Sales training ideas – 5 keys to a powerful sales presentation.
September 15, 2009 by Johnc
Filed under Articles on Selling
A powerful sales presentation can be your strongest close. Assuming you have a qualified and interested prospect, if you do the sales presentation correctly, you will close the sale.
5 Key items that need to be in every sales presentation
1) Interactive and keep the prospect interested and involved.
Your sales presentation should keep the prospect on the edge of her seat. Make it interactive. Ask the prospect questions and involve her in ways that make her an active member in the proposed solution.
2) Delivered with lots of energy, enthusiasm, and emotional logic.
This ties in directly with the above item. Depending upon the personality of the prospect, you will be more laid back; or you’ll be bouncing around. In any case, you need to have lots of life, energy, and enthusiasm in your voice, and your sales presentation should make logical sense.
3) Delivered in a clear, concise, and articulate manner.
Your sales presentation should be easy to understand, to the point, and it should be delivered in terms that the prospect will understand, based on her personality type. As we discussed in the cold calling section, you need to be speaking the same language as the prospect.
4) Address the needs, desires, and concerns of the prospect, and speak to her hot buttons.
If you’ve done your work properly during the cold call, you understand what the prospect is looking for and you’ve uncovered some hot buttons. You will now educate the prospect on how your product or service fills her needs and desires. Show caring, understanding, and empathy for the prospect, and show that you are seriously interested in helping her out.
5) Lead naturally to the close.
Your sales presentation should be designed in such a way that it walks the prospect smoothly through the presentation, addressing all needs and concerns, and flows right into the close.
Review your presentation and make sure the five elements we have discussed here are present. With these items in place you will be on your way to a powerful sales presentation.
