6 Sales Presentation Tips

by Jim Klein

Use these sales presentation tips to get your prospect emotionally involved in your product or service and you'll boost your sales.

Sales Presentation Tip #1 - Practice and Customize Your Presentation

Take time to practice your presentation many times before using it in a real live sales situation. You should know your presentation backwards and forwards, word for word. Never take notes to a sales presentation and refer to or read from them. That is so unprofessional.

Customize your presentation for each individual prospect. One of the worst things you can do is give a presentation that appears to the prospect has been given to every other person you sell to.

Sales Presentation Tip #2 - Build Rapport and Qualify

Make sure you build rapport, and qualified the prospect thoroughly before you dive in to your presentation. People purchase from people they like and trust, so spend adequate time on rapport building.

The same goes for qualifying. Make sure you're clear as to what the prospects problem is before presenting your product or service as the solution. The problems you uncover will determine how you customize your presentation and how your product or service solves their problems.

Sales Presentation Tip #3 - Be Friendly, Enthusiastic and Professional Looking

Remember, people are more likely to buy from a friend than a salesperson. So spend lots of time becoming their friend. Don't rush through the sales process. Step back and develop a relationship with them. It will pay huge benefits.

One way to show your enthusiasm is to truly believe your product or service is the best thing to solve their problem. So having an understanding of how your product has helped others is critical.

Being professional looking includes many different areas. Your clothes for one. Make sure your wardrobe is up to date and doesn't include suits you bought in the nineties. Polish your shoes, cut your nails, shave, get an up to date hair style. There are many ways you can look the part of a successful person.

People want to buy from winners, so look like a winner.

Also make sure your presentation visuals are up to date and professional looking. Don't use articles or testimonials that were written years ago. Get some new ones. Use the latest technology to show prospects you're on the cutting edge. I guarantee you most of your competitors aren't.

Sales Presentation Tip #4 - Use Visual Aids

Your company may all ready have visual aids for you to use. Some things to include are media articles about you and your company. Testimonials you've received from satisfied clients. Tell stories about how you've helped another customer, especially ones that are similar to the current prospect.

Sales Presentation Tip #5 - Get the Prospect Involved

Using handouts is a great way to get a prospect following along with your presentation. You could play a game during the presentation or have them take a test. Ask them opened ended questions such as:

* Do you see how easy this is to use?
* What are the features you like the best?
* How do you think this will benefit you/your company?

Get creative and come up with ways to get the prospect involved. It sets you apart from the competition.

Sales Presentation Tip #6 - Emphasize Customer Service and Long Term Relationships

The prospect needs to be sure you won't sell them and then disappear, never to be heard from again. Talk to them about your involvement in the delivery, training and service after the sale. Also let them know you're their for the long term. That you'll be there to help with problems and service. After all, you are the one building the relationship. So assure them you will oversee everything.

A winning sales presentation should answer all your prospects questions, get them excited and lead them to the conclusion that your product or service is the only solution to their problems.