With prepartion, your sales presentation will deliver your objective -- a sale
Giving a presentation can be a daunting, anxiety-provoking task --- especially when the aim of the presentation is to make a sale. As a salesperson, however, you must master this skill if you intend to remain in this competitive field. Follow a few simple steps to ensure that you deliver a memorable -- and successful -- sales presentation.
Instructions
1. Determine your objective and goals: Structure your presentation around a clear objective as well as a few key points you want your prospects to understand. Use these two questions as starting points: First, what do you want to accomplish with the presentation? Second, you must answer your prospects' unasked question: "What's in it for me?" Ensure that you address the benefits of your product or service that can solve a particular challenge facing your prospects.
2. Research your prospects: Consider your audience and the product or service you want them to buy. Develop an understanding of their needs by visiting the company website, where you should be able to glean the company's mission and vision. The more you know about your prospects' needs and goals, the better chance your presentation will be successful.
3. Write your introduction: This is your opportunity to show the audience your enthusiasm about your offerings, as well as to get them excited about what's to come. As your introduction concludes, the audience should have a solid understanding of the objective of the presentation, as well as what they can expect from the rest of your talk.
4. Prepare the presentation body: Stay on-point and clearly communicate how the benefits of how your service or product can help your prospects. Specifically describe how your company can help meet their needs or challenges, and use examples and anecdotes of how your offering has helped other companies with which you have worked.
5. Develop your conclusion: The conclusion of your presentation should tie all your points together nicely so that the audience understands the value of what you're pitching. Reiterate your key selling points succinctly, and then thank the audience for taking the time to listen to your presentation.
6. Select illustrations: Illustrations can be helpful when presenting your information, adding a visual component to help the audience better remember your message. Eye-catching handouts, videos, flip charts and PowerPoint slides are all good mediums, especially when you use strong and memorable key words to tie them into your presentation.
7. Rehearse: The real key to a successful sales presentation is to rehearse, rehearse and then rehearse again. Be sure to time your rehearsals so you can make adjustments to the presentation as necessary. Practice in front of a mirror to work on eye contact and posture, and then run it by several people, including at least one colleague. Be open to feedback and use constructive criticism to improve your talk.
8. Deliver your presentation: Use a conversational, lively and confident voice when addressing your audience, and vary your paces and pauses so the audience feels as though they're hearing an interesting narrative rather than an information-dumping session. Maintain eye contact by shifting your focus from different people in the room as you move from point to point in your talk.
