How To Be Prepared For Your Sales Presentations
Before anything else, when it comes to sales presentations, all salespeople and their supporting staff must do a thorough check of all their materials and equipment to ensure that everything runs as professionally and smoothly as possible. During our ongoing research, we are always amazed at how ill-prepared salespeople are for technical glitches.
If your computer goes down, and you can’t access your PowerPoint presentation, are you prepared to go without it? Always take paper copies of your sales presentation as back-up.
Find out in advance the names and contact information of those in charge to set up your room, including electricians and other technical professionals. Have them double check all electrical and electronic materials right before your presentation to avoid any mishaps.
Once you arrive to your place of meeting, find where the electrical outlets are and make sure the power chords are the right ones, long enough, etc. All electrical machines should be properly plugged-in before your presentation starts.
Test, test, test.
Make sure that all your collaterals are in perfect condition and that you brought enough of them for everyone in the room and some more in case your prospects ask for additional materials for other members in the organization.
All your materials and handouts must be clean and in order. Avoid re-arranging papers in front of your clients. It gives the impression that you are disorganized.
Bring enough pens and paper for you, your staff and even some of the prospects in the room during your sales presentation.
After your informal greeting and before the presentation starts, make sure you have plugged in all equipment and organized all your materials. Try to set up shop in an area that does not obstruct the entrance or emergency exits.
Rehearse your presentation. Not only the sections about the materials or the technical aspects but also your speech and potential non-related questions. Use your previous experience as a starting point.
This online education module sponsored by the Sales Career Training Institute covers the basics of a wide variety of sales strategies, tactics and techniques.
To find out now about more advanced sales strategies for
check out the newly revised version of the book,
FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects’ Deep-Seated Emotional Needs.
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