The quality of your sales presentation can mean the difference between whether a prospect buys from you or your competitor. This means there is quite a lot riding on your ability to deliver a dynamic sales presentation. Don’t bore buyers with a presentation that lacks pizzazz. These tips will help you create a sales presentation that is compelling enough to motivate buyers.
- Make Your Presentation Relevant
One of the most common mistakes people make is delivering the same generic sales presentation to every client. They use the same approach with all of their prospects and juts hope that something resonates with them. The problem with this approach is that every customer is not the same. The discussion of your product should be adapted to each person. This means that you will need to modify it and tailor it to the specific needs of that client. In order to do this, you will need to ask plenty of questions and find out what your client’s needs are prior to your presentation.
- Create a Connection
It is easy for a sales person to get caught up in talking all about their product or service and showcasing all of the bells and whistles. However, you must remember that your presentation is about the customer, not about you! Remember to discuss the benefits of your product for your client instead of the products’ features. It is important to develop a connection between the prospect and the product. Instead of telling the prospect all about your product, try putting it in their hands. Let them see for themselves how your product will benefit them and answer any questions they might have. You want the client to be able to envision how they would use the product or service in their own environment.
- Use a Physical Demonstration
Imagine a person who is selling “sales training seminars.” Although there is not a tangible product to show, the sales person walks into the meeting and uses a whiteboard and flip chart to deliver a dynamic short presentation. Instead of telling the client what he does, he showed him through his creative presentation technique. Whether you are selling a product or a service, the use of a physical demonstration is an important component in motivating the buyer. It makes your presentation interesting and memorable and it also allows the prospect to see the benefits of your product or service firsthand.
- Get to the Point
Let’s face it…today’s business professionals are busy and don’t have time to listen to long-winded presentations. Know what your key points are and how you are going to get to them quickly. Practice your presentation ahead of time and time yourself so you are better prepared to stay on track during the real presentation. Allow time for questions but avoid spending too much time talking about your product. You could end up talking yourself right out of a sale!
- Be Animated
The majority of sales presentations are boring and unimaginative. If you want to stand out from the crowd you need to make sure you demonstrate enthusiasm and energy. Vary your voice modulation and use appropriate hand gestures. Speak with confidence and remember that you want to be interesting and entertaining. The idea is to capture the attention of your audience and create a presentation that is dynamic and memorable. Buyers are much more likely to pull the trigger when the presenter is animated and exciting.