Effective Sales Presentation

Effective Sales Presentation.

The quality of your sales presentation will often determine whether a prospect buys from you or one of your competitors. A good sales presentation can influence customers to buy from you instead of the competition. Being unique and different while effective remains the core of how salespeople succeed in business presentations. However, most presentations lack pizzazz. These tips will help you create a sales presentation that will motivate buyers.

Connection

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’.

You may prepare a sample of the product to use in the program. After a brief introduction, hand it over to the prospect and the team. Instead of telling them about the item, let them see exactly what the finished product would look like and examine it in detail. They would be able to relate to it and ask relevant questions after they see how the team would use it in their environment.

Information

Be informed. Do your homework well. The more information you have, the better equipped you’ll be to deliver an effective sales presentation that speaks to their challenges. Another reason for this is your competitors may be asking many other questions of the prospect if you are competing against other providers. Before a sales presentation, it is best to ask as many appropriate questions as possible. Here is a list of sample questions to ask:

  • What is your budget and what were you spending with your previous prover?
  • What are some of the biggest challenges you’ve been facing in your market?
  • Who are the main people who be involved in this decision?

 

  • What challenges did previous provider not solve for you?
  • What are the major expectations you have for any new company you hire?
  • Who else are you considering for this project?

Timing

Use the first part of the meeting to ask questions in order to understand the prospect’s challenges. Most salespeople walk into a prospect’s office and immediately begin talking about what makes their company different or why their product is great. It’s common practice to begin sales meetings with presentations. The problem is that salespeople are launching into their presentations without first getting to understand the prospect. Only after understanding the challenges would you be able to determine what the prospect needs from you, or whether you can solve his problems at all. The presentation must follow that discussion, not precede it.

Relevance

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. One of the most common mistakes people make 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. Show exactly how your product or service solves their specific problem. If you use PowerPoint, place the company’s logo on your slides and describe how the key slides relate to their situation. This means that it’s critical to ask your prospect probing questions before you start talking about your company.

Challenges

A salesperson must never lose sight of the fact that there is a challenge or problem someone or something is having.  This is the crux of your business. Large or small, there is a relative level of importance associated with it.  The moment sales professionals lose sight of this and only speak to their capabilities is when they lose more sales presentations.  We are not looking to be the saviour, but instead having the main problem at the forefront helps outline all the ways my product or services can solve whatever challenge you are facing.

I have always emphasised on the importance of having a good website for your company because it can act as your best tool for marketing and sales. A poorly designed website can repulse people from your business and can cause you to lose customers before you even have them. Get in touch with HyperEffects to work on creating, enhancing and making the website of your company more user-friendly.

Please leave your comments in the message section, they are my inspiration. Do keep checking back for more information to help small business owners in different aspects of their business.

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