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.

A Voice of Confidence in Sales Wins Business

In any sales profession today the resources and tools that we take to a meeting, presentation or a sales pitch are quite simple.  It is up to us to use them to the best of a situation.  We are judged on all of the following:

  • How we appear
  • How we sound
  • What we say
  • The relevance of what we can offer
  • Our knowledge
  • Our experience
  • Our reputation

When you enter a client’s office or work environment you are judged in a ‘visual’ way; it takes about 20 seconds for the client to do this.  If you do not ‘pass the visual test’ any further connection with the client will be a lot harder.  On this basis you have to look and act the part.  The client will have their own ‘visual standards’ that they set for any salesperson that they work with; on that basis your appearance has to be of a ‘generically’ high standard for your industry.  You really do not know what the client expects of you ‘visually’.  In the first instance they need to see you as a ‘professional’ and that is before you say anything!

So let’s presume you can get over the ‘visual’ challenge and pass that test (most people can).  To take matters further your voice and words should be practiced and refined for your products and service.  I know a lot of salespeople do not like ‘role playing’ but the process is of high value when it comes to verbal confidence and negotiation.  You can safely ‘role play’ within your team and with your business partners.  You can merge the challenges of the market currently into your practice sessions.

Another thing you can do personally to boost your voice and word confidence for any sales presentation or meeting is to read a book aloud each morning when you first arise.  Do so for 20 minutes or so; the process helps you develop greater confidence with words and gives you verbal ‘flexibility’.  This system also helps greatly with your cold call prospecting that may be part of your sales process.

If you want to rise up the ranks of your industry and towards the status of a ‘top salesperson’, focus on your verbal confidence in this way.  Some of the greatest orators and speakers of the world are very impressive and they make people listen; watch what they say and how they do it.  Learn some of their skills and develop ‘voice confidence’. 

Practice your voice and your conversational ability for your sales profession.  I go back to the point that the easiest way to do that is in reading a book aloud each morning; it helps ‘program’ the mind and brain for conversational advantage.

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.

Newsletter Marketing Converts Prospects to Clients

It really doesn’t matter what business you are in, the information that you can provide to your prospects is of high value to them.  If you provide the information as a free service, you are likely to convert more prospects to clients.

The process of ‘giving freely’ is a great marketing tool in many industries.  For this very reason you should create a regular professional e-zine or newsletter to send out to those prospects that you have connected with over time.

Information is valuable to your market; provide information in articles that will help them save money or grow their market share.  Either way they will have an interest. 

Creative writing can be a challenge because of the time and the effort required to select the material and prepare it for despatch.  If that is a problem for you, then you can locate professional copywriters to put some material together for you on a regular basis.

The key here is to provide information that is useful and do so in a regular and convenient format.  That will normally be a newsletter.  Here are some ideas to help:

  1. Regular contact with your market can be achieved by an online database and auto responder system.
  2. You can feed your online database by using a website capture form.
  3. The frequency of your online newsletter can vary subject to your market, but is generally accepted that a newsletter once every 2 weeks is acceptable in most industries.  The point is that you have to create the interesting content.
  4. Consistent branding should be achieved across your website, newsletter, and marketing material.  Have opt-in forms in all of them for clients to join your database register.
  5. When you communicate to your prospects, provide exceptional value and relevance.
  6. Personalise your communication so that the articles and the newsletter talk to the person.  When you write your newsletter, do so from the angle of personalisation.  Talk to the person on an individual basis rather than some generic broad informational manual or article.
  7. Make it easy for the prospect to contact you via mobile, email, and calling in.
  8. Put a name on everything.  If the prospect wants to make contact, they have a name to make contact with.
  9. Allow your newsletter to build your circle of influence and relevance.  Over time it can multiply the value of your prospect database.  When you make that regular telephone call to your prospects, the conversation will be much easier.
  10. Follow up your database a few days after you send out your newsletter.  Talk about the feature article to see if that was of any use to them.
  11. Ask your prospects if there is anything that they would like you to handle or discuss in upcoming newsletters.

As easy as this process is, many businesses struggle with e-zines and databases.  They seem to find the organisation and process a bit of a challenge.  Make no mistake here; business today has changed radically and the levels of communication have opened right up.

Be prepared to be a ‘cut above’ the competition when it comes to the client and prospect communication process.  Over time it will help you build massive market share and opportunity.

Questioning Techniques in Negotiation and Selling

When you are in a sales situation or a negotiation, the power of questions should not be underestimated.  Questions will help you move the other person through problems, and in many cases they will answer the negotiation challenge themselves.

The questioning process is called the ‘Freudian Slip’ and is used by many good salespeople.  It operates on the premise that most people want to reach an agreement, and if you ask them enough questions, they will tell you the answer to the problem and perhaps even give themselves a solution.

It should be said that the questions that you ask should be ‘open’ and not ‘closed’ questions.  You can use the words like:

  • How will you
  • What will you
  • When would you
  • Would you
  • Should you

The one word that you cannot use is ‘Why’, and the question content that follows it.  The reason being is that it is a challenging approach that threatens the conversation flow; it is too probing and threatening.  The use of ‘Why’ is judgemental and can break the trust that you are creating in the conversation.

When you ask the right questions you get answers that can help you and the client move to a solution.  In most cases a sale is not made by you talking, rather it is made by you listening to the answers that you get.

One More Idea

As you ask the prospect or client questions, the answers that you get should be drilled down into and questioned further.  This has two clear benefits:

  • It shows the client or customer that you really are listening and are interested in what they have to say
  • It shows the client that you really understand the complete issue and want all the facts to help their position or negotiation

In some complex sales situations it pays dividends if you take notes during the comments of the other person.  The notes can be used as a reference point to further discussion, however the great advantage that the note taking process offers is that it gives you time to think before you respond.

In any sales negotiation or client presentation, do not do all of the talking.  Give the client lots of opportunities to say things and respond to your ideas and recommendations.  As a general rule, you should talk less and they should talk more.  Even though you are doing a ‘presentation’, the process can be very connecting and create a two way conversation.  Ask the client for comments as you proceed and get their opinion on key matters.  Build the communication at every opportunity.

If you want more tips on sales, negotiation, or closing, you can get them in our Newsletter.