7 Tips for Delivering a Powerhouse Sales Presentation
Selling is an art; and mastering this art will provide you with more signed contracts. And this is exactly what makes one mediocre sales executive different from a successful sales executive. Practically anyone can make a sales presentation but can everyone close deals? Most certainly not! To deliver a killer sales presentation, understanding what sells is important, in fact, it’s crucial!
That’s right, it’s crucial. So it’s time to break-free from old-school cookie-cutter presentation making formats and learn the technique to creating and delivering a sales presentation that results in signed contracts.
Here is a list of the Top 7 tips that can help you boost your game and deliver a powerhouse sales presentation that can turn prospects into actual clients:
1) Do Your Homework – Know Your Prospect
Creating a sales presentation that just talks about how good your company is and the benefits of your products and services is not a good plan. Today’s prospects are looking for solutions that can help their business surmount challenges and achieve their goals. Bottom line, they don’t want to know how good your products are; instead what they want to know, is how your products can serve as solutions to help them overcome their challenges.
So, the first thing you need to do before you get started on creating a fancy sales presentation is research your prospect. Review your prospect’s competition, industry standing, market reputation, company news and goals they want to achieve. Google them and go through their social media pages, business reports, vision and mission statement. All this can give you a lot of information about your prospect and what they might be interested in.
2) Customize Your Presentation for Your Prospect
Now that you know about your prospect, their challenges and goals, it’s time to tailor your sales presentation accordingly. You need to give the prospect what they want, not what you have. By that, we mean, create a presentation that conveys your products as solutions to your prospect. Tailor it to their profile and customize it in a way that it effectively builds a rapport with them. You can do this by finding out who you will be presenting to and customize based on department, position, etc.
3) Remember that Less is Always More
Remember, you can never keep your audience’s interest and attention if you have too much going on, on the screen and in your presentation and for too long. If you overload your prospect with data, charts and feature points, there’s a good chance you may lose their attention. Rather, keep your presentation short, to the point and only say exactly what’s necessary. I always liked to keep this quote in mind:
“Be brief on the logic and reason portion of your presentation. There are probably about a thousand facts about an automobile, but you don’t need them all to make a decision. About a half dozen will do.” – Jim Rohn
4) Make Your Presentation Interactive – Allow Prospects to Voice Their Views
Many times, prospects want to interrupt and say something during the presentation but they often don’t because they don’t want to break the momentum of the presenter. That’s what a presenter needs to realize. You should learn to stop when you feel your prospect has a question or a comment during your presentation, rather than going on and on. If you’re wondering how you would know when your prospect wants to say something, well, just look at their body language such as facial or gestural expressions. When this happens, ask prospects for feedback in the form of a question such as, can you see this as a solution to your business challenge? Address their questions right away and accordingly adjust the flow and direction of your presentation.
5) Be Creative
Make your presentation engaging, both when speaking and with your visual aids. Instead of just using the same old presentation software, consider showing interactive demos, videos and client testimonials to add more credibility and enhance your presentation.
6) Make Sure you get the Tech Right.
Imagine getting called on to make a presentation within a large boardroom full of people. There’s a projector at the head of the room that’s provided to view your materials. You take out your laptop, get ready to begin and realize that your computer does not work with the connector cables they provide. Now, you’re forced to present without visual aids for the many people in the room. This type of occurrence can completely change the dynamic of the presentation for the worse and make the entire event more challenging overall. The point is, you need to make sure you’re prepared with the proper cables, software, hardware and files to present in the widest range of scenarios possible. You’ll thank us for this one.
7) Work on Your Delivery
They way in which you present your sales presentation is equally important, if not more than all the other previous tips. Take the time to work on your delivery style, tone of voice, pitch and body language. This will help deliver your content with a greater impact and simultaneously make a long-lasting impression on your prospect.
When working on your next presentation, make sure you follow these tips. These will surely help you deliver a killer sales presentation and increase your chances of closing more deals.