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.