10 Profitable Tips for Creating Better Sales Presentations

No matter what your business is, you will enhance your level of success by developing a well-organized sales presentation. A good sales presentation involves two primary elements:

(1) The pre-planned sales talk.

(2) A carefully conceived and organized visual presentation that documents, confirms, supports, and strengthens the oral.

Your visual aid can take a variety of forms. It may be a multi-page flip-over type with elaborate charts and graphs, extensive artwork, color photos, and other attention getting devices. It may be a computer driven multi-media event or a simple on-line presentation from a laptop. Or, it can be a basic set of 8 1/2 X 11 loose-leaf pages that can be arranged to fit diverse selling situations.

Presentations, whether professionally designed or home made, are a vital component of your selling process. Why? Confucius put it this way: "In all things, success depends upon previous preparation, and without such preparation there is sure to be failure." First prepare. Then sell.

Here are ten tips for selling better with prepared presentations.

1. Plan Ahead. Advance preparation is nine-tenths of the sale. Be sure you are organized and equipped to talk, show, and sell. Know all you can about your prospect before you make the presentation. Tailor your products/services benefits to solve your prospects' problems and fill their needs and desires.

2. Make A Great First Impression. A clean uncluttered sales presentation, like an artist's creation, is a mirror-image of your character, personality, and attitude.

3. Be Clear. Be Logical. Be Brief. Don't be brief at the expense of being misunderstood. Clarity starts with you. Clear answers to your prospects overriding question... What can you do for me?...will lead to understanding and sales.

4. Maintain Control. Never sit between two buyers. Don't let the prospect read ahead or thumb through your visual aids until you're ready for him to. Ask the prospect to instruct his secretary to hold all calls during your presentation. (It takes guts to sell.)

5. Seek Change of Pace. Put bounce in your voice. Change pace, tempo, and volume. Ask lots of questions. Get verbal confirmation of agreement at each stage of the presentation.

6. Prepare For Interruptions. Don't be flustered or thrown off balance. Expect interruptions and use them to summarize key sales points.

7. Involve The Prospect. Give the prospect something to feel, handle, manipulate, examine. Let the prospect mentally take possession of your product or service.

8. Gauge Your Progress. Progress should be measured in terms of understanding. No understanding...no sale. The more the prospect agrees with you, the more progress you are making.

9. Give A Complete Sales Talk Every Time. Your presentation must perform four important functions:

(A) Win the prospects attention,

(B) hold his interest,

(C) persuade and convince him of the rightness of your proposition,

(D) prove that a buying decision is a logical step for him to take.

10. Seek A Buying Action...Expect To Close. A good presentation naturally leads to a buying decision. Make it easy for the customer to buy. If your prospect was properly qualified and your sales presentation on target, you will find the selling process goes quickly and easily.

© Copyright 2005 Thom Reece All Rights Reserved

Thom Reece is CEO of Online Marketing Resource Center [http://www.E-ComProfits.com] and publisher of "Thom Reece's Web Marketing Strategies & Techniques Newsletter". You may subscribe free at: http://www.WMSTDirect.com, mailto:[email protected]

In The News:

Holocaust Survivor Linda Schwab Presentation  Middletown Press and Journal
Bonners Ferry Herald  Bonners Ferry Herald
Innovative Product Presentations During COVID  Advertising Specialty Institute
Timber FAQs and Presentation  Florida Disaster

35 Surefire Ways to Kill a Meeting

1. Play "find the meeting" by changing the location and... Read More

Clear Communication: The Benefits and How to Achieve Them

Communication is a complex and often difficult process for both... Read More

Audience-Friendly Presentation Style Habits in Three Easy Steps

You have presentation style habits that automatically appear when you... Read More

Presentation Pitfalls Series: Top 10 Content Mangement Mistakes

Here, David Letterman style, are what I consider to be... Read More

27 Tips For An Effective Presentation

So you're not a professional speaker. That's no excuse for... Read More

Close Deals in Record Time!

Remember back when the ability to create a slide show... Read More

The Secret Language of Money

At a number of business seminars and presentations, I passed... Read More

Present Statistics In Context

"I didn't have 3000 pairs of shoes. I had only... Read More

Public Speaking Training Tips For Better Business Presentations To Culturally Diverse Audiences

Audiences around the world are all different. Cultural, social and... Read More

The Ten Essential Tips On Writing A Powerful And Persuasive Presentation

Have you ever had to give a speech?Do you remember... Read More

Too Many Choices - Dont Confuse Your Customers

Conventional wisdom is that the more choices customers have, the... Read More

Communication Barriers and Simplifying the Communication Process

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

Grand Opening: The Key To Great Presentations

Whether you are speaking in front of a civic group... 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

Tough Talk: Bad News Delivered the Right Way

Communicating Bad News The Right WayIt's the rare executive who... Read More

Beetle Bailey and Presentation Skills

In March 2002, the comic strip Beetle Bailey contained a... Read More

Top Ten Rules for Effective Presentations

I am of the belief that the majority of people... Read More

Dump that Overhead Projector!

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

How to Give a Great Speech

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

How to Attract New Business Like George W. Bush Wins Elections

THE LITTLE-KNOWN SPEECHWRITING SECRETS THAT WON GEORGE W. BUSH THE... Read More

5 Breakthrough Marketing Ideas

Do you ever get frustrated with your marketing? Are you... Read More

Planning a Group Meeting

CHARACTERISTICS OF AN EFFECTIVE FACILITATOR: As chairperson, focus on the... Read More

Coaching Tips for Powerful Presentations

Tip #1 The purpose of your speech is to get... Read More

Leaves Your Audience Hungry For More! -- Presentations That Get Results

Regardless, if your goal is to make a sale or... Read More

Presentation Paranoia

"The human brain starts working the moment you are born... Read More