Actionable Sales Presentation Tips to Close More Business
Authors understand they only have a finite amount of time to engage a reader. If they don't capture the reader's attention within the first few pages, the reader will likely put the book down. The art of making an effective, engaging sales presentation is comparable to the author/reader scenario: it's all about making that crucial first connection.
Prospects determine within the first 10 minutes of your sales presentation whether they want to work with you. This means you have a limited amount of time to engage them. Effective sales presentations, presentations that convert prospects into clients, rely heavily on how well your opening impression is received.
We've put together a list of powerful sales techniques and strategies designed to show you how to make your next presentation your most effective yet.
Sales Presentation Tips
1. Know Your Audience
When you give a face-to-face presentation, it is relatively easy to know your audience. If you give a presentation over the phone (as in a conference call), you may not know everyone you are presenting to. It is crucial that you make the same efforts as for an in-person meeting. Before you begin your phone presentation, clarify whether you are speaking to your prospect alone, or if others have joined in the discussion. Break the ice by introducing yourself to everyone and asking for their names.
As the introductions are made, it is vital that you understand the role each person has. Their job titles will help you to understand how their interests come into play and allow you to tailor your presentation them. Ask each person what specifically he/she is seeking to gain from the presentation so that you can be sure to address those needs.
One way to do this is to say: “Thank you for joining us today (insert person's name). Before we get started, is there any specific information or issues you would like me to address?”
2. Take a Friendly Approach to General Topics
Start the meeting with a friendly tone to help your audience to warm up to you. Take a few moments to discover their likes and any common interests you may share. In order to engage prospects in a natural-feeling, comfortable conversation, avoid asking simple "yes" or "no" questions. The more open-ended a question is, the more likely you are to make a personal connection. The more comfortable your prospects are at the beginning of the meeting, the easier it will be for them to bring up any questions, concerns, or issues they may have as the meeting continues.
3. Make a Road Map for Success
Giving a presentation to prospects is like taking a road trip into new territory. Smart drivers will map out a route to get them to their destination. Smart presenters will map out an agenda for the presentation to follow. Having an agenda...
- Helps to keep your presentation focused.
- Serves as a guide to move the meeting along smoothly.
- It helps your prospects understand how you can help them get from Point "A" (where they are right now) to Point "B" (potential solutions to any issues they are facing).
- Provides a way for prospects to ask additional questions to gain clarity.
- Define the purpose of the meeting.
- Ensure all participants are on the same page.
4. Connect With Your Prospects
Take time in the first 10-15 minutes of the sales presentation to show your prospects that you understand their needs. The more prospects believe that you understand the challenges they face, the more open they will be to learning how you can help them overcome those obstacles. This is a natural segue into the rest of your presentation and increases prospect engagement.
5. Set Expectations
You have the option of waiting until the end of the presentation to inform your prospects of the next step. Or you can start off by letting them know at the beginning what their options are. If you begin your meeting with this step, it will give you more opportunities to address any concerns or objections they may have.
Our agency uses HubSpot sales automation software that automates the post-presentation process with next steps you've introduced during the meeting. This action is tied to our booking engine, so it fires automatically, a few hours, after the meeting. It's an enthusiastic thank you with a concise outline of what to do next. We also use a series of gentle reminders over the course of a few days with subtle references to the benefits of working with us and a quick action step.
Over to you
Presentations are a fundamental part of every sales strategy. Following these top presentation tips will go a long way towards helping you engage with prospects on your next pitch.