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What do you do if your sales presentations aren't persuading customers?

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You've spent hours preparing your sales presentation, crafting your pitch, and designing your slides. But when you deliver it to your prospects, you don't get the response you hoped for. They seem bored, confused, or unconvinced by your value proposition. What do you do if your sales presentations aren't persuading customers?

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1 Analyze your audience

Before you blame your presentation skills, make sure you understand who you're talking to. What are their pain points, goals, and motivations? How do they make decisions and what are their criteria? How familiar are they with your product or service and your industry? The more you know about your audience, the more you can tailor your presentation to their needs, interests, and expectations.

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Gregg Thompson

Copywriter, Account Manager, Sit Down Comedian, and just an all-around good guy.
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I gave a presentation to the local 1st responders and it wasn't clicking with them. I tried humor, technical, and promises of an easier future; it just wasn't quite right. During a break, I went around the room and asked what was pushing their attention away from the subject matter. The main feedback was that they didn't feel it was personalized. After halftime, I targeted the specific people that I had talked with. I gave examples that touched on their lives. I made it personal. 1st Responders are a tight-knit community, so when I called upon one, I called upon everyone. When giving presentations, KNOW your audience. Don't just assume, because they "need" whatever you are selling, or because they may be in the same job arena as you.

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Heath B.

??Jimmy Neutron of GTM ??- Turning Revenue Teams into Powerhouses ??
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Remember, talking about value without aligning with the client's pain points is just "value vomiting." And offering solutions without a thorough discovery process is akin to "pitch slapping." Effective presentations stem from deep audience insight, allowing for a tailored approach that truly resonates.

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2 Focus on benefits, not features

One of the most common mistakes in sales presentations is to list the features of your product or service without explaining how they benefit the customer. Features are the characteristics of your offer, such as size, speed, or price. Benefits are the outcomes or results that the customer will get from using your offer, such as saving time, money, or hassle. Customers don't buy features, they buy benefits. So, instead of telling them what your product or service does, tell them what it does for them.

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Luiz Lima

Especialista em Sucesso do Cliente na Neurotech, uma empresa [B3] | Key Account | Crédito | CS & CX | Conectando Pessoas e Empresas |
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Em vez de simplesmente listar as características do seu produto ou servi?o, concentre-se em destacar os benefícios que ele oferece ao cliente. Explique como sua oferta pode resolver problemas, atender necessidades ou melhorar a vida do cliente de alguma forma.

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3 Use stories and examples

Another way to make your sales presentations more persuasive is to use stories and examples that illustrate your value proposition. Stories and examples are more memorable, emotional, and relatable than facts and figures. They show how your product or service has solved real problems for real customers, and how it can do the same for your prospects. Stories and examples also help you build trust and credibility, as they demonstrate your expertise and experience.

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Ted Olson

Become a Well-Defined Coach | Co-Founder, Consulting Academy | Author - Feel Good About Selling | Talent Optimizer
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Back up. If your presentation isn’t landing, you’ve likely missed something - or someone. It might be a key pain point, an expectation, or a key person who needs to be there. Whenever something goes wrong in the sales process, it can usually be traced to a misstep in one form or another. Often times is the presenter themselves - overexcited, talks too much, confused… Process matters.

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Luiz Lima

Especialista em Sucesso do Cliente na Neurotech, uma empresa [B3] | Key Account | Crédito | CS & CX | Conectando Pessoas e Empresas |
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As histórias e exemplos s?o poderosas ferramentas de persuas?o. Use casos de uso reais e exemplos de clientes anteriores para ilustrar como sua solu??o pode ser eficaz na prática.

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4 Simplify your message

A sales presentation is not a lecture or a report. It's a conversation that aims to move the customer to the next stage of the sales process. Therefore, you don't need to overload them with information, data, or technical details. You need to simplify your message and focus on the key points that matter to them. Use clear and concise language, avoid jargon and acronyms, and use visuals and charts to support your message. Remember, less is more when it comes to persuasion.

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Rohit Gupta

Head-Insurance Partnerships & PSU@Medibuddy |Angel Investor| Healthcare| Insurance | Sales | Partnerships | Alliances | Strategy|
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Simple over clever. If your sales pitch is missing the mark, it's time to strip it back to basics. Transform your presentation into a dialogue, not a monologue, focusing on what truly resonates with your audience. Ditch the data dump for clarity, using visuals to highlight your story. Remember, in the art of persuasion, simplicity is your most powerful tool.

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Luiz Lima

Especialista em Sucesso do Cliente na Neurotech, uma empresa [B3] | Key Account | Crédito | CS & CX | Conectando Pessoas e Empresas |
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Evite sobrecarregar os clientes com informa??es excessivas. Mantenha suas apresenta??es claras, concisas e fáceis de entender. Use linguagem simples e evite jarg?es técnicos ou complicados, a menos que seja absolutamente necessário.

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5 Engage your audience

A sales presentation is not a one-way communication. It's a two-way interaction that involves listening, asking questions, and addressing objections. You need to engage your audience and make them feel part of the conversation. Ask them open-ended questions that elicit their opinions, feedback, and concerns. Listen actively and empathetically to their answers and show that you understand their perspective. Address their objections with facts and evidence, and show how you can overcome them. By engaging your audience, you show that you care about them and their needs, and that you're not just trying to sell them something.

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Luiz Lima

Especialista em Sucesso do Cliente na Neurotech, uma empresa [B3] | Key Account | Crédito | CS & CX | Conectando Pessoas e Empresas |
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Envolver os clientes fazendo perguntas abertas pode ajudar a obter insights sobre suas necessidades e preocupa??es, além de mantê-los engajados durante a apresenta??o. Isso também pode ajudar a identificar possíveis obje??es que você pode abordar.

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Rohit Gupta

Head-Insurance Partnerships & PSU@Medibuddy |Angel Investor| Healthcare| Insurance | Sales | Partnerships | Alliances | Strategy|
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Engage, listen, conquer. If your sales pitch isn't landing, flip the script to a dialogue. Make your presentation a dance of questions and answers, where every step is guided by your audience's responses and needs. Dive into their concerns with genuine interest, tackle objections head-on, and weave your solutions into their story. By turning monologues into meaningful exchanges, you transform passive listeners into active participants.

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6 Call to action

The last and most important part of your sales presentation is the call to action. This is where you tell your audience what you want them to do next, and why they should do it. A call to action should be clear, specific, and urgent. It should also be aligned with the stage of the sales process and the level of commitment that the customer is ready to make. For example, you might ask them to sign up for a free trial, schedule a demo, or request a quote. Whatever your call to action is, make sure you explain the benefits of taking it, and how it will help them achieve their goals.

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Rohit Gupta

Head-Insurance Partnerships & PSU@Medibuddy |Angel Investor| Healthcare| Insurance | Sales | Partnerships | Alliances | Strategy|
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If persuasion falls flat, spotlight your call to action. Make it crystal clear, irresistibly compelling, and timed perfectly with their journey. Whether it's a demo, a trial, or a consultation, frame it as their next step towards a solution. Spell out the why and the wow, making it too good to pass up.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Luiz Lima

Especialista em Sucesso do Cliente na Neurotech, uma empresa [B3] | Key Account | Crédito | CS & CX | Conectando Pessoas e Empresas |
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Após cada apresenta??o, acompanhe os clientes para obter feedback e ajustar sua abordagem conforme necessário. Isso ajuda a melhorar continuamente suas habilidades de apresenta??o e aumentar sua taxa de sucesso de vendas. Lembre-se de que a persuas?o eficaz nas apresenta??es de vendas é uma habilidade que pode ser aprimorada com o tempo e a prática. Esteja disposto a experimentar diferentes técnicas e abordagens para encontrar o que funciona melhor para você e para o seu público-alvo.

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What do you do if your sales presentations aren't persuading customers?

1

2

3

4

5

6

7

1 Analyze your audience

2 Focus on benefits, not features

3 Use stories and examples

4 Simplify your message

5 Engage your audience

6 Call to action

7 Here’s what else to consider

Sales

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What do you do if your sales presentations aren't persuading customers?

1

2

3

4

5

6

7

1 Analyze your audience

2 Focus on benefits, not features

3 Use stories and examples

4 Simplify your message

5 Engage your audience

6 Call to action

7 Here’s what else to consider

Sales

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