Presentation Tips: The Perfect Sales Presentation Series

I heard this comments from one of the industry's top salespersons: "a lot of people confuse about why your clients buy your products. Majority of the time, the reason why your clients buy your products is not because of your product features. It is because of you!" I found this very true. A lot of times you are facing prospects who have never tried your products before.

In this article, I will dicuss about how you can showcase credibility even though you and your firm are new to the industry.

"Please do your preparation next time before attending the meeting". Have you ever heard this line before in a sales presentation? I had the valuable experience to hear this line when I first started my career in sales. I also had the mistake of proposing wrong solutions to clients because I misunderstood the number of employees in the company.

How could the millionaire salespersons make you feel this way? Why are the millionaire salespersons so motivated? If we dig down to the very basic, it is their mindsets that drive their behaviors. Salespersons that have the right mindset are confident. They are passionate about what they are doing. And, they are always able to excel and achieve challenging sales targets.

I had the opportunity to read a bestseller called Be a Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets written by Brian Tracy. I found some of the suggested exercises to increase a salesperson’s self-image very useful. I think we should all do them everyday so that we can all look confident and professional in sales presentations.

Why should your customer buy from you? As a sales professional, we should be able to accurately spot the stuffs that are bothering our customers. What are our customers’ problems? What could be done to make our customer’s life easier? It is always the best if we could help our customers solve problems related to money and time because these benefits are tangible and quantifiable.

There is a minor difference between a millionaire salesman and a poor salesman. It is their positioning. A Millionaire salesman does not try to appear as a salesman in front of customers. They usually appear as problem-solvers, helpers, consultants, friends and industry experts.

It is very important to deal with questions related to your competitors carefully. This article has outlined the secrets for you to maximize your ability to close your deal in a sales presentation.

After letting your customers to understand their own pain (problems in their daily life or job), you need to provide them with a solution. The best way to let your customers understand the benefits, features and everything else of what you are selling is to do a product demo.

At the end of your sales presentation, you should include a slide that could help you close your deal. I personally believe that this is the most important part of your presentation. No matter how good you present and build up a relationship, you won’t be able to earn any money without closing the deal.

I have read many books about sales techniques. I personally found Brian Tracy’s series of sales book the most useful. In the book Be a Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets written by Brian Tracy, it had a good discussion about Invitation Closing. I will hereby share with you my personal summary of that section in this article.

Assumption closing is a powerful and commonly used closing technique. This technique helps you get your prospective customers at the stage where they are hard to reject your deal.

Authorization closing is a polite yet effective on-the-spot closing technique to close a deal.

For products and services that have low variable cost (e.g., online services, email marketing engine), the psychological closing and trial offer methodology works the best to help close the deal. This methodology also works well for products or services that are new to the market and requires customers to change their existing behaviours.

Negotiation skill is very essential for sales professional. Extra discounts often eat up sales professionals’ commissions. This article outlines a list of things we shall do during the price negotiation stage of a sales presentation.

There are situations where you need to strategically ignore your prospective customers’ questions and shift them back to the closing. If you are in the sales profession, you probably understand what I am talking about. Sometimes your prospective customers are not making any sense, asking questions that could not be answered, and requesting services that are impossible. This article outlines a list of guidelines to follow if you need to strategically ignore your prospective customers’ questions and switch topic.

As millionaire sales professional, we should investigate and analyze the situation together with our prospective customers. One simple yet effective thing to do is a cost and benefit analysis. Start asking for the driving forces to buy and not buy your products and services.

What kind of words shall we say to encourage our customers to sign a deal? Here are the secrets.