Effective Sales Presentations
Some salespeople enjoy sales presentations even though there is always a little tension in the air. Sales presentations represent the moment of truth. You are under pressure to perform knowing a lot of hard could quickly go down the drain. So, here are a few tips to help you with your sales presentations.
Sales Presentations Trigger
You are a professional so I know you properly prepare for your sales presentations. That said, there is something I want you to do just before your sales presentations start. I want you to say to yourself “show time”. This trigger will get you “up” for your sales presentations and keep you in the right frame of mind. After all, sales presentations are just like being on stage. You must come across crisp and confident.
Sales presentations should begin with a short statement of appreciation for the attendees. If someone new from your company is attending, be sure to introduce them at the start of the presentation. If someone new is attending from your prospect’s company, try your best to meet them before you start your sales presentations. There should be no surprises so insure everyone knows each other.
Sales presentations should never start with some rambling story in an attempt to build rapport. Instead, sales presentations should begin with a quick review of what will be covered. You should then ask your audience if there is anything else they want to hear about during your sales presentation. Sales presentations should be interactive and not a lecture. Audience participation is required because you want to get them involved.
If your sales presentations contain visuals from a Lap Top or projector, don’t read them to your audience. People know how to read. Your job is to enhance and highlight the text, not to read it. Also, never turn your back to your audience during your sales presentations.
Sales Presentations Structure
Sales presentations are a sales event so they should follow the sales process. By following the steps of the sales process, you’ll stay organized and your information will flow as if you are on a sales call. After all, sales presentations are sales calls and never forget that point. Your job is to present material during your sales presentations in a way that leads to a close.
Sales presentations are not over when all the material has been presented. You need to ask your audience for some questions. As the questions surface, put your sales skills and techniques to work as you answer them. If you don’t get any questions, ask some “open ended” questions that will start a conversation.
Stay calm and relaxed and stay focused on your sales message. I hope this advice will help you with your sales presentations.
Nick Moreno, Sales Consultant
National Sales Center, Sales Training Company
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