Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
Creating a Powerful Sales Presentation > NetSparsh - Viral Content you Love & Share

Creating a Powerful Sales Presentation

The quality of your sales presentation will often determine whether a prospect buys from you or one of your competitors. However, experience has taught me that most presentations lack pizzazz and are seldom compelling enough to motivate the other person to make a buying decision. Here are seven strategies that will help you create a presentation that will differentiate you from your competition.

1. Make the presentation relevant to your prospect. One of the most common mistakes people make when discussing their product or service is to use a generic presentation. They say the same thing in every presentation and hope that something in their presentation will appeal to the prospective customer. I have been victim to this approach more times than I care to remember having been subjected to many "canned" PowerPoint presentations.

The discussion of your product or service must be adapted to each person; modify it to include specific points that are unique to that particular customer. If you use PowerPoint, place the company's logo on your slides and describe how the key slides relate to their situation. Show exactly how your product or service solves their specific problem. This means that it is critical to ask your prospect probing questions before you start talking about your company.

2. Create a connection between your product/service and the prospect. In a presentation to a prospective client, I prepared a sample of the product they would eventually use in their program. After a preliminary discussion, I handed my prospect the item his team would be using on a daily basis ? instead of telling him about the item I placed it in his hands. He could then see exactly what the finished product would look like and was able to examine it in detail. He was able to ask questions and see how his team would use it in their environment.

Also, remember to discuss the benefits of your products, not the features. Tell your customer what they will get by using your product versus your competitors.

3. Get to the point. Today's business people are far too busy to listen to long-winded discussions. Know what your key points are and learn how to make them quickly. I remember talking to a sales person who rambled at great length about his product. After viewing his product and learning how much it would cost I was prepared to move ahead with my purchase. Unfortunately, he continued talking and he almost talked himself out of the sale. Make sure you know what key points you want to discuss and practice verbalizing them before you meet with your prospect.

4. Be animated. The majority of sales presentations I have heard have been boring and unimaginative. If you really want to stand out from the crowd make sure you demonstrate enthusiasm and energy. Use voice more effectively and vary your modulation. A common mistake made when people talk about a product with which they are very familiar is to speak in a monotone voice. This causes the other person to quickly lose interest in your presentation. I recommend using a voice recorder to tape your presentation. This will allow you to hear exactly what you sound like as you discuss your product. I must profess to being completely humiliated when I first used this tactic. As a professional speaker, I thought all my presentations were interesting and dynamic ? I soon learned that my stand-up delivery skills were much better than my telephone presentation skills.

5. Use showmanship. In the book, The Sales Advantage, an example is given how a vending sales person lays a heavy sheet of paper on the floor and asks his prospect, "If I could show you how that space could make you some money, would you be interested?" Consider the impact of this approach compared to the typical approach of saying something like, "We can help you make more money." What can you do to incorporate some form of showmanship into your presentation?

6. Use a physical demonstration. A friend of mine sells sales training and he often uses the whiteboard or flipchart in the prospect's boardroom during his presentation. Instead of telling his client what he will do, he stands up and delivers a short presentation. He writes down facts and figures, draws pictures, and records certain comments and statements from the discussion. This approach never fails to help his prospect make a decision.

7. Lastly, believe in your product/service. Without doubt, this is the most critical component of any presentation. When you discuss solutions, do you become more animated and energetic? Does your voice display excitement? Does your body language exhibit your enthusiasm? If not, you need to change your approach. After all, if you can't get excited about your product, how can you expect your customer to become motivated enough to buy?

Copyright 2004, Kelley Robertson

Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of "Stop, Ask & Listen ? Proven sales techniques to turn browsers into buyers." Visit his website at www.RobertsonTrainingGroup.com and receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his 59-Second Tip, a free weekly e-zine.

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news

Nextgov

How to Nail the Q&A Portion of Your Presentation
Nextgov
One of the most challenging parts of a business presentation is managing questions. It is a challenge because questions are hard to control. If your CEO asks you about sales in Brazil, even if your presentation is about something else entirely, you can ...


Maui Now

Free Presentation on Maui Sunflower Farming, Oct. 3
Maui Now
A free public presentation entitled, “Sunflower Farming: A Sustainable Model for Maui's Former Sugar Cane Lands That Benefits Local Coral Reefs,” will be held on Wednesday, Oct. 3, 2018 from 5:30 to 7:30 p.m. at the Pacific Whale Foundation's ...


AberdeenNews.com

Presentation volleyball wins five-set thriller with Waldorf
AberdeenNews.com
Presentation College volleyball won a grueling five-set thriller over visiting Waldorf University Friday at the Strode Center, defeating the Warriors 25-22, 25-23, 23-25, 15-25, 15-13. Thank you for Reading! Please log in, or sign up for a new account ...


KNWA

Local Church Hosts Presentation on Truth About Human Trafficking
KNWA
FAYETTEVILLE, Ark. (KNWA) - The Rolling Hills Baptist Church is inviting the public to be a part of a presentation on Wednesday to learn more about the realities of Human Trafficking in Arkansas. The presentation will be in conjunction with the art ...


WTHITV.com

Hot Pursuit check presentation
WTHITV.com
[c4]hot pursuit check presentation-sot fs ..."unfortunately the terre haute police department has lost four k9's this year. and so we have replaced 3. we're waiting on one more. they help search for children that are lost. they seize drugs and money ...

and more »

KCBY.com 11

Coquille Watershed Presentation to be held Sept. 26
Coos Bay World
NORTH BEND — The Coquille Watershed will hold a special presentation focusing on Climate Change Issues at 2 p.m. Wednesday, Sept. 26. Melaney Dunne, Executive Director of the Coquille Watershed Association, will speak at the North Bend Public ...
North Bend Public Library to host presentation on Coquille WatershedKCBY.com 11

all 3 news articles »

Lima Ohio

'Unexpected Decisions' presentation at Mennonite Home Communities
Lima Ohio
BLUFFTON — Mennonite Home Communities will offer a free presentation on “Unexpected Decisions” from 12 to 1 p.m. Wednesday at Mennonite Memorial Home, 410 Elm St., Bluffton. The presentation is approved for one contact hour for social workers and ...

and more »

EID meeting to feature presentation on fire prevention grants awarded to agency
Mountain Democrat
A presentation on wildfire fuel reduction efforts to protect district assets including a recently awarded CalFire California Climate Investments Fire Prevention Grants is scheduled for Monday's meeting of the El Dorado Irrigation District board. The ...


MediaPost Communications

Amazon Offers Alexa Presentation Language To Customize Devices
MediaPost Communications
With the new Alexa Presentation Language -- or APL -- developers can now customize graphics, images, slideshows and video for Amazon's growing array of voice-activated gadgets. As early as next month, Amazon's Echo Show, Echo Spot, Fire TV and ...
Amazon gives Echo line a revamp as company rolls out new 70 new products for AlexaUSA TODAY
Echo Auto - The first Echo for your car - Amazon.comAmazon.com
From a microwave to a clock, Amazon is taking Alexa beyond speakersUSA TODAY
Cheddar
all 636 news articles »

The Delaware County Daily Times

Former supermodel shares 'From Hometown to Hollywood' presentation at area retirement communities
The Delaware County Daily Times
SPRINGFIELD — When the classmates of the Springfield High School Class of 1959 gathered for their 59th reunion last month at the Springfield Country Club, one member had a lifetime of unique anecdotes of the rich and famous to share. Carole Wagner ...

Google News

Quick and Easy Rehearsal Tips

Never rehearse at the last minute. This creates undue tension... Read More

Seven Tips for Coping with Pre-Stage Jitters

Whether you need to address large groups or small, familiar... Read More

Watch Out For Power Thieves

"I'm not an expert on this topic, but . .... Read More

Plasma Screen Hire ? What Do You Need to Know for Presentations

How many people will need to see the screen? A... Read More

Present for Success: Simple Strategies to Add Confidence and Credibility to Your Next Presentation

Tomorrow's the day and you're dreading it. You're scheduled to... Read More

How To Run Your Greatest Conference Ever

Like most good achievements, a magnificent meeting depends on planning... Read More

Wow! Is That ME? - Creating a Powerful One-Page Bio

First of all, what is a bio sheet and why... Read More

Top 6 Reasons Why You Need a Remote for PowerPoint Presentations

A top complaint from audience members is that many presenters... Read More

How You Can Save On Conference Calling

In recent years, companies have recognized the need to expand... Read More

How Storytelling Can Grow Your Business

People love stories. We love to hear about other people,... Read More

Powerful Presentations: How to Write and Deliver a Presentation to Remember

If the mere thought of standing up in front of... Read More

Choosing a Company Shirt vendor

Where can you choose a company shirt vendor? There are... Read More

Death by PowerPoint!

The most critical job of a manager, when you boil... Read More

Winning The Big Pitch - The 7 Deadly Sins Of Business Presentations And How To Avoid Them!

Are poor presentations costing you business?The ability to deliver a... Read More

Using Your Audience to Your Advantage

Regardless of what response technique may be convenient in a... Read More

Practice Makes Perfect ? 7 Tips for Making the Most of Your Presentation Practice

Believe it or not, preparation is a better determinant of... Read More

Keeping Meetings Productive

KEEPING MEETINGS PRODUCTIVE: Whether participants approve or disapprove of an... Read More

Group Meetings: Being Prepared Makes a Difference

MANAGING MEETINGS--BEING PREPARED MAKES A DIFFERENCE: You can schedule all... Read More

Develop The Winners Edge Through Conversational Hypnosis

Communication is vital for survival in an age of information... Read More

Speech in Business

The social skills of a small businessperson, franchisee, independent contractor... Read More

Communication Barriers and Simplifying the Communication Process

The communication process can be much more difficult than a... Read More

How to Give a Great Speech

As a former owner of a National Speakers Bureau, I... Read More

Story Telling As a Business Tool

Long long ago, it was the time when time itself... Read More

The Relationship between Information Sender and Receiver: The Art of Communication

For communication to take place, a message must be transmitted... Read More

Dump that Overhead Projector!

What is it about overhead projectors that causes us to... Read More