If you are a sales manager, then you know that one of the most important roles of your job is to make sure your sales team is properly prepared for giving a sales presentation. A sales presentation is a crucial part of any sales cycle as it helps buyers and sellers meet face-to-face to negotiate a contract.
Sales presentation can be divided into four main categories: business case, introduction, presenting the facts, and closing:
- The business case is the most basic type of presentation. It showcases the benefits of the product or service and how it will benefit your customers.
- The introduction is where the buyer and seller first meet to discuss what they need to know about each other before making a decision.
- Presenting the facts is where you list all of the evidence that supports your argument for your product or service.
- Closing is where you create an emotional connection with your audience by telling them how their actions will change their lives for the better.
However, making a good presentation can be difficult. Many things can go wrong, and it takes a lot of effort to create a compelling presentation.
What is the purpose of a sales presentation?
Sales presentations are one of the most important aspects of a company’s marketing strategy. They allow customers and potential customers to clearly understand what your company does, what it offers, and how it can help them.
To ensure that your sales presentation is effective, you need to focus on the keywords your audience will use most frequently when looking at your product or service.
How to prepare for a sales presentation?
1. Ask questions beforehand
If your sales presentation is focused on a contract or partnership agreement, you may ask the other party to outline the main points covered in the presentation.
This can help you adjust your presentation based on what you discover about their needs and concerns. Ask questions about the other person’s presentation style or preferences to get a sense of what type of presentation they’re used to and how they prefer the presentation.
This can help you know where to spend more time or emphasize different points, so you don’t get off track. Knowing this ahead of time will help you stay organized and focused, which will make your presentation much more effective.
2. Prepare visuals
Visuals can really help your audience follow along and retain more information. It helps keep everyone on the same page and avoids confusion or miscommunication. “In your presentation, visuals illustrate concepts or ideas which help the audience think more deeply about the information they’re hearing” suggests Dan Smith of Keynote Speaker.
Visuals can be anything from graphs and charts to pictures, diagrams, or even videos. Just make sure that the visual you’re using is as relevant to the presentation as possible and is helping to get your point across.
If you aren’t sure where to start with visuals, try looking for graphs and charts relevant to your industry or topic. You can also create graphs or charts using an online graphing tool or a tool that allows you to create flowcharts.
3. Plan your delivery
Now’s the time to control your nerves and ensure you’re as prepared as possible to deliver your presentation. If you’re presenting to a group, try to role-play with a friend or colleague beforehand. This will help you get used to your presentation style and feel more comfortable talking in front of a group.
“If you’re presenting to one person, try to practice out loud as if you’re giving a presentation” suggests John Rogan of Motivational Speaker. “While reading the presentation, look up at the audience once in a while so they don’t feel like talking to a robot”.
If you’re using slides, try to practice using the clicker or remote control so that you’re comfortable navigating through them (and none of them get lost in the shuffle). If you’re doing a hands-on demonstration, ensure that you’re familiar with the equipment and prepared for any mishaps.
4. Rehearse (and rehearse again)
Yes, we know we just told you to rehearse, but it’s that important. While there is a difference between “practicing” and “rehearsing,” both of these steps can help you feel more prepared for your presentation.
Practicing can help you get used to talking in front of people and navigating through your presentation. Rehearsing can help you get accustomed to using the remote control or clicker and ensure you’re comfortable with all the visuals on your slides.
Practicing and rehearsing your presentation can help you feel less nervous and more confident as you present to a group or person. Plus, if you practice with a friend or colleague beforehand, you can get feedback on your presentation and make any necessary adjustments or edits before you present in front of your audience.
5. Don’t forget the fundamentals
Before you get into the nitty-gritty of how to prepare for your next sales presentation, make sure you’re following the fundamentals of good communication. This includes making sure you’re aware of your non-verbal communication, are using active listening, and are making sure that you’re not doing anything that could come across as showing disinterest.
These fundamentals are essential in every type of communication. But, they can be even more important in a sales presentation where your audience is less likely to be receptive to what you have to say. Ensure you’re following the fundamentals so that your audience will be more open to hearing you out and more likely to be persuaded by your argument or pitch.
A sales presentation can be a nerve-wracking experience, especially if you’re not used to them or feel unprepared. But the more prepared you are, the less you’ll feel like you’re walking into an interview or a job you’re not sure you’re qualified for.
So make sure that you follow these tips to ensure you’re as prepared as possible for your next sales presentation. These tips can help you feel more confident and prepared by asking questions and practicing and rehearsing.