The level of your sales presentation will often determine whether a prospect buys from you or one of your competitors.
Here are 5 tips that can help you create a presentation that will differentiate you from your competitors.
1. Make the presentation related to your prospect.
Among the most frequent mistakes, individuals make when talking about their product or service is to use a generic demonstration. They say exactly the identical thing in every demonstration and hope that something in their presentation will appeal to the potential client. I have been a victim to this approach more times than I care to recall having been subjected to several”canned” PowerPoint presentations.
The talk of your service or product must be adapted to each individual; change it to include specific points that are unique to this particular customer. If you use PowerPoint, then place the company’s logo on your slides and explain how the essential slides relate to their situation. This means that it is critical to ask your prospect probing questions before you begin talking about your company.
2. Create a link between your product/service along with the prospect.
In a presentation to your prospective customer, I prepared a sample of this product they’d eventually use in their own program. After a preliminary discussion, I given my prospect the item his group would use on a daily basis — instead of telling him about the product I placed it in his palms. He could then determine just what the finished product would look like and be able to analyze it in detail. He was able to ask questions and see how his group would use it in their environment.
Also, remember to go over the benefits of your products, not the attributes. Tell your clients what they will get by using your product versus your opponents.
3. Get to the stage.
Today’s business people are much too busy to obey long-winded discussions. Know what your main things are and learn how to create them quickly. I remember talking to a salesman who rambled at great length about his product. After viewing his goods and learning just how much it would cost I had been prepared to proceed with my purchase. Unfortunately, he continued talking and he almost talked himself out of the sale. Make sure you understand what key points that you would like to discuss and practice verbalizing them until you meet with your potential.
4. Be animated.
Nearly all sales presentations I’ve heard have been boring and unimaginative. If you truly need to stick out in the crowd be sure to demonstrate enthusiasm and energy. Use voice more effectively and vary your modulation. A frequent mistake made when people talk about a product with which they are very familiar is to speak in a monotone voice. This causes the other person to quickly lose interest in your presentation. I suggest using a voice recorder to tape your presentation. This will let you hear exactly what you seem like as you discuss your merchandise. I must profess to be completely ashamed when I first used this strategy. As a professional speaker, I believed all my presentations were fascinating and lively — I soon learned that my stand-up delivery abilities were much better compared to my phone presentation abilities.
5. Use showmanship.
In the book, The Sales Advantage, an example is given how a vending sales man lays a heavy sheet of newspaper on the floor and asks his prospect,”If I could show you the way that space can make you a little money, would you be interested?” Consider the impact of this approach compared to the normal method of saying something such as,”We can assist you in making more money” What can you do to incorporate some form of showmanship in your presentation?