Sales training ideas – Adding life to numbers in your sales presentation.

To have the most impact during your sales presentation, you want to back up your logic with emotion. Usually when you are discussing numbers in your sales presentation, you are trying to make a logical case for your product or service. This part of the sales presentation usually tends to be a bit dry. So how can you make your numbers more emotional? 

Giving logical numbers emotion during your sales presentation 

Some numbers are emotional in and of themselves. Extreme numbers can be emotional. For example, an insurance company has an advertisement stating that although they didn’t have any cute animals as mascots, they did have over six hundred billion dollars in assets. Six hundred billion is a number that catches people’s attention. 

In another example, a precision welding company talked about the welding wire they used with a diameter of three-thousandths of an inch, or the diameter of a human hair. In the welding field, that number opens peoples’ eyes. Of course, after you’ve captured the prospect’s attention with the numbers, you need to give the benefit—why the numbers are important to him or her. 

Do you have any examples like the ones above that you could add to your sales presentation? 

You also have to present your numbers the right way during your sales presentation. You want the prospect to have a clear picture of the bottom line. For example, as an investment advisor, instead of telling the prospect she will receive 7 percent on her investment, let her know that with this investment she will receive a quarterly check for $647, or whatever the number happens to be. When you mention a percentage, the prospect has to make all the calculations to get to the bottom line. In the second example, you are giving the prospect the bottom line directly and the number $647 will naturally have more emotion to it than 7 percent. When you give the bottom line number, the prospect doesn’t have to go through any confusing calculations in her head to figure out what 7 percent ultimately means to her. In other words, you want people to get the overall picture, you don’t want them in their heads making calculations.  

The bottom line: during your sales presentation you want to make it easy to understand, and give the final picture as opposed to pieces of the puzzle that need to be put together. Deliver the numbers in a way that they will have the most impact, and deliver them with energy and enthusiasm. 

Note: If you are presenting “cost” numbers, such as how much your product costs to own, you want to break those down to the smallest amount possible, usually the daily investment, so that they have the least impact on the prospect. 

Presented the right way, your numbers can have impact. Use the ideas above and add life to the numbers in your sales presentation.