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Powerful presentation skills determine whether your prospects buy from you or your competitors.
Sales presentations may seem like a simple pitch, a demo, or a list of facts and figures, yet they are a lot more than that. Done well, this can help attract potential clients, get them excited and make them want to buy your product.
One of the worst mistakes you can make is to make your presentation too “generic.” You must be able to adapt to each person or company with your presentation. This means take time to research your potential client and become familiar with the industry in which they operate. Some ways are doing this are looking if they have any social media profiles or just look for their website. Find who their competitors are and do some research on them also, then tailor your presentation to show them that they gain a competitive edge of the opposition by using your service or software.
During a presentation to a prospective client, you may want to prepare a sample of the product you intend to use in their program. After discussing the item with the potential customer, you hand them the item their team will be using. Rather than telling him about the item, you are giving them something tangible. This would make it possible for them to visualize the final product and examine it in detail. It would be easier for them to ask questions, and they would have a better understanding of how it is used in their own organization.
Also, emphasize the benefits, not the features, of your product. Tell your customer how they will gain from using your product versus your competitors.
In today’s fast-paced world, there is no time for listening to long-winded discussions. Understand and practice what your most important points are so you can deliver them quickly.
Take notes of the customer’s comments and questions so that it will be easier for you to assess the specific needs of your customer, particularly:
How does your product address their need(s)?
Answer any objections or reservations the customer may have about the product.
Improve your product by using their feedback and/or refine future sales presentations.
If you really want to stand out, be enthusiastic and energetic. People often make the mistake of speaking in monotone when discussing items, they are knowledgeable about – which results in the other person quickly finding your presentation boring and disinteresting.
If possible, arrange to record the sales presentation. This will give you the opportunity to hear exactly how you speak in discussing your product.
In The Sales Advantage, an example is given of a vending sales person laying a heavy sheet of paper on the floor, saying, “If I could show you how that space could make you some money, would you be interested?” What will it look like if you incorporate this approach compared to using the usual attitude of saying something like, “We’ll help you make more money.” What will it look like if you incorporate a certain level of showmanship into your presentation?
Use a whiteboard or flip chart in the potential client’s boardroom during your presentation. Instead of just telling your client what you will do, stand up and deliver a presentation. During your presentation write down facts and figures, draw pictures, and record certain comments and statements from the discussion. The client now has something to view and allows them to make a decision faster.
Undoubtedly, this is the most critical element of any presentation. Does your voice or body language become more animated and energetic when discussing solutions? Does your voice exhibit excitement? Does your body language reflect your enthusiastic attitude? You need to try another approach if you fail to build interest in your product. If you are not excited about it, you cannot expect people to become motivated to buy it.