There’s an art to making a highly effective sales presentation. It all boils down to two key elements. Content. And delivery. Get both of these right, and you stand a much better chance of making that sale. The content of your sales pitch is a reflection of your company’s professionalism. It has to be impeccable and easy to understand if it’s going to help you sell your product. And to successfully deliver that great content, you need to capture your prospect’s attention from beginning to end.
The following 7 steps show you how.
1 Before selling, do your homework
It’s essential to know your potential customer before meeting them and presenting your product. Your prospect is waiting for you to surprise them with a personalised proposal, 100% adapted to their needs, and that takes their concerns into account.
If you analyse their company beforehand, you’ll connect much better and your questions will be that much more pertinent. Apply this to your presentation – and your message will be relevant, unique and attractive.
2 Get rid of the corporate sales pitch
At the centre of any effective sales strategy are your target consumers. Rather than going to the sales call to talk about your product, listen to your prospect’s concerns. Start off by explaining the solution you offer, and as the discussion develops give them the opportunity to get to know you. It’s up to you (and your presentation) to project a positive image of the service and team of experts behind your company.
Your interaction with the prospect is your true corporate sales pitch.
3 More quality – less magic!
Use technology to communicate clearly and simply – even if you have the resources to make complex presentations with impressive effects. Too many “special effects” will dilute the real value of your message.
Opt for very visual results and avoid boring data.
4 Use connectivity to impress
It’s no longer enough to rely on a tablet with an internet connection. Consult documents in the cloud to find instant answers to your prospect’s questions; email them the presentation while you’re giving it; present an intuitive, dynamic report that will leave them speechless.
Don’t forget: paper-based documents belong to the last century!
5 Include demonstrations
The more interactive the meeting, the better.
Actual physical demonstrations will help your prospect understand what you’re selling. Use your tablet where possible – it’s by far the most effective method. Showcase success stories or practical ways of communicating better to help the prospect make a decision. Give concrete examples of how your product has helped similar customers.
6 Get to the point
Be clear and concise about the maximum benefits of your product. Rehearsing your presentation will help ensure you don’t digress. If it helps, prepare an outline of the messages you want your customer to take away. Take notes during the meeting to remember what your prospect is looking for – certain things they refer to will help you enhance your presentation.
7 Attitude is key
If you sell your offering with energy and a smile, you’re already differentiating yourself from countless others. It’s not about reading the information in PowerPoint slides; it’s about connecting with your potential customer in a cheerful, natural way. Familiarity with your product doesn’t have to result in a monotonous presentation. Make sure you capture your listener’s interest every step of the way.
A final point worth remembering is how each type of communication contributes to your overall message:
- Visual Gestures, movements and expression make up 55% of your message.
- Vocal How you use your voice to deliver your pitch accounts for 38% of the message.
- Verbal Your actual words only represent 7% of the message.