Five Key Strategies To A Successful Presentation

Sales Presentation
We’ve all seen it–people listening to a sales presentation, eyes glazed over and their minds anywhere but on what the sales rep is saying. As an entrepreneur, whether you’re selling yourself or your products and services, it’s critical to avoid putting prospects to sleep and kill the deal. Here are five “must-follow” rules to win over prospects and seal the deal.  

Five Keys To A Winning Presentation:

Listen before the pitch. One mistake business owners make is talking too much about what their company does and what they have to offer, rather than asking the right questions, listening to a potential customer’s needs. Many prospects research you and your company anyway, so don’t waste precious minutes going on about your qualifications. With the internet they can learn much. There is nothing that is more annoying than when someone is pitching you, and it’s all about them, their products.

Open your presentation with a question something like, “I’m prepared to discuss our solution for you, however has anything changed since we last spoke?” or “Is there anything else I need to know before diving into a solution?” Before long, the customer will give you the key to how you can win the deal, if you will simply LISTEN. You just need to ask enough questions and then shut up. Most sales people talk 80% of the conversation while the client talks 20% actually this is reversed.

No matter how good you are at thinking on your feet, don’t wing the presentation. Spend sometime preparing, doing a run through. If not you risk jumping from place to place without any logical flow. Take the time to prepare, practice from an outline, make sure your presentation covers your points clearly and concisely.
Always take the time to review the potential clients website to learn about what they sell, some history and competitors, what differentiates them from the market and how they make money, finally how they might be able to provide solutions or improve their numbers. I will often give them a call or send them an email. I ask more about the prospect’s personality and what I could say that would make the meeting successful. Sometimes people will give you a heads up with how you should approach the prospect, and it can be invaluable.

Have a positive genuine attitude. Many sales reps don’t realize how boring and mundane their presentations are.  With too many facts, a flat monotone, stories that they really do not care about. Sales reps have been giving the same presentation for so long they just slip into autopilot, wearing their client out. What happens next they shut down. Todays market requires that your presentations be entertaining, and relative to their needs and interests to maintain their attention.

Be creative and put some energy behind your presentation. We suggest practicing while recording to determine if your presentation falters and make adjustments. Your tone and vocal variation allow you to make it your presentation and display your own personality. Therefore this creates a positive response whether you are speaking to one person or a group of people.

Don’t over use props. If brochures, handouts or props could sell a product or service on their own, companies would not need sales reps. Depending too much on visual aids give us a false sense of security, often comes across that the sales rep is insecure. Often we think it isn’t necessary to prepare thoroughly because our props will lead us right through the presentation. We let the visual aid become the star and virtually run presentation.

Use visual aids in your presentation to highlight major points, demonstrate differentiating facts. Most important, ask yourself, “are visual aids is for me or for them?” If it’s for you to get you through your presentation, scrap it. If it’s for them so they can visually understand your presentation, keep it.

Be ready to take the next step. Not every presentation ends with a sale,thus it’s up to you to establish the next step in the process. One of the biggest mistakes is concluding a meeting with “we hope to talk again soon,” or a “I’ll check back with you.”

The business people we speak with are incredibly busy, and we realize that we need to determine next steps right then and there before life gets in the way. Set expectations, thus be ready to schedule a followup meeting or a follow-up phone call, which will show you’re serious about working together. You may not have the sale yet, however you at least have something set up so things can continue to move forward.