or subject matter expert with you.
This will take the focus away from your product and RFP and put it on your audience, which is where it should be. Cutting the fluff from your presentation shows respect for your audience, and will help you better connect with them. Instead of reading your slides word for word, use them as a roadmap for the major points you want to hit and nothing more.
This will help make your presentation as conversational as possible. Lastly, think about what you can do to reinforce the ideas in your presentation. One major win is to provide relevant content. In the past, salespeople would hold back their best material until they landed a client.
Having references, samples of your work, and case studies on hand can also be extremely helpful. Ask Great Questions Being exciting and energetic is important, but make sure you build on that and create a worthwhile experience. The best way to do that is by asking great questions that start a meaningful conversation, not relying on your slides to carry the presentation.
Create touch points prior to your presentation to build rapport and learn more about your audience — that way, you can custom fit your presentation to the key influencers in the room.PPS, so that it opens in slideshow mode and you can get moving right away. You should also aim for subtlety to keep your audience focused on the message rather than the medium. This will provide additional context and facilitate an even better quality pitch or demo. This may be via a phone call, email or through social media. It should always remain a work in progress. Keep a record of these and what responses are best to address these. Critical thinking concepts and tools will learn your credibility, lay the groundwork for example trust and prick up their presentations, getting you off to an intriguing step. I get it. But, while you are a natural-born sales repyou can also benefit from a standardized sales process and help measuring, forecasting and safety management of sales. Path to erase those presentations. For our website purposes lets consider the approach in the next of a sales call rather than window generation i. You know that do you get when you absolutely crush a leader?.
Each participant chooses or is assigned one scenario. Be willing to get sidetracked. I must profess to being completely humiliated when I first used this tactic. He could then see exactly what the finished product would look like and was able to examine it in detail. As school kids, we loved using those crazy animations where bullet points would fly on after doing three swirls and exploding. Those are the 9 must-know sales presentation tips to close more sales.
Without doubt, this is the most critical component of any presentation. What you are trying to sell at each stage may be different. Sales Presentation Tips 8: Drop the hard close. Never stop learning and growing. Focus on using relevant imagery to accentuate the key bits of text or to shape what the audience focuses on.
Try to anticipate what they could ask and make sure you know your stuff before going into the meeting. Are you ready to give the best sales presentation of your life? How will you use it to make your next presentation your best one yet? Many salespeople, when moving from the discovery process to the sales presentation, switch from an engaging dialogue to an informative monologue.
They realize the importance of structure and the value of silence; less is always more. If yours does, it should be customized for the prospect based on all that your sales rep has learned about their needs, challenges and motivations so far. You develop a powerful sales presentation that has slick visuals and concise key messages. One of the best ways to get ahead is to be hungry for improvement.