Creating a Powerful Sales Presentation


The quality of your sales presentation will often determine whether a prospect buys from you or one of your competitors. However, experience has taught me that most presentations lack pizzazz and are seldom compelling enough to motivate the other person to make a buying decision. Here are seven strategies that will help you create a presentation that will differentiate you from your competition.

1. Make the presentation relevant to your prospect. One of the most common mistakes people make when discussing their product or service is to use a generic presentation. They say the same thing in every presentation and hope that something in their presentation will appeal to the prospective customer. I have been victim to this approach more times than I care to remember having been subjected to many "canned" PowerPoint presentations.

The discussion of your product or service must be adapted to each person; modify it to include specific points that are unique to that particular customer. If you use PowerPoint, place the company's logo on your slides and describe how the key slides relate to their situation. Show exactly how your product or service solves their specific problem. This means that it is critical to ask your prospect probing questions before you start talking about your company.

2. Create a connection between your product/service and the prospect. In a presentation to a prospective client, I prepared a sample of the product they would eventually use in their program. After a preliminary discussion, I handed my prospect the item his team would be using on a daily basis - instead of telling him about the item I placed it in his hands. He could then see exactly what the finished product would look like and was able to examine it in detail. He was able to ask questions and see how his team would use it in their environment.

Also, remember to discuss the benefits of your products, not the features. Tell your customer what they will get by using your product versus your competitors.

3. Get to the point. Today's business people are far too busy to listen to long-winded discussions. Know what your key points are and learn how to make them quickly. I remember talking to a sales person who rambled at great length about his product. After viewing his product and learning how much it would cost I was prepared to move ahead with my purchase. Unfortunately, he continued talking and he almost talked himself out of the sale. Make sure you know what key points you want to discuss and practice verbalizing them before you meet with your prospect.

4. Be animated. The majority of sales presentations I have heard have been boring and unimaginative. If you really want to stand out from the crowd make sure you demonstrate enthusiasm and energy. Use voice more effectively and vary your modulation. A common mistake made when people talk about a product with which they are very familiar is to speak in a monotone voice. This causes the other person to quickly lose interest in your presentation. I recommend using a voice recorder to tape your presentation. This will allow you to hear exactly what you sound like as you discuss your product. I must profess to being completely humiliated when I first used this tactic. As a professional speaker, I thought all my presentations were interesting and dynamic - I soon learned that my stand-up delivery skills were much better than my telephone presentation skills.

5. Use showmanship. In the book, The Sales Advantage, an example is given how a vending sales person lays a heavy sheet of paper on the floor and asks his prospect, "If I could show you how that space could make you some money, would you be interested?" Consider the impact of this approach compared to the typical approach of saying something like, "We can help you make more money." What can you do to incorporate some form of showmanship into your presentation?

6. Use a physical demonstration. A friend of mine sells sales training and he often uses the whiteboard or flipchart in the prospect's boardroom during his presentation. Instead of telling his client what he will do, he stands up and delivers a short presentation. He writes down facts and figures, draws pictures, and records certain comments and statements from the discussion. This approach never fails to help his prospect make a decision.

7. Lastly, believe in your product/service. Without doubt, this is the most critical component of any presentation. When you discuss solutions, do you become more animated and energetic? Does your voice display excitement? Does your body language exhibit your enthusiasm? If not, you need to change your approach. After all, if you can't get excited about your product, how can you expect your customer to become motivated enough to buy?

Copyright 2004, Kelley Robertson

Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of "Stop, Ask & Listen - Proven sales techniques to turn browsers into buyers." Visit his website at www.RobertsonTrainingGroup.com">www.RobertsonTrainingGroup.com and receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his 59-Second Tip, a free weekly e-zine.


MORE RESOURCES:
This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news


Autoweek

This leaked presentation is packed with Ferrari 488 'GTO' details
Autoweek
Rumors of the upcoming Ferrari 488 GTO (if that is its real name) just got a little bit more substantial -- so long as we can trust that the contents of slideshow presentation, apparently put on for prospective clients, are legit. Someone in the room ...
WOAH! The 488 GTO will be faster than the LaFerrari! | FerrariPhotoPageFerrariPhotoPage

all 18 news articles »


Mead High students set up presentation about safe driving for their school
Longmont Times-Call
Mead High School juniors Ashleigh Seery and Hannah Wojahn huddled in the corner of a classroom Friday morning, going over their introduction for a presentation that was about to be broadcast to the school's 900 students. Seery and Wojahn invited the ...



Hopedale historic district presentation scheduled
Worcester Telegram
HOPEDALE - Informational sessions on Hopedale's proposed local historic districts are scheduled for 5 and 6:30 p.m. Jan. 25 at the Little Red Shop Museum, 12 Hopedale St. Hopedale is one of only two towns in Massachusetts, along with Whitinsville in ...



Free Presentation Of SCREENAGERS
Patch.com
MILFORD, CT - From Milford Public Schools: The Milford Public School district is pleased to present SCREENAGERS: Growing Up in the Digital Age, the next in the district's series of open parent discussions on Thursday, January 25th. The screening will ...



Wicked Local Needham

Renowned photojournalist Ed Kashi holds presentation in Needham
Wicked Local Needham
Renowned photojournalist Ed Kashi, who on Thursday gave a presentation in Needham on his 40-year career, said on his website that he takes on projects “that stir my passions about the state of humanity.” After his talk, which drew a crowd of 30 to ...



Malcolm X presentation Feb. 20
Pueblo Chieftain
Pueblo City-County Library District, in partnership with Colorado Humanities, is offering as part of its 2018 Black History Live Tour a portrayal of Malcolm X by national humanities and Chautauqua scholar Charles Everett Pace. The presentation is ...



The Catholic Sun

Vatican astronomer's presentation provides heavenly insight
The Catholic Sun
“Pope Gregory realized the calendar in use since Roman times was no longer accurately predicting the seasons or, more importantly for the Church, the Holy Days,” said Jim McGee, a member of the Vatican Observatory Foundation's Board of Directors, who ...



Invitation - Year-End Report Presentation: Husqvarna - PR Newswire
PR Newswire (press release)
Husqvarna Group's Year-End Report for 2017 will be published around 08:00 CET on February 2. The report and conference call slides will be available at www.husqvarnagroup.com/ir. Results presentation, conference call and audio cast at 10:00 CET ...

and more »


Bahamas Tribune

Ag Hits Back At Un Presentation Criticism
Bahamas Tribune
#ATTORNEY General Carl Bethel yesterday denied criticisms of his presentation at the United Nations last week, characterizing backlash as “knee-jerk commentary” to erroneous news reporting and commentary. #Mr Bethel challenged accusations that he did ...

and more »


WDAY6

Alzheimer's Association to host dementia presentation in Fargo
WDAY6
FARGO — The Alzheimer's Association will host "Conversations about Dementia," a free presentation about Alzheimer's-related issues, from 10:30-11:30 a.m. Wednesday, Jan. 24, at Touchmark, 1200 Harwood Dr. The presentation will provide information ...

and more »

Google News

Eitforum.com ©