Whether it’s an informal presentation over coffee or a formal presentation to a group of decision-makers, sales presentations can make or break your ability to move the sales process forward and increase your sales. Here are seven strategies that can help you deliver a killer sales presentation:
1. Start with a brief summary of the other person’s situation. When you open with a summary that outlines your understanding of your prospect’s key issues, you immediately capture his or her attention.
2. Keep it brief. If you have been allotted 60 minutes, set a goal of finishing in less than 45. No prospect is ever going to complain that you didn’t use up your allotted time.
3. Focus on “must-have” information. The majority of sales presentations include far too much detail. Discuss only the most important elements of your offering. Be prepared to talk about the “nice to have” aspects but only if requested and if time permits.
4. Use stories, cases studies and examples. Weave stories into your presentations that demonstrate how people have benefited from your offering. Use case studies and examples that are relevant to each prospect’s business.
5. Create a two-way dialogue. Ask your prospect questions, opinions and perspectives. This actively engages them in the presentation, keeps their attention and helps you differentiate yourself.
6. Conclude with a specific call to action. Don’t make the mistake of ending with something weak, like, “If you have questions, feel free to give me a call.” Summon up the courage to tell the decision-maker exactly what you want them to do.
7. Practice. The goal is not to memorize it but to remember key points, anticipate potential objections and your responses, and ensure the presentation flows properly.
Delivering a killer sales presentation not only makes you stand out from your competition; it also helps you increase your sales, propel your business and feel more confident. Now go modify the next sales presentation you have scheduled and start making more sales.
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Kelley Robertson conducts sales training workshops and delivering keynote speeches at conferences, sales meetings and other events. Book Robertson for your next event: 905-633-7750 or Kelley@RobertsonTrainingGroup.com.