Secrets To A Successful Sales Presentation
Mark Lenthall
Chief of Sales, Director of Sales, Chief Revenue Officer - 20+ years in Sales & Business Leadership - Sales Innovator | Revenue Driver | Business Optimiser
You arrive at big prospective customer and are escorted to their meeting room.
So where and how do you begin your sales presentation?
Follow the six tactical tips below and you will more than likely land the client as your newest customer.
1.??Recognise that it is not about you. ....??????It is about them.
So many salespeople make the mistake of starting their sales presentation with a background on themselves and their company.
A big mistake.
The potential customer immediately sees this veiled narcissism and concludes that you cared little about their preferences, needs, and challenges.
2. Listen, listen, listen.
There is sage truth to the old adage “God gave us two ears and one mouth for a reason.”
If you would like a copy of the top 100 sales probing questions please email and I will send straight back.
The fact that you are writing down what they share not only emphasises that you are listening, but also creates the architecture for both an awesome thank you letter and continued follow up with the prospect.
Lastly, make an effort to identify something unique and personal about each of the people to whom you are making the sales pitch: these personal characteristics can be craftly used later during your follow up.
3. Carefully tailor and customise your presentation for that particular client prospect.
Avoid using the standard “canned’ presentation and materials.
Do you want to see a potential customer’s eyes sparkle?
Tailor your speech and solutions to most closely fit what they had shared with you.
Talk about them in such a way that shows them how to see the future differently.
Gain their confidence by demonstrating (and ideally quantifying) the substantial impact you can have on their business and desired outcomes. Use case studies and testimonials to demonstrate.
Great sales presentations can only be for that unique client, and at that exact time and place.
4. Differentiate & Teach.
The best salespeople are great teachers.
They provide unique insight by sharing knowledge of things of things not previously known by that client.
They know what they know, they generally know what they don't know but the area to truly differentiate yourself is by providing insights for the "they don't know what they don't know" aspect.
Remember that you are “an outsider” looking into their organisation, and as such, have an advantage of showing them things not previously seen.
While you should make every effort to show how your company and products are uniquely
different than the clients other marketplace choices, NEVER badmouth the competition.
Badmouthing your competitors is not only the wrong way to win business, but also inadvertently puts a negative drag on your sales pitch.
People inherently want to be around, and hire, positive and can-do people, not naysayers and complainers
5. Follow up quickly and personally.
Much like after a job interview, make sure you follow up with your prospect in a timely and
personalised manner.
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Ensure that your “thank you” follow up communication addresses each and everything you promised to send them during the sales call.
Make it a point to reference the aforementioned personal nuggets in the communication, which shows them that your interest goes beyond simply winning their business.
6. Great sales leaders are reflective.
Immediately after a sales call they analyse the sales call from beginning to end, asking questions such as:
- What went well?
- What could we have done differently?
- How can we improve the next time?
- Did we send the post-call “Thank You” letter or email?
-Was is sent on the same day as the call?
- What did we promise them we would deliver and did we, in a timely fashion?
- Did we get the prospect to commit to anything, and if so, what?
-What are the next steps in that regard?
- What are the most important factors that will influence the prospect’s decision?
- Who else will be involved in the decision-making and did we include them in our follow up?
- Did we correctly determine what most differentiate us from the competition?
And how will we best use and highlight these differentiators in our sales follow-up?
Furthermore, great sales leaders train their salespeople on the importance of doing a post-sales call analysis like the one above.
TAKE ADVANTAGE OF PAST DEALS TO WIN FUTURE SALES!
"WINNING SALES ORGANISATIONS DON'T LEAVE SALES TO CHANCE, THEY LEARN FROM THEIR SUCCESS AND THEIR LOSSES, INTEGRATING THAT KNOWLEDGE INTO THEIR SELLING PROCESS TO WIN MORE DEALS AND DELIVER CONSISTENT RESULTS."
In closing, I spent over 25 years in sales, and thoroughly enjoyed what I learned from both when
I won the business, as much as when I did not get the new customer.
My hope is that some of that knowledge could be shared with you and your sales team, such that you and they absolutely crush your upcoming sales goals!
Our mission here at the Predictable Success is to research and disseminate leading-edge practices and innovations in sales operations.
Predictable Success accesses a world wide community in which we bring together B2B sales professionals to help navigate a rapidly changing world by sharpening sales skills, enhancing?strategies and practices and providing a system for personal and professional growth so that sales people can make more money, be more respected,?be more recognised, and more influential.
So we’re always learning about different approaches, new technologies, changes in focus and priorities, what’s working well right now, what’s not panning out anymore, and so on.
Other people can teach you to sell.?We enable you to sell better!
These processes have worked with many of my clients for years and this systematic and disciplined approach has been a critical component to their success
The GOAL of every high-performance sales team should be to…… Proactively create the conditions where more deals, that are more profitable, with better customers, are the natural result.
This is achieved by engineering the overall sales process such that it reliably generates the desired outcomes as a matter of course.
?Predictable Success can examine your sales processes and deliver an accurate road-map after determining where you’re on track and where you need a course correction and can provide a cost/benefit analysis and expert recommendations to improve your sales performance on every level.
Want help designing customised sales strategy road-map want to deliver predictability, consistency, revenue growth and sustainability to your sales operations, call for a chat on 0432 622 744 .