What are your thoughts on salespeople? Do you automatically assume they’re only out to get your money? That they’re trying to sell you something you have no use for? For the most part, your assumption is probably correct. The sad truth is there are far more sleazy salespeople out there than honorable ones. Unfortunately, people usually just lump all salespeople together. This means you, as an honest salesperson, will need to work harder to get that sale. In this article, I’ll be sharing several tips on how to make a great sales presentation, so make sure you read until the end!
Tip #1: Stop talking about yourself
There’s a common perception that most salespeople are extroverts. After all, they are outgoing and naturally bubbly. They thrive in social situations and often have no trouble connecting and engaging with people they’ve just met. Building rapport and gaining people’s trust comes naturally to them.
Now, these are all great characteristics of an excellent salesperson. However, the problem usually lies in the fact that most extrovert salespeople get carried away. They tend to talk about themselves or their products for far too long during the sales process.
Extroverts should take a page out of introverts during a sales presentation. Introverts may not fit into the mold of how society views a traditional salesperson. But they do know a thing or two about closing high-value sales. How? Well, introverts tend to talk less about themselves and actually listen to what their prospects are saying. They are then able to adapt and adjust their sales pitch based on the prospect’s situation.
So, yes, this is tip #1 for all of you salespeople out there. Don’t just talk and talk. Instead, have a conversation with your prospect. You’ll not only close the deal, but you’ll also gain their respect.
Tip #2: Focus on the customer’s needs
As I’ve mentioned in the first tip, active listening is important. Making a sales pitch when you know the customer isn’t going to actually benefit from the product is ethically questionable.
Don’t try to sell to unqualified prospects. This is why having a conversation with your prospect is so important. Don’t be afraid to probe, but do it respectfully. Doing so will help determine if your product or service is going to be a good fit for them. Don’t be in it for the money alone. Sure, commissions are great, but will your customers be happy with the product or your service?
Always put your customer’s needs above your own. I know this is easier said than done, but then again, this is what separates a professional salesperson from the usual used car salesman.
A used car salesman only cares about the money, they don’t care about the customer. They’ll say all the right words and try to trick the prospect into giving up their money for something they don’t really need. So, to sum up this point, focusing on your customer’s needs will help ensure your sales presentation is going to go along smoothly.
Tip #3: Share your reason “why”
One of the best ways to make a connection with your audience is by sharing your reason “why.” Obviously, you don’t need to share your life history (again, don’t talk too much about yourself). But a quick background on why you’re doing what you’re doing (i.e. selling to your prospects) will help people decide if they can trust you or not. A couple of minutes should be enough to say something personal, perhaps a tidbit that will help people relate to you.
For instance, if you’re selling some medical equipment, you can share a story about how you got into the field. You can say something like you know someone who would still be alive today if only they had access to the medical equipment you’re selling now.
Whatever your “why” is, make it hit close to home. If possible, do some research on your audience demographic. Find out what their pain points are and then try to relate your “why” to their needs. Crafting your sales narrative to something your audience can personally understand will help you make more sales in the long run.
Tip #4: Believe in your product
The fourth tip for making a great sales presentation is to believe in the product you’re selling. As a salesperson, it’s your job to convince yourself first that your product actually does what it’s supposed to do.
In this regard, you should make it a point to use the product yourself. This way, you can truthfully answer people’s questions about it. You can cite practical examples, and show your prospects your own results.
As I mentioned earlier in this article, don’t just do a presentation. Instead, have a conversation with your prospects. When you do this, you’re transforming yourself from sales agent to customer. You’ve crossed the wall and are now on their side.
Trust me when I say salespeople who believe in their products will have far more success than those who don’t. When you believe, you’re able to channel your passion into your presentation. You may even gush about it!
And the thing is, your passion can be contagious. People will see right away that you genuinely believe in what you’re selling and that will help you gain their trust. Remember, we are more likely to buy from people we like, trust and respect.
Tip #5: Be authentic and genuine
People have become wary of salespeople. In the past, sales was a respected and noble profession, but now people hesitate because there’s a stigma associated with being in sales.
Salespeople are crucial to a company’s success. But with such a negative stereotype floating around, how do you overcome that? How can you close those all-important deals after your presentation?
Well, the answer is by being authentic and genuine. People can spot fraudsters from a mile away. They’re usually the flashy and fast-talking type of salespeople. Now, there’s nothing wrong with being flashy and fast-talking per se, however, this stereotype is hard to ignore.
So, you stand above that by showing your audience you truly care about them. It’s easy to say you care about your prospect’s needs. But then your actions betray you. The best way to go about this is to not push for the sale if you know your offer is not going to benefit your prospect in any way, shape or form.
When people sense that you’re being true to your word, they’ll let their friends know about your honesty and your integrity. You may lose the sale in the short-run, but word of mouth travels fast. The prospect you didn’t force to buy from you today may generate a ton of referrals tomorrow!
Tip #6: Work on your body language
Non-verbal communication in sales presentations is just as important as the verbal kind. Normally, when we practice our presentations, we only work on the verbal part, without paying any attention to our gestures and overall body language.
Your body language says a lot about you and your belief in the product you’re selling. For example, if you refuse to make eye contact because you’re naturally shy, your prospects may interpret that as being dodgy. People can see through you, after all, the eyes are supposedly the windows to the soul. So, don’t be afraid to look at your audience and show them that it’s not going to be a mistake if they trust you.
Your body posture is also something you need to consider when presenting. No matter how many times you assure your prospects that you fully believe in your product, if your body language says otherwise, well, they’ll most likely reject your offer.
Your prospects will gauge your body language to determine if you’re someone they can trust. Now, it’s okay to be nervous, of course. Even the most seasoned presenters get nervous from time to time. However, don’t let your body language say that you’d rather be anywhere else than there. It’s not going to bode well for your prospects. After all, they’ve chosen to spend time listening to your pitch. Respect them by showing you want to be there as well.
Tip #7: Organize your presentation’s structure
Don’t go into your presentation blindly, that is, don’t just turn up to your meeting without doing your homework first. If your company has provided you with the materials for the presentation, take the time to arrange and organize your presentation into something easy enough to follow and understand.
For instance, you want to start with a good introduction first. You can start by saying a relevant quote, statistic, or a joke. Generally, a good introduction will hook your audience and give them the incentive to continue listening.
Then, when you get to the main sales pitch, don’t just go off listing the specifications and technical details. A bit of that may be okay, but focus on the benefits first. Discuss the most important benefit first, and go down the list.
Depending on how good you are at capturing their attention, your prospects will be more likely to remember the first few benefits. The longer your presentation goes on, the higher the chance their minds are going to wander. Especially if they’re not really interested in what you have to say.
Then end your sales presentation with a call to action. Oftentimes, presenters forget to add a call to action. But in sales presentations, this is crucial. After all, it’s all about closing the sale. So, your call to action could be something like asking them to try out your product free for 30 days or maybe visit your website for more information. Experiment with different calls to action and see which ones lead to more deals closed!
Tip #8: Use the power of testimonials
Testimonials – both the positive and negative kind – can lead to a great sales presentation. Positive testimonials are great because, well, they’re positive. And they affirm what you say about your product’s benefits and its effectiveness.
Testimonials are highly effective because (1) it shows your prospects that real people are actually using your product. And (2) they’re satisfied with the product enough to leave a glowing review.
Negative testimonials can be a powerful weapon too, so don’t be afraid to share them with your prospects. Show them how you were able to address the concern. Then, reassure them that moving forward, it’s not going to be an issue for them. A professional approach to problem solving and customer service can work wonders for your business.
Unfortunately, faking a testimonial is so easy nowadays. Anyone can write positive reviews. So, as much as possible, include your customers’ name and organization in the testimonial. This way, your prospects can check if the testimonial is indeed authentic.
Tip #9: Dress to impress
Showing up to a presentation in 2-day old clothes is never a good idea. So is smelling like you haven’t been near a shower in a week! That said, if you want to make a good impression on your prospects, you better show up in the right attire. And by right, I mean wear something that will make your prospects feel at ease with you.
For example, if you’re dressed to the nines and your prospects are mostly wearing casual street clothes, they may feel intimidated. Likewise, if you’re wearing casual clothes in front of business executives, then you’d be underdressed.
Whatever the dress code may be for your sales presentation, you should always strive to make sure you look clean. Bring a change of clothes, if possible. So, if any accidents happen, you’ll have something clean to wear.
Also, if you’re going on one-on-one meetings or perhaps presenting in front of a small group, then make sure you not only look clean, but smell good, too. Body odor, cigarettes, alcohol, and even heavy perfume can be very distracting and can quickly turn off your prospects.
Tip #10: Know when to use pressure
High-pressure sales are commonly used by sleazy salespeople. They’ll pressure people into taking their wallets out right there and then, or else they’re going to lose the opportunity forever! Sound familiar? You’ve probably been duped into buying prematurely simply because you didn’t want to miss out on the offer.
These sales tactics do work, but then buyer’s remorse come in and people start complaining, and then customer service has to deal with all that. People will say the salesperson talked them into it. But then a day later they’ll realize they really didn’t need the product at all. Or perhaps, the product isn’t working as advertised. Another scenario could be they were falsely led into believing they needed the product when in fact it’s detrimental to their health.
If you’ve been on the receiving end of such a sales tactic, and you hated the experience, then it’s time to step up and be different. One of the ways you can do this is by knowing when to use pressure. Falsely claiming that the product will only be available for 24 hours is fraud. But if it’s the truth, then you can tell your prospects so. Creating a sense of urgency is a good sales tactic, but only if the claims are true. If not, then you’re no different from all the other bad salespeople.
Taking advantage of customers is bad practice. High-pressure sales tactics only lead to more people hating the sales industry as a whole. So, know when to use pressure and when to back off. At the end of the day, a good salesman will always put integrity over a few dollars in his wallet.
Tip #11: Demonstrate your product or service
One of the best methods you can use for a great sales presentation is to demonstrate your product or service to your prospects. Showing them how your product works instead of just telling them about it makes for an exciting sales process. Your prospects can see for themselves if what you’re talking about is actually true. If possible, let them experience the product themselves.
Engage the 5 senses for best results, though of course, this will depend on the nature of your product. For instance, if you’re selling something edible, then you can let them see the product, smell it, taste it, and feel it. If you’re selling an app, then show them how it works. Let them download it on their laptops or their phones and let them follow your demo on their devices.
A practical demonstration also gives your audience the opportunity to determine if the product is right for them. If they’re looking for features that your product doesn’t have, then perhaps you can suggest that to your product developers. For best results, the demo should answer the most common questions about your product. So, prepare a list in advance and answer the questions in your demo.
Now, this tip isn’t available for all types of sales presentations. For example, if you create custom or bespoke products, then it may not be a good idea to give out a free sample, especially if it costs you a considerable amount of time or money. You can give them links to similar projects you’ve done in the past. Or, if you’ve received any positive feedback or testimonials from past customers, you can use that as well.
Tip #12: Use a PowerPoint template or use a professional presentation service
Instead of spending hours building and designing your presentation slides, you should use PowerPoint templates instead. There are plenty of places online where you can buy premium templates. They can cost anywhere from $50 to a few hundred for custom templates.
But if you want to save some money, you should head on over to our Template Hub. All the PowerPoint and Google Slides templates we upload to the Hub are 100% free. So, you not only save time, but you also get to save money!
Here’s a sample sales/corporate PPT template you may want to check out:
Alternatively, if you’ve the cash to spare and you don’t want to bother editing templates, then using a professional presentation design company may be more suitable for you. We have a team of in-house presentation designers who will help you fix, redesign or redraw your old presentations. And we’re not even expensive – you can get your slides fixed up from only $7 per slide!
Whether you use a template or outsource to a professional designer, you’re bound to save a lot of time. You can then use your freed-up time to work on more important matters. Like, researching and reaching out to potential clients, and practicing your sales presentation.
Are you looking forward to your next great sales presentation?
A great sales presentation involves solving your prospect’s pain points. Oftentimes, they don’t realize they’re facing such a problem and thus, fail to recognize they need the right solution. That’s your job as the salesperson. Help your prospects solve their pain points and they’ll help you become a successful salesperson. As the sales guru, Zig Ziglar, once said, “you can get everything you want in life if you just help enough people get what they want.”