Do you give sales presentations? Perhaps you travel to prospective clients‘ offices and pitch a product or service. You may give webinars online to sell your wares. Another scenario: You invite people to your office and give them a presentation on what you offer.
Many products and services are sold via presentations. Your success depends on the effectiveness of your presentation. Sure, you also need to set up the presentation in advance and follow up afterwards, but the presentation is the pitch.
Here are some of my thoughts about what makes a successful sales presentation:
You have a solution that the potential customer needs
You can give the most stunning presentation ever, but if you don’t have a solution to a problem of the potential customer, you probably won’t make the sale. If you do, you’ve cheated him/her into thinking you do, and that isn’t ethical.
You explain how your solution will solve your potential customer’s problem
On the other hand, you may have a solution, but not explain it clearly and this is where presentation preparation comes in. As you prepare what you will say, check to make sure that your content is clear and organized.
Explicitly state the problem, based on prior discussions or on answers to your questions during the presentation. Then show how your product or service will solve the problem.
You provide supporting data to back up your solution
You may have a great solution, but how do you get people to believe you? This is the art of persuasion. (See my e-book, The Art of Persuasion.)