Tag Archives: sales presentation

The Secrets of a Successful Sales Presentation

A sales presentation is your pitch.

More specifically, the presentation is your formal chance to present how your company’s offerings are beneficial to the prospect. It’s a chance to show how you provide value and how you can solve a prospect’s unique problems.

Sales presentations tend to occur after earlier preparatory sales work has been completed.

Before meeting in person, you probably found the prospective client thanks to your prospecting efforts that caught their attention because of some compelling value you presented.  You have most likely had at least one phone call where you were able to ask probing questions.

During those pre-meeting phone conversations, you should have asked the prospect numerous questions to find their pain points and determine what they truly value.

Although the presentation is your chance to highlight yourself and your company, there is still plenty of opportunity to listen. That’s important, because you can never know enough about a prospect and listening strengthens relationships.

Here are 9 pieces of advice to help you make sales presentations more successful for you:

1. 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.  Just make sure the presentation is tailored to how your offering exactly satisfies what matters to that client.  In other words, limit the talk about how long you’ve been in business, how many clients you serve, the combined years of service your staff has, etc.

2. Don’t just focus on presenting. Think about building a trusting relationship with the prospect.  You can build trust by establishing rapport, communicating thoroughly, being appropriately self-deprecating and listening earnestly when the prospect talks.  A presentation isn’t all talk. Make sure to listen as well.

3. Structure your sales presentation both rationally and persuasively, taking advantage of human nature.  Don’t forget the emotion.  Salespeople love to present logical arguments as to why a prospect should buy, but prospects purchase based on emotion.  Yes, that’s true even in complex B2B transactions.

4. 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.

5.  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.

6. Over-reliance on audio/visual aids or props is a mistake but not using them all can make you come across as unprepared, unprofessional or unsophisticated.

7.  Tell the truth, communicate earnestly and be yourself (but be the most appealing version of yourself).

8. Two presenters are usually better than one, but three presenters can feel like a crowd.  The larger the number of prospects in the meeting, the more representatives you can have from your company.

9. Doing something a little special and out of the ordinary makes prospects feel as if you truly value them and their business.  If there is a pleasant surprise during the sales presentation, it can help you chances, just as long as the surprise isn’t cheesy or over the top.

Jeff Beals helps you find better prospects, close more deals and capture greater market share. He is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant.  He delivers compelling speeches and sales-training workshops worldwide.  He has spoken in 5 countries and 41 states.  A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.

How to Make Your Sales Pitches More Persuasive

By Jeff Beals

We all know that certain kind of person who is so persuasive, he could “sell sawdust to a lumber mill” or “charm wallpaper off a wall.”

Some people are so persuasive they can seemingly talk anybody into anything.  How do they do that?  It helps to possess charisma, but persuasive people tend to employ certain techniques, things we can all use to make our personal and professional lives more successful.

In the 1930s, Professor Alan Monroe of Purdue University married the art of presentation with the psychology of persuasion.

The result of his scholarly work became known as Monroe’s Motivated Sequence, a concept that is still pertinent for today’s professionals. The concept was originally intended to help orators structure persuasive speeches, but it’s equally applicable for a variety of other purposes – making a sales presentation, pitching a proposal or trying to talk your boss into making a certain decision.

Whether you’re addressing a large group or a pitching a single decision maker, keep Monroe in mind as you plot your sales presentations. Monroe’s Motivated Sequence advises presenters to build their case using five distinct steps completed in exact order.

First comes the attention-getter in which you introduce a problem by jolting the audience with something bold and unexpected—a story, quote, disturbing statistic or a big “bet-you-didn’t-know” statement.

Step two is need. This is where you prove the problem is significant and worthy of the listener’s attention. You also want to cast the need as something that won’t be solved without the right approach by the right person or organization.

Monroe’s third step is known as satisfaction. Here you prove that you have the solution to the previously mentioned problem.

In step four, visualization, you paint a picture of how wonderful life will look in the future if they accept and implement your solution. You also portray how terrible things will be if they ignore your recommendations.

Finally, in step five, you tell the audience what action they should take. This is the big finish, where you powerfully and motivationally tell them to go do it!

Think about the presentations, pitches and proposals you make.  Ask yourself how they fit into Monroe’s outline. Are you skipping a step or two?  Many salespersons start with step three, the solution, without making the case strongly enough that a solution is necessary in the first place. Structure your persuasive pitch in such a way that makes the targeted listener more acquiescent to what you are pitching. Make them yearn for your solution intensely before you tell them about it.

Your pitches and sales presentations must follow a logical format that feels right to the listener and syncs with their sense of order. The approach needs to build a persuasive case efficiently and effectively. Persuasive presentations must conform to human nature, which has remained static for ages. If you use human nature in your favor, the presentation is more likely to be successful. If you fight human nature, you’re engaging in futility.

As the late Zig Ziglar once said, “People do things for their reasons, not yours.” Focus on what the listener values during the presentation and take time to draw them in by asking clarifying questions and tying things back to what they told you during earlier communications.

In the end, being persuasive really isn’t a matter of “selling ice to an Eskimo” or “talking a bird out of a tree,” rather it’s about finding what people value and then using the right techniques to convince them that you’re capable of delivering that value.

By the way, as I was looking up colloquialisms about persuasiveness for this article, my favorite was, “He could talk a dog off a meat wagon.”  Now, that’s persuasive.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events this year. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team