Sales Presentation Ideas

The clients that we serve today are under all types of pressures when it comes to business stability and growth.  Our job in sales is to help our clients improve their position; to make their business life easier and more fruitful.  When you understand that fact and feed it into your sales pitch the whole thing gets a lot easier and more logical.  The client can then see why they need your services above that provided by others.

If you make a lot of presentations on a regular basis you cannot help but improve your skills and communication strategies.  The whole thing can however be fast tracked with personal practice and role playing.

Here are some facts to feed into your presentational processes:

  • Understand your market and where it is headed over the coming months and years
  • Understand your clients business and the pressures that they operate under
  • Provide comprehensive information on your service and product
  • Show results that are proven and have relevance to your client
  • Use pictures and graphs as part of attracting the clients attention
  • Have a selection of ‘success stories’ that can be used to strengthen your presentation
  • Use your database to build your personal brand and relevance to your prospects and clients
  • Be clear about prices, supply chain, and supply times
  • Don’t make your proposal too complex or detailed (keep it simple)
  • Understand beforehand if others will be involved in the meeting or presentation and just who they are in the decision process
  • Offer discounts if they are of benefit and relevance to the client today
  • If possible choose a location for the presentation that gives you some control of the situation
  • Find out what the timing of decisions are likely to be
  • Understand the competition and how they may approach the client with a counter pitch
  • Know where the client is at when it comes to purchase urgency and choice
  • Ask questions to fill in the gaps with the clients knowledge and understanding of options available

When you really understand these facts, you can improve your conversions from presentations.  Use your prospecting efforts to get to know more business people and prospects in your market.  Your options will soon open up and the sales can grow for you.

Develop a Sales Mindset

When you work in selling and customer service you must have the right mindset.  This is even more so the case if your income depends on your sales.

Have you ever come across a salesperson that has an obvious problem of client commitment and attention?  You know the type; they only help you if you ask and then they do so without a smile or willing gesture.  You tend to remember these poor sales people and the bad experiences that they have given you.  Do you go back to them?  Do you refer others to them?  Probably not.   If you are like me, you will prefer to stay away; you may even be inclined to spread the word about the poor service and experience.

If you work in sales in any industry it is time to have a good look at the messages you send when you connect with and serve your clients.  The right mindset and attitude are key parts of building your sales results and client database.  Start the day with an ‘attitude boost’.  Look in the bathroom mirror and smile.  Tell yourself that today will be a great day and that you are committed to excellence in sales and service.

So I know we all have ‘bad days’ but don’t let that spread to your customers and clients.  Take steps to improve your attitude and mindset to that of a professional salesperson.  Treat people as you would like to be treated.  Make the experience of doing business with you an absolute pleasure.

Build Better Sales – Understand Why People Need You

Why Do People Need You?

When it comes to selling your services or prospecting today, you really should know why people would need what you have to offer.  That knowledge helps you frame prospecting conversations and questions.  You can ask good questions like:

  • I am calling to see if you have any issues with your stationery costs that may be lifting costs for the business.
  • I am calling to see if you are struggling with photocopier operational costs in your office structure.
  • I am calling to see if you are having issues with car parking costs for the staff.
  • I am calling to see if you are struggling with sales team performance particularly with reaching budget.
  • I am calling to see if warehousing costs are a frustration to your business and if you’d be open to looking at other premises in the local area.
  • I am calling to see if you are having issues with business insurance and if it is impacting performance of the company overall.

Specific questions like these help you identify pressure points and frustrations for customers and prospects.

So why do prospects and customers really need you?  Answer these questions:

  1. What can you provide?
  2. How is it done?
  3. What is your point of difference?
  4. What is your benefit to the client?
  5. How can you improve the situation for the customers that you serve?
  6. Are you really different when it comes to comparisons with other similar suppliers?
  7. What advantages do you bring to the customers that you help?
  8. How are you better than your competitors?
  9. Why should a prospect or customer listen to you?

Taking these questions you can easily phrase some targeted questions that help your prospecting conversations and connections.  Unless the client or prospect has a genuine need or interest there is no need to take matters further.  Frame your questions so you know if the customer is a clear match for you.

High Results Selling Systems

In this business world the average client is usually very sophisticated and savvy when it comes to negotiating an agreement of any order for goods and services.  The best sales results are obtained when the client is fully satisfied with the details and the price.  Pressured selling doesn’t come into it today much at all.

As a salesperson today, the best results will come to you through high quality customer connection and satisfaction.   Within those factors the following apply:

  • Prospecting on a trust basis
  • Building long term relationships
  • Providing valuable product and service information
  • Understanding the customer requirements
  • Solving the customer need
  • Backing up on the deal follow through

So the message here is to drop the ‘out of date’ sales clichés and systems from the traditional ‘old school’ of pressured selling and negotiation.  Seek to connect with the client and build business out of the new connection.

The start of the sales cycle can take months to establish with some prospects so you have to keep connecting and meeting new people.  Freshen up your prospect list with daily prospecting.  Some clients will be easy to reach and others will not ‘open the door’ on the connection until they trust you.  On average it takes about 3 or 4 attempts to reach clients before they will connect with you.  Prove yourself as professional and diligent with a relevant way of approaching your clients.

Our customers like to be treated with respect.  Any salesperson that overlooks that process is doomed to failure.  The average customer today will not be pressured and is more likely to slow the sales cycle if they feel pushed.

Here are some key business skills that will help the average salesperson move ahead today with prospects, clients, and sales results.  Develop your sales system around these things:

  1. Your thinking will impact your actions, so focus on improving your thinking on business, clients, and prospecting.  Expect the best results as you take action, and those results will come to you.
  2. Improve your prospecting model through regular effort and daily prospecting.
  3. Establish a clear set of guidelines that can help you stay in touch with clients using relevance as a reason for connection.
  4. Give great service when an order is placed.
  5. Seek referral business when the time is right.
  6. After the sale, keep in contact to ensure client satisfaction and your availability for making another sale.

Business today is not hard; it is just logical.  Top salespeople develop a sales system based on trust, and then they stick to the plan of contact.  So how many people do you need to know?  In most cases you will need a database of several hundred qualified prospects.  You should be contacting all of your prospects at least once every 90 days.

Hit the Jackpot as a Top Salesperson

When you look around the business environment today, you will see different salespeople and different sales teams. They all function differently and some are more successful than others. When you work on commission based summary, success is not an option. Results simply have to come your way.

The most successful salespeople are those that deliberately choose to improve themselves and their skills. Each week they are taking further steps towards skill development and improvement.

Here are some tips to help you improve your results, client base, and sales.

  1. Read books on top salespeople to get more ideas about how people approach their industry and their market. When it comes to selling as a profession, we may have new technology and resources to use today, but the profession is the oldest in the world. You can learn a lot from those successful people that have put their ideas and experiences down on paper.
  2. Determine your greatest weakness when it comes to sales and prospecting activity. The greatest weakness that you can identify is likely to be the one that you avoid at all costs. It is also likely to be the one that holds back your market share and income. Determine the weakness factor that is holding you back, then seek some training and guidance to help you improve and remove the weakness. Practice is the key to developing new skills and improving poor ones.
  3. Understand your strengths from a business perspective. Those strengths can be solid foundations for ongoing client contact, presentations, client service, and sales. Develop your strengths further through the practice process.
  4. Systemise your day so that you can get the most important things done that can help you build market share and sales. Top salespeople know the importance of certain key things that they do. Every day they will repeat the most important issues such as prospecting, presentation skills, and client contact.
  5. Track your progress on a daily and weekly basis. Results and ratios connect you see where your activities are improving, and where the weaknesses still remain.
  6. Build a database of client contact that is reliable and accurate. Every meeting and conversation should be tracked into the database for future opportunity. As simple as this seems, many salespeople are not very diligent when it comes to database maintenance. This weakness can be your strength.
  7. Set business and sales goals that are results orientated. Determine the number of sales that you need for the quarter and for the year. Determine the number of clients that you need in particular categories that will help you achieve those sales. Set the prospecting model in action that will allow you to create more clients, and meet more people. Each day you can track your activities with prospecting, meetings, presentations, and sales.

All of these things will help you to progress as a professional salesperson. That being said, you should take a half day a week out of your business diary to focus on planning and performance. Each week, each quarter and each year, there will be seasonal changes to client activity and market forces. The planning process allows you to focus on what’s been happening, how you need to change, and the implementation of your personal business plan.

High Grade Customer Growth for Sales Teams

In any profession you need clients.  It takes time to develop them, serve them, and then over time they will leave.  It is a simple fact of business that your clients will eventually develop a new focus or requirement.  They will move on.  It really does not matter how strong the relationship is today; they will one day have a change of circumstances and they will move on.

This then shows us that we should have a solid plan and system to help us find new clients.  Every day the plan has to occur.  You have to improve your client base and database.  We call it the sales pipeline.

Many salespeople struggle with all of the things that they have to do every day.  The list of tasks can be overwhelming.  A typical day for a sales person will include:

  • Talking to current customers
  • Finding new customers
  • Following up on orders
  • Paperwork
  • Customer service
  • Placing new orders
  • Meetings
  • Talking with management
  • Reviewing product information
  • Entering customer detail into the database, etc

It’s a long list; you can probably add some things to the list yourself.

Without a day system, without some form of control you will struggle.  When a salesperson is struggling, the business and client base suffers.

Out of all of these things in the list above, the most important is ‘finding new customers’.  Everything else ranks below that key issue.

So how can you shift the bias of the day so you get to create some more clients?  The simple answer is that you shift your priorities and make prospecting number one in your diary every day.

It is a well-known fact that most salespeople do not like or easily accept the discipline of the job.  They would rather be ‘socialising’ with current clients and talking to the people that they know.  Whilst this is a part of doing business, it still ranks behind the issue of finding new clients.

When you understand this problem, it is easy to do something about it.  You simply shift your mindset to one of client growth and new business.  Every day you make new calls to businesses and people that you have not spoken to before.  It takes about 3 weeks to see some momentum, but eventually you break through the problem and new clients start to evolve.

If your income depends on your sales and your customers, it is a good choice to shift your mindset to this new way of doing things.  Develop the new habit of connecting with the right people.  Sales success can be yours.