By Jeff Beals
Keep these 13 things in mind as you prepare for your next sales presentation:
- A sales presentation is your formal chance to present how your company’s attributes are beneﬁcial to the prospect. It’s a chance to show how you provide value and how you would solve a prospect’s unique problems.
- Before a sales meeting, do your background detective work and establish initial relationships via telephone.
- Don’t just focus on features and beneﬁts . Think about building a trusting relationship with the prospect.
- A presentation isn’t all talk. Make sure to listen as well.
- Structure your sales presentation logically and persuasively, taking advantage of human nature.
- When you coach and facilitate your prospects, the hard sell is not necessary.
- Determine what part of your sales presentation is boilerplate and which part is to be customized. Focus your preparation on the customized part.
- Cast a vision of how great life will be with your product or service by using a little showmanship during the sales presentation.
- Highlighting value-added beneﬁts can be just enough to push the deal over the top.
- Over-reliance on audio/visual aids is one of the biggest mistakes you could make.
- Tell the truth, communicate earnestly and be yourself but be the most appealing version of yourself.
- Two presenters are usually better than one, but three presenters can feel like a crowd.
- Doing something a little special and out of the ordinary makes prospects feel as if you truly value them and their business.
Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at firstname.lastname@example.org or call us at (402) 637-9300.
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