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6 Tips for Creating a Great Sales Presentation

Posted: September 7, 2018-Likes: 0-Comments: 0-Categories: General-Tags: animation, design, marketing

6 Tips for Creating a Great Sales Presentation

We’ve all been there haven’t we? Death by Powerpoint; the seemingly unending torture of interminable text-heavy slides. The monotonous voice droning on and on and on, trotting out clichés about customer service, profit optimisation or whichever piece of jargon is flavour of the month.

Sales presentations can however be fantastic opportunities and by applying some thought and imagination to them can present an opportunity to outgun the competition and close sales.

These six tips will help you create a sales presentation that will motivate buyers.

make-it-relevant

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 will appeal to the prospect. This is the blunderbuss approach; we need a rifle!

So make sure you modify your presentation to include specific points that are unique to that particular customer. This means doing some research on the customer beforehand and becoming familiar with their business and the industry that they operate in. Check their web site or Facebook page and read newsletters, blogs, annual reports and other relevant information. Research their competitors too and tailor your presentation to demonstrate how your product or service can help them gain a competitive advantage.

If you use PowerPoint or other presentation software, place their logo on your slides and describe how the key slides relate to their situation. Show exactly how your product or service solves theirspecific problem. This means that it’s critical to ask your prospect probing questions before you start talking about your company.

We’re all far too busy to listen to long-winded discussions. Know what your key points are and learn how to make them quickly. I remember meeting a sales person who rambled at great length about his product. After seeing it and finding out how much it would cost I was happy  to move ahead . Unfortunately, he continued talking/selling and almost talked himself out of the sale. Make sure you know what key points you want to discuss and practice delivering them before you meet with your prospect.

During and after making your key points, be prepared to listen to the prospect. Ask questions and take notes so you can better understand their specific needs and:

a.  Tell them how your product addresses their need(s)

b.  Respond to any objections or reservations they may have about the product

c.  Use their feedback to improve your product and/or refine future sales presentations

Don’t interrupt or argue! If you are making a presentation to a group and the discussion veers off topic, try to gently nudge the conversation back on track.

The majority of sales presentations I have heard have been boring and unimaginative. If you really want to stand out from the crowd make sure you demonstrate enthusiasm and energy. A common mistake made when people talk about a product they are very familiar with is to speak in a monotone – resulting in the audience quickly losing interest.

I recommend recording your presentation. This will allow you to hear exactly what you sound like as you discuss your product. I must admit to being shocked when I first used this tactic myself. I thought all my presentations were interesting and dynamic (I guess we all think that!) – I soon learned that my delivery skills needed improving.

In Dale Carnegie’s The Sales Advantage, an example is given of a vending sales person laying a heavy sheet of paper on the floor, saying, “If I could show you how that space could make you some money, would you be interested?” Consider the impact of this approach compared to the typical approach of saying something like, “We can help you get more business”. Is there anything you can you do to incorporate some form of showmanship into your presentation?

Eggshell-monitor-your-return-on-investment-for-your-expo

A friend of mine sells recruitment services – he often uses the whiteboard or flip chart in the prospect’s meeting room during his presentation. Instead of telling his client what he will do, he delivers a short presentation. He writes down facts and figures, draws pictures, and records comments from the discussion. This approach really helps his prospect make a decision.

Without a doubt, this is the most important part of any presentation. When you discuss solutions, do you become more animated and energetic? Does your body language show  your enthusiasm? If not, you really do need to change your approach. After all, if you can’t get excited about your product, how can you expect your customer to become motivated enough to buy?

One of the services we offer at Eggshell is presentation design. Do you want your presentation to be dynamic and visually compelling? We’re on a crusade to wean people off the use of clip art and annoying animations.

Talk to us, the possibilities are endless

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