Visuals and Other Materials That Will Help Your Sales Presentations

When it comes to sales presentations, most people react, absorb and learn best when using any of their five senses in an active way.

Visuals are by far the most commonly used type of collateral as most people understand better by seeing the product at work. However eloquent you are, your prospects will probably get a better idea of the benefit your product will bring them by looking at it.

Companies spend hundreds of thousands of dollars creating charts, brochures, diagrams, and demos to help in their marketing and promotional campaigns. Others go even further by using electronic format kits or videos with testimonials and/or a spokesperson detailing the many great characteristics and benefit their product brings customers. Be aware of how your competitors are conducting their sales presentations if possible. You might learn something from them.

Make sure you take advantage of all available sales resources. We are always amazed at how often salespeople underutilize the collaterals and demos that their companies provide to them. They are there to help you in the selling process by telling your prospect who your company is, what you do and the benefit that your future client will reap from your product.

Take advantage of this opportunity and learn about your visual materials beforehand. Read the brochures and familiarize yourself with the information, pictures and possible updates your company has made in recent months.

Follow your company’s guidelines for the use of audio and visual materials, if it has one. If your company recommends a certain group of collateral materials, stick with them. Most likely than not, the company has spent a lot of time and resources creating and determining which collaterals are best for their product and target consumer.

If your company’s audio and visual aids are not sufficient or if you’d like to give an edge to your presentation, enhance it with other materials you can find in your office or can bring to the table as a way to enrich and aid in your sales presentations.




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 sales presentations, 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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