35 Tips for Your Sales Presentations
The ability to deliver a great sales presentation can make the difference between hearing, "Thanks, we'll think about it" or "Sounds great, let's get started!" Here are 47 strategies that will help you improve your sales presentations and close more sales.
1. Before your presentation ask, "What's changed since the last time we spoke?"
2. Start your presentation by summarizing your understanding of their situation.
3. Adapt your presentation to the customer's natural personality style (Driver, Influencer, Supportive, Analytical).
4. Don't waste the customer's time by talking about aspects of your business, product or service that have little or no relevance to their specific situation.
5. Do not force your customers to be passive bystanders. Get them involved in the presentation. Involve and engage them in the entire sales process. Use questions. Ask them to share their thoughts and comments.
6. Encourage your prospect/customer to pick up the product, touch and feel it. This creates an emotional bond and is a powerful way to engage them.
7. Practise your presentation. Develop your presentation skills so you can keep your customer's attention.
8. Record your presentations on audio and, preferably video, so you can review them. This can be a painful process but it is definitely worth it.
9. People like to hear their name so learn your customer's name early in the sales process and use it during your conversation. Use their name when you want to make or reinforce a specific point. This approach can help you gain and keep their attention.
10. Develop a natural style. Watch top performers present their product or service and pay attention to what they do well. Then incorporate what they do well into your style and make it your own.
11. Use your own words - don't recite from memory.
12. Create responses for frequent questions but be careful not to sound like your response is rehearsed.
13. Put yourself in the customer's shoes. Learn what is important to them. Position your product/service to show them how it will save them money or time, increase their sales, reduce their expenses, make their life more enjoyable, less stressful, etc.
14. Focus on discussing benefits rather than features. Most sales people fall into the trap of presenting just the features of a product but people buy benefits.
15. Address the question, "So what?"
16. Increase the number of presentations you make. The more people you talk to, the more sales you will close.
17. Be conversational. Speak as though you are talking with a friend.
18. Maintain your natural tone and pitch. I've noticed many sales people raise their voice an octave or two when they are talking to customers. Your sales voice should be the same as the tone you use with your friends and coworkers.
19. Pause before responding to a question. Give thought to your response and avoid spewing out a response.
20. Believe in your product or service. If you don't, your customer won't either. Your confidence increases when you believe in what you sell. Be passionate. Your passion for your product or service must shine through in your presentations.
21. Plan your approach and establish your objectives before each sales contact.
22. Learn everything about your product and be able to answer any question that you are asked.
23. Invest the time learning about your company and know what separates you from your competition.
24. Learn how to present yourself effectively. Take a Dale Carnegie course in public speaking or join a local chapter of Toastmasters International. The investment will pay for itself immediately. People want to buy from salespeople who demonstrate confidence and poise.
25. Remember that every sales presentation must have an opening, body, and conclusion.
26. Show your customers that you differ from your competitors; don't just tell them.
27. People don't always believe what they hear, particularly from someone who's selling a product or service. Use testimonial letters, offer written proof, or give them brochures or pamphlets.
28. Be aware of your words, tone and body language. Most sales people deliver their presentation verbally and neglect to use their hands, arms and facial gestures.
29. People believe what they see more than what they hear. Provide copies of written testimonials and endorsements. Even better, offer video testimonials.
30. Relax. If you are rushing through the sales presentation in order to try and close a sale, your prospect or customer will feel it and they will resist.
31. Differentiate yourself from your competitors by being able to present your value in terms that are relevant to your customer.
32. Think before you speak. The pause will give you time to process the information you just heard. You can then think of the best way to position your response.
33. Vary your tone of voice. Many salespeople unconsciously slip into a monotone during their presentation.
34. Be enthusiastic. Most sales presentations lack the energy and excitement to motivate someone to take action.
35. Never mislead a customer. If you don't know the answer to a question, don't fake it. Be completely honest in all your dealings, all the time.
Integrate these ideas and strategies into your next sales presentations and you will see a noticeable improvement in your results.
About the Author:
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Kelley Robertson, author of The Secrets of Power Selling,
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Published - May 2010
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