Here’s the scenario: You’re about to make a sales presentation. You have the right experience, the right products/services and competitive pricing. You’re an ideal fit for your prospect’s needs. This should be a winning sales formula. But all too often, it isn’t. Vendors end up making dumb mistakes during presentations and lose business.
As a marketing consultant, I often source professional services, so I’ve seen a lot of sales presentations. Some are great; most are not. I’ve watched many fully qualified vendors (even ones I was rooting for) miss the mark during their presentations and walk away empty-handed.
Here are four things to guard against when making your presentation:
1. Lacking passion. The surest way to lose a sale is to seem like you don’t much care about winning it. Do you want the prospect’s business? Are you looking forward to a relationship with him? Show it in your voice and body language. Be eager and enthusiastic. If you’re not excited about working together, you can be sure the customer won’t be.
2. Focusing on your business. Prospects care about your credentials, but only as it relates to their issues and concerns. It doesn’t matter how qualified you are. If your presentation is all about your capabilities rather than solving your prospect’s problems, you have no chance of being selected.