Flawless Sales Presentations
How to Craft Sales Presentations That Focus On Showing the Prospect Why They Should By From You and How to Avoid Saying Anything Else That Can Ruin Your Close
In this section, we reveal how salespeople can:
1) Tailor their presentations to the specific needs of their prospect by gathering key information in earlier stages of the sales process.
2) Avoid providing their prospects with free consulting during their sales presentations. Our research has shown that is a fine balance between providing enough information in a presentation to create credibility and generate interest without providing so much information that the prospect either doesn’t need you to do the job or else can use your information to go and get some other vendor to do the job cheaper.
3) Structure their sales presentations so that it is not simply a dog-and-pony show but rather gets prospects emotionally involved. This strategy is especially important if there are multiple decision-makers in the room who have not been a part of the sales process from the very beginning.
4) Stop over-selling their product in their presentations and coming off too much like a salesperson. The key is to become a consultant, sitting on the same side of the table as your prospect rather than across from them in an adversarial position, negotiating over every bit of the contract and fighting over price.
5) Pre-sell your prospects BEFORE the presentation so that they are primed to ask you the questions that you want them to ask you.
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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“The 7 Deadly Sins of Selling.”
In this online education module, we will focus on best practices with regard to sales presentations:
When You Manage To Get In Front Of Your Prospect
How To Be Prepared For Your Presentations
Identifying the Decision-Makers - Don't Waste Your Time
Getting To The Point Fast And Effectively
Sales Presentations - Basics
The Secrets of Body Language
How To Best Position Your Product
Best Practices Using Visuals
Hands-On Demonstrations - Getting the Prospect Involved
THE CART BEFORE THE HORSE
Most of the less successful salespeople who have participated in our research over the past several years typically make the mistake of giving their sales presentations too early in the sales process.
It’s not their fault.
Because of the intensely competitive world that we live in, buyers usually have the upper hand. If they don’t buy from you, there is usually a long line of vendors behind you that are willing to provide better service, undercut your price or even “buy” the business by doing it at less than their cost just to get their foot in the door.
So buyers have trained salespeople to get to the point quickly - and spill their guts - and all their knowledge - in their sales presentations.
They are basically saying: “Let’s see what you’ve got, because I’m short on time, and need to see another twelve vendors after you.”
You must resist the urge to do all the talking and spilling all the beans early in the sales process.
The key is to ask the right questions in order to find out what you should – and should not say – during the presentation.
Also, you don’t want to waste time making a presentation if you don’t understand who the decision-makers are and what their decision-making process is.
In other words, you must question as much as possible first. Qualify before you present.
We will explore in depth how to ask the right questions in other modules. In this section, however, we will focus on how to craft a presentation that answers all of your prospects possible objections and gets the sale with as little resistance as possible.