The follow article is in response to the question, “How does someone deliver a successful sales presentation?” that I posed Kelly Vandever. Kelly is a speaker and sales presentation training coach that helps leaders improve their business results by enhancing their speaking and sales presentation skills.
There are 3 keys to delivering a successful sales presentation:
1. Be sincere
Better than great delivery, better than perfectly constructed content is genuine sincerity. Care about your prospect. Care about your business. Let that care be reflected in your sales presentation.
2. Admit what you don’t know
As an extension of being sincere, if you don’t know the answer to a prospect’s question, admit you don’t know and let your prospect know you’ll research an answer and get back to them. Don’t make something up. It’s OK if you don’t have all the answers. Honesty and integrity trump both a know-it-all or a mistake you have to take back later.
3. Make a good fit
The purpose of a sales presentation should not be to close the sale at any cost. Chances are, you won’t close the sale solely as a result of your sales presentation. A sales presentation will give you an opportunity to ensure you understand why the prospect cares. A sales presentation gives you a chance to validate why you’re the right company to help. A sales presentation is a great way to open a dialog and see if your two companies would be a good fit to working together. If both parties don’t walk away feeling good about the meeting, then maybe it’s time to examine whether or not you are the right fit for the prospects needs. It may be an expensive lesson to learn. But better to explore a fit and find it not there early, then to pursue a prospect who is never going to buy.
Closing Thoughts About Giving Sales Presentations?
The sales presentation can be a great way to connect with a prospect. A sales presentation gives us a chance to effectively demonstrate a product or provide information to one or many within the prospects organization. Used effectively, it can really make a different in growing your relationship with your prospect and moving them to being a client.
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Thanks for sharing this post. Very informative article. A person needs to have the right presentation skills for making effective presentation. Presentation should be interesting or else the audience is lost. You need lot of planning and practice. Mind maps are very popular and are effective in making good presentation. For more details refer http://www.bloggingwithchris.com/effective-presentations-presentation-skills/
I agree completely! We have all sat through church services, sales meetings etc and have been bored to tears. Likewise we have all sat through a comedy show, movie and laughed or cried. All of the stated are forms of selling and is an art form. Those who study the art of presentation will have a profitable and lasting career!
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Thank you for your comment! Look forward to hearing more from you