Creating a Sales Presentation that Doesn’t Lose Sales

Creating a sales presentation isn’t going to be perfect. Here’s the bottom line: Even the best sales presentation isn’t going to land every sale, but a poorly designed presentation can and will lose sales. Everyone who has given a sales presentation has, at one time, walked out of a meeting or ended a call in disappointment because they weren’t fully prepared. Investing time in an organized presentation helps avoid missed opportunities and increases the probability of gaining a sale.

Creating a Sales Presentation that Doesn’t Lose SalesBegan by Building Trust   

The best way to build trust is to be honest, not overpromise, tell the truth even if it hurts, and always put the customer first.

Tell your customer why your company is trustworthy. It doesn’t have to be a long pitch—just the facts. For example, “Randy Clark leadership has helped organizations not only increase their business but also develop leaders, retain employees, and develop a culture of gratitude. I can put you in touch with some if you like.” That took 10 seconds.

Talk About Your Customer’s Needs

Don’t put the cart before the horse. Too often, sales consultants excitedly list the merits of their wares with little or no consideration of whether their products solve the prospects’ problems or fill their needs. Take the time to uncover and discover what’s important to the customer. Ask the customer where their pain is, where they’ve been disappointed, and how you can help. If possible, visit their operation, review their website, and learn about the industry.

Offer Solutions 

Once you understand the customer’s needs, determine if you have a solution. If not, can one be created specifically for them? And if not, do you know who can help them? That’s right. If you can’t help them but you know who might, send them where they may find help. You’ll have built trust for future projects.

If you have the answer, lay it out in simple steps, keeping in mind that the customer wants to know how your product will fill their needs and solve their problems. Stick to those points. In most cases, the customer has little interest in the minutia of how your product is manufactured, shipped, or installed unless it directly solves a problem for them. Most people don’t want to know how the clock was built; they want to know what time it is.

Make it Affordable

You’d be surprised how often a prospect will share their budget if you tell them you want to offer solutions within their budget. But even if you don’t know their budget, you can offer affordable options. Can the project begin smaller than not at all? Are there steps that can be completed and paid for as the project moves forward? Share information about any payment and finance terms available.

Ask for the Sale 

Many salespeople misunderstand this. Offering the terms, sending an estimate, or outlining the cost isn’t asking for the order. Asking for the sale shouldn’t be old-school, hard-close brow-beating. Simply asking, “How’s that sound?” or “If you have no more questions, can we start the ball rolling on this project?” are examples. Put it in your own words, but don’t leave it up to the prospect to ask themselves for the sale.

By taking the time to make these five points part of your presentation, you’ll lower the chance of losing a sale due to a lack of preparation. Consider this: If a salesperson came to you, built trust, understood your needs, offered a solution, made it affordable, and then asked for the order, what would you say?

New Age Consulting

When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.

Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson

If you like this post, you might also appreciate 5 Things Top Consultants Do.

Photo by Cova Software on Unsplash

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