It is a most common observation that people think creating a sales presentation is merely compiling a set of Power-point slides and turning up at the customers place with a laptop and other supporting material to pitch their sales. It is sad to say that not everybody can make this work for them and most often, due to the lack of a convincing presentation, many good sales opportunities are lost. A sales presentation should be powerful and persuasive and should be able to hold the attentions of the audience.Here are some tips to make an effective sales presentation
Study your customer’s key requirements
It’s always wise to find out more about your customer before you set out to make a presentation. This way you can tailor your presentation to match the needs of your audience. Do a bit of research on the company’s background and business, and make an effort to gain a good grasp of what the company is engaged in so that it will give you the competitive edge when making your pitch. You will discover ways to link up your products with the customer’s needs. This will make your presentation of special interest to the target audience.
Rehearse and be well prepared
It is good practice to go through your presentation, at least once . This will help you to find any inconsistencies, or other concerns where possible objections may be raised. The presentation should have a seamless flow and should concentrate on addressing the important issue on hand ie. the introduction of your product or service. Great sales presentations are well thought out and put together, with a logical progression from beginning to end. Never exceed your time limit and if given a specific duration , finish the presentation in time to allow questions and discussion.
Connect with the audience
The most important thing to remember is to never make your presentation boring or generic.. It should catch the attention of the audience and keep them involved . Let the audience know that you are aware of their requirements and ask them for their inputs , right in your introduction itself. People will immediately start showing interest once they are asked for their input. One way to build rapport with your audience is by asking questions during your first few minutes on stage. This will show that you care about your customer and what is important to them and this way, no time is wasted on unrelated topics. Try to open your presentation with the prospects key requirements. It shows that you are aware of their current situation and issues and they will sit up and take notice. The more rapport you have with your audience, the more receptive they will be to your message.
Set an Agenda
Any audience would like to know what they are being presented with. You will score good points if you first give your audience an agenda of what you will be offering to them and how much of their time you would be taking up. Always present with enthusiasm, because when you are enthusiastic, this gets transferred to the audience. Before you finish, always summarize and review your key points.
Accentuate the Product Benefits
The objective of your presentation is to showcase your products or services and promote them as desirable and essential to the customer. This means presenting the necessary information to clearly demonstrate how your offering will benefit them by fulfilling their needs. The focus here would be on the return on investment, the ROI, which will enable the customer to gauge whether there is an advantage for him . The customer would want to know how it would boost his sales, cut down his expenses, generate more income, increase employee performance and productivity and several such issues which would give him value. Your presentation should be able to clearly and quickly communicate the benefits to the audience.
Prepare Good Audio Visuals
The audio visual presentation which you have compiled, should agree in content and visuals, with what you are talking about. The more relevant the visuals you present, the better the audience will be able to grasp the message. The presentation , both audio, and visual, should be as creative and interesting as possible, to capture the attention of the audience. As prospective buyers they would want to see the product as well as hear all about it. In a nutshell, the entire presentation should be a cohesive whole, which helps the audience to understand and assess the product/ service being offered.
To sum up, a good sales presentation which sends its message across powerfully, should be well prepared, logical in its flow, systematically organized and supported by creative and relevant visual aids that enhance the effectiveness of the presentation. A well rehearsed presentation, will be a successful one , and is more likely to yield a positive response.