In this video, we provide a training module on how to deliver sales presentations that make closing deals easier.
One of the best ways to improve your sales presentations and sales demonstrations involves the steps you take that lead up to your presentation. To make this tip clear, in other training videos we have broken the sales process down into three steps
What a lot of salespeople do is when they talk to a prospect in the first Interaction step, they will often try to schedule the sales presentation or demonstration and that is jumping from the Interaction step and going straight to the Explanation step.
The problem is that this process skips the Conversation step and that is a great step to learn more about the prospect and where you can ask a lot of questions. By asking a lot of questions, you can then tailor your sales presentations and sales demonstrations specifically for each customer.
In this video, we don’t provide tips on how to make your sales presentations look from a creative standpoint. But we do provide is an outline for how you can organize your sales presentation or sales demonstration.
Here is an outline that you can build your sales presentations around:
- Introduction: Warm the meeting up with some questions and get agreement on the agenda.
- Pain Points: You can make the first portion of the presentation about the prospect by sharing your findings and their current pain points or interests.
- Value Points: After you share the prospect’s challenges in your sales presentations, follow that up by outlining the improvements that you can help them to make.
- Product Details: Explain how you can make those improvements by outlining key details of the product or service that you are recommending. This is also a great place to include any noteworthy details about your company.
- Name Drop: After you outline details about your product and company in your sales presentations, share an example of a customer that you sold the product or service to and paint a picture of the improvements they were able to realize.
The last step of your sales presentations should be some sort of a close attempt. This is where you should try to ask some questions that try to determine what the prospect is thinking and what direction you want to go.
In the video, we discuss using a closing tool that we call a Partnership Plan. This is a table that lists out all of the key steps that you and the prospect would take between the end of the sales presentation and the purchase of your product. You can share this list of steps and try to get the prospect to agree to the plan. If you can’t get them to agree to the entire Partnership Plan, try to close them on just agreeing to the next step in the plan.
We hope this gives you some ideas for how to improve your sales presentations!