Do’s and Don’ts in a Sales Presentation
Every day, we give sales presentations. We are always trying to persuade someone else to do something.
A sales presentation is used in business to propose a solution (product or service) that will alter the prospect’s current situation and lead to a better future for them. In addition to concentrating on the demands of your prospects, you also need to inform, educate, and motivate them to discover more about your proposal.
This post contains some advice that will enable you to perfect a sales presentation.
Sales Presentation Dos
1. Be pertinent to the audience; avoid being general.
You are neither the first nor the last salesperson your audience has encountered. You should put a little more effort and focus into this presentation because they are the ones who will make the purchasing decisions, and you want to persuade them to buy your solution.
People are busy; be prepared with your main points and deliver them. There isn’t time for generalizations or well-known information; instead, focus on what makes your product or service superior. They agreed to meet with you, so why?
Decide whether you are meeting with decision-makers or end users before you go. You must modify your presentation based on the audience’s position within the organization. While a manager is more focused on how your product affects the business, its key KPIs, and the bottom line, an end user is more concerned with how it makes his job easier.
2. Have faith in your approach
People are persuaded by your personal motivation and enthusiasm for the good or service. In rare circumstances, your product may be unique, but most of the time, a salesperson’s persuasiveness is what seals the deal.
Let the audience hear your enthusiasm in your voice and see the glimmer in your eyes. Expect people not to believe you if you are not present for it.
The presentation’s main attraction is your prospect, and your answer serves as both his sword and armor.
3. Make the presentation’s flow seem natural.
We are aware that sales presentations might be predictable and that some slides are required, but we urge you to work toward creating a distinctive presentation.
Make your audience’s journey to your product or service by creating one for them. As with any journey, there are high points to hold their interest and engage them.
There is no ideal flow, but there are many suggestions. Choose one that works for your presentation style and benefits your product.
4. Employ graphics
Because they are more impactful than words and simpler for the audience to understand, visual images assist you in emphasizing your point. Well-designed visuals will hold your audience’s interest and keep them interested.
A visual representation of facts, particularly in sales presentations, has a considerably greater impact and can make your point in just one slide. Examples abound and include market shares, forecasts, statistics, and revenue.
A visually appealing presentation will attract your audience right away. You may make your words more powerful by using strong, memorable visuals. Make sure the presentation’s overall design is appealing and representative.
5. Offer analysis
Although this is basic knowledge, we are repeating it since it is so crucial. Your product provides a solution to an issue you identified with your prospect’s business or the marketplace.
How did you discover that issue? Why do your statements hold up? Why do people need your product?
Why is your product currently needed? What are the drawbacks of current remedies?
You need to answer all these things.
6. Use client testimonials
The most effective presentational tool is a story. People relate to those who have experienced similar circumstances and believe in true stories. Here, the effective ones carry out the work.
Tell the before-and-after customer tale to do this. It’s a tactic that grabs attention and enables your audience to visualize themselves in that predicament.
7. Incorporate particular success metrics
Strive to strike a balance between the audience’s emotional and logical sides. As you tell the story, use analytics from prior partnerships, but don’t use too many numbers that will only appeal to the rational side of your audience.
8. Change from the present situation
Because it frames your service as inevitable, your audience needs to see a change that is greater than their own business. The world is heading in this way, and it is obvious that they should not lag behind.
Maybe you should read Sales Presentation Techniques To Help You Close More Deals
Sales Presentation Don’ts
1. Don’t write it all down.
This rule will be present in all presentations, not only sales ones. Don’t write everything you want to convey on the slides is a basic rule. If the majority of your audience can read quicker than you can speak, there is no longer any mystery, and they will grow bored.
Use the presentation as a guide since it is your visual aid.
2. Steer clear of technical language
There may occasionally be a subject-matter specialist in the audience, but the majority are CEOs, directors, and managers who are more focused on the commercial aspects of your solution.
Therefore, refrain from employing a lot of technical jargon or business lingo. While certain technical jargon is necessary to explain your product or service, avoid confusing the prospect.
3. Avoid using clichés and overused words.
You have given presentations before, and your audience has undoubtedly seen them before. Develop a unique presentation for your prospect and include their suffering in it. Don’t give all of your prospects an identical presentation.
Prepare your speech in advance by going over what you plan to say and giving it some careful thought. When prospects hear you say things like, “Nobody can beat our service,” “We are the best,” or “I’ll be honest with you,” you run the danger of losing their trust in you.
4. Avoid Discussing ROI
Even though you may believe that using ROI will wow your prospects, doing so actually lowers your chances of successfully closing the business. Why? ROI is essentially relative; while it could look great to you, it might be poor to your audience, or vice versa.
Additionally, it’s often impossible to calculate ROI precisely without access to internal corporate data, so it’s preferable to avoid appearing foolish.
Returning to the emotional and logical halves of the brain is another development. By bringing up concrete evidence, you may get your audience to think critically and force them to consider what you are saying.
5. Don’t ignore benefits in favor of features.
The new features that a product normally possesses thrill your firm so much that they advertise it everywhere. Since it’s prevalent everywhere, your website is also affected. Thus, they have already been viewed by the prospective.
They are more concerned with the advantages of these qualities and how they may be helpful. Consider the prospects and what they want to know when you prepare your presentation.
6. Avoid drawing hasty conclusions
It’s not necessarily a sign of lack of interest or attention if a prospect is seen staring at his phone throughout the pitch. Be mindful of the people you are meeting with; they are experts, multitaskers, and have seen many presentations.
Keep your cool and exude confidence. After your presentation, allot some time for questions and answers so you can receive their feedback on the product.
It’s important that you also know Tips to create an effective value proposition
7. Avoid taking offence.
The majority of salespeople attempt to overly defend the product when they receive feedback or simply mild comments during the presentation. Recognize your weaknesses and be prepared with strong arguments, but don’t go too far, demonstrate empathy, and comprehend their viewpoint.
Be receptive to criticism, offer some justifications, but ultimately accept their opinion of your goods.
Create a fabulous sales presentation
Stay away from becoming that obnoxious and unpleasant car salesman who only wants to sell the automobile. Instead, make an effort to actually assist your prospect with the good or service you offer while demonstrating genuine care for their predicament.
Be original, authentic and above all transmit security in your sales presentation.
Consider using these suggestions in your upcoming sales presentations and let us know how it went.