If you are involved in sales and are tasked with giving sales presentations on a regular basis, it’s crucial that you make your presentations count. You are, after all, trying to acquire new clients, and you want to make sure that you impress them and pique their interest in your product or service. But the quality of your presentation will decide whether or not a prospect transacts business with you or chooses to go to your competitors. Unfortunately, if your sales presentation lacks that ‘wow’ factor, then your prospects could very well go the other way. If you’d like to enhance your sales presentation and make it count, here are some top tips you can use.
- Make it relevant
One of your biggest errors when doing a sales presentation is to make it a generic one. Since we make presentations all the time, we tend to stick to the same things to say and hope potential clients will sit up and take notice. You should adapt your presentation according to whomever you are speaking with; modify your presentation based on your audience. You should find out about your prospects beforehand and become familiar with their industry and business. Try to tailor your sales presentation so it fits with their specific needs and show them how your product/service can help them acquire an advantage.
- Establish a connection
When you make a presentation, you should also try to establish a connection between your service or product and your prospective client. For instance, make use of samples. Rather than merely telling your prospect about the product, let them see the product and hold it in their hands so they know precisely what the product is and what it can do for them. They can then ask questions and determine how they could make use of it. Also, rather than outlining your products’ or services’ features, focus more on the benefits specific to your prospect.
- Make it short but sweet
Sometimes, as salespeople, we tend to ramble on and on about a product or service – even if the client is already willing to go ahead with the sale. Remember to have several essential points and stick to them. Concentrate on the product’s main benefits. Additionally, once you have specified your essential points about the product or service, listen to your client and what they have to say. Take note of whatever comments they have and try to answer their comments or questions properly by emphasising aspects such as how your product/service will address their needs.
- Show enthusiasm
More often than not, many sales presentations tend to be boring affairs where the presenter speaks in a dull monotone and doesn’t seem to be excited or enthusiastic about their product or service. Learn how to use your voice to convey enthusiasm effectively; modulation is key.
One more thing: make use of the right presentation materials. Even if your presentation is the best there is, if you don’t have the right materials such as brochures and booklets with a proper A4 document folder that’s printed by a professional, your prospects’ impression about your product or service may not be as positive. Make it a point to have the right tools and materials, and this, combined with your presentation skills and finesse, can certainly increase your chances of success.