Getting to "Yes!" with Winning Sales Presentations | Presentation Skills

SalesVantage.com >> Article Archives >> Presentation Skills >> Getting to "Yes!" with Winning Sales Presentations

Print This Article

Email This Article

Presentation Skills

Getting to "Yes!" with Winning Sales Presentations

By Jim Kasper, President & CEO, Interactive Resource Group

More than magic, it's a process! And like all processes, in order to reach your sales goals successfully, there are "Do's" and "Don'ts"

We asked a successful sales veteran we know why his sales presentations seemed to close deals when the ones his peers made didn't. We wondered - what was his "magic?" "No magic," he said, "You just need to keep fiddlin' with it until you get it right."

This has probably happened to you: You completed - or what you thought - was your best sales presentation - only to get a "yawn" or a "no thanks" response from the prospect.

What is it that the best salespeople do - or don't do - that outperforms the rest of us?

More than "magic," it's a process! And like all processes, in order to reach your sales goals successfully, there are "Do's" and "Don'ts" which when followed consistently, will keep your sales presentations on track:

Do...

...always have a clear presentation objective. Is it to inform? To identify solutions? To get consensus or to close? You need a clear objective before building your presentation.

...have a presentation agenda. Once you've established your presentation objective, the agenda will be your "roadmap" of points you'll cover to achieve that objective.

...engage your prospect before, during and after your presentation. Engage before by sharing your agenda and asking, "What do you see that will make this presentation a success?" Engage during by giving them a role in the presentation such as "Ms. Prospect, tell us how the current system negatively impacts your deadlines." Engage after by soliciting feedback: "How did I do?" or, "Do you think everyone's on board?"

...blow your horn! Demonstrate your competencies by the use of quotes from satisfied customers or use bullet points of successful implementations of your solution.

...perform "dry runs" of your presentation in front of your peers or manager for feedback. If your presentation will be delivered in person, get feedback on your use of movement, eye contact, tone of voice, timing and body language.

...verify your prospect's understanding of your presentation's points by asking at key intervals, "Did I explain that thoroughly?" or "Any questions before I move on?"

...thank your prospect for their time and participation in the presentation and clearly state "what's next:" another presentation, a follow-up meeting, implementation, etc.

Don't...

...waste leads by merely reciting boilerplate or heavily scripted 'pitches.' Instead, tailor your presentation to include content about your solution applicable to the prospect's need which will tell your prospect you're serious about wanting their business.

...waste time by making your presentations to unqualified leads or those who're not decision makers or influencers. You can burn up a lot of valuable selling time by presenting to "wanna-bes" who think they're part of the decision process but are not.

...be afraid to stray from your presentation agenda – when it's going in your favor. You can score points by allowing a decision maker to talk about something of importance. If timing gets tight, you can always adjust your pace later to make up for it.

...pass out 'hand-outs' or copies of your presentation until you've finished. They will be a distraction from the points you're trying to get across.

Remember – sales presentations are your "license to sell." By following these "do's" and "don't" and taking the advice about "fiddlin with it" your sales presentations will get you more closed business!

Jim Kasper is the Founder and President of Interactive Resource Group. Mr. Kasper has over 26 years of practical experience in direct sales, sales management, sales training, and marketing. Contact him at www.salestrainers.com or call 800-891-7355

More articles by Jim Kasper
More articles on Presentation Skills

Sales & Marketing Articles 4U

Featured Advertisers