Planning and Delivering for Your Sales Presentation Success

A sales presentation is a great chance to progress in your sales cycle. This is the big opportunity to strongly influence your customer by selling yourself, your product and services, and even your company. This is why we have to focus on how to make an effective sales presentation: by good planning. Many salespeople lose sales opportunities because they lack excellent sales presentation planning and presenting skills.

Planning

The first step is to establish the objective of your sales presentation. This will help structure your presentation appropriately to achieve your objective.

Next, you need to know who your audience is. It is crucial to understand the nature of your audience, so that you can adjust your presentation according to their needs and interests. Prepare and anticipate what your customer expectations are.

Not all sales presentations must lead to closing sales immediately. Your objective may be to capture the interest of your audience. That’s why it is important to establish the overall message to draw in your audience’s attention. It can be presenting on the exclusive benefits of your products or services, or something that your company offers but not your competitors.

Lastly, you will also need to determine and control the duration of your sales presentation.

Presenting

Here are two ways to make your sales presentations more effective:

• Supporting

While creating a sales presentation, focus on your objective and a few key points of your message and support them with evidence or visual aids to make your presentation more convincing, appealing and easily remembered; and

• Delivering

When you step in front of your audience to make a sales presentation, everything you do is equally or, if not, even more important than everything you say. You need to pay close attention to the techniques that will enhance your professional presence and deliver your message in a confident and compelling way. Some essential techniques in delivering impactful presentations that you must be aware of include:

• controlling your nervousness
• connecting to your audience through eye contact
• displaying relevant body language
• using appropriate language and tone of voice

In a nutshell, the way to become an influential sales presenter and successful salesperson, is how well you are able to engage with your audience by building mutual respect, rapport, and trust.