The standard of your sales presentation will determine the chances of success in just about any selling situation. There are few areas of sales training with additional misinformation than the business presentation. Forget about working on a slick presentation, exercising your pitch, learning long speeches filled up with all the technical details. Here are the five keys to great sales presentations. I realize that if you uses them, the interest shown from your prospects will go up drastically and so will your closes and sales. Remember that the important thing to closing is doing a presentation that brings about a customer. trust building sales presentations
Customized For Every Customer
To work, your presentation should be custom-made to your customer. Ignore about learning one message and using it all the time. How can you personalize it? By asking enough questions that you really know what this particular customer desires, needs and fears. Simply then are you ready to present, so ask questions first and sell later. This becomes advertising not telling and it works with today’s customers. People today will not likely pleasantly sit through a demonstration that doesn’t interest them. Dispose of your flip catalogs and charts and converse to the client about things that they told you they want to listen to.
Benefits Not Features
In the event that a child sees a great looking woman walking down the street, is he thinking, “I’ll gamble she has a great liver? ” Not going, because we all want the rewards not the features. The reason features are educated in sales training is that much sales training comes from or is paid for by manufacturers and creators. They are proud of these products and services they have created and can’t wait to see you all the details. Like livers, valves, size of steel, actuarial desks and more probably will not raise a customer to the boiling point. If a customer is enthusiastic about the technical, by all means, use it. However, realize that folks buy benefits not technical information. For example, most people want to know their new home will keep their family “warm on the coldest winter night” as opposed to the particular insulation is made of and how it is installed. Make sure whatever you say is about the benefits for the customer. Presentations that give attention to the company fail. Things such as “we are quantity 1 in the state”. “we invented it first”, “we’re a family company” and “our founder built this company from scratch” may well not be of interest to most customers.
When you present any benefit, always end with something, not a statement. Weak salespeople say, “This computer has dual processors and a ti bus board”. Stronger sales staff say, “this computer is the speediest open to get your work done faster minus crashes. Is that the sort of stability your company is looking for? very well In case you end every point with something, each and every time the customer says “yes”, you are closer to someone buy and you know you take the right track.
Know Your Product/Service
Even though I have explained that folks do not choose the technical, there is an important use for product knowledge. You need to know your product inside and out so you can customize a presentation to your customers. If you only understand the 8 main points about your product, you refuses to have much room for customization. If you know lots of exclusive features and benefits, you will be able to increase the buying temperature of many more prospects.
Retain Your Eye On The Sale
Understand that everything you say takes you better to the sale or farther away. Be careful what path you decide to go down in any presentation. What you may speak about that is not pointing out an advantage you know your customer is considering is taking you away from sale. Think before you speak and make certain every word is taking you closer to the sale by raising the customers’ interest.
Salespeople often concentrate on the close however that great delivering presentations associated with close easy. You may be an improved closer than you think. You may be able to raise your sales by increasing following these steps to better delivering presentations.