All that talk of Powerpoint in my last article got me thinking about the other things that really matter when preparing a cracking presentation. After all, technology is only one of the four tools salespeople can use to create impact in the meeting room.
Want to know the other three?
Here are 3 simple tips for pitch-perfect presentations...
1. Get your salesperson to find out how much time they have in advance of the pitch, and help them plan so their presentation takes 75% of that allocation. They’ll need the remainder of the time to deal with questions (15%) and to handle any objections (10%).
2. Help your salesperson to build their presentation around the prospect’s goals and objectives, rather than what they think those objectives might be. They should agree in advance what the prospect’s requirements are, and then shape the presentation around how the offer will help the prospect meet those requirements – focusing on benefits as well as the product or service’s features.
3. If your salesperson is in a competitive situation, get them to find out when other suppliers are due to present and ideally secure the last slot. This will allow the prospect to properly compare your salesperson’s presentation and offer with that of your competitors. The more added value your guy can demonstrate at this stage, the more likelihood there will be of a sale at the end of it.
The challenge for you, in a situation that requires presenting, is how can you present your products or services so that your customer or client absorbs the key messages you want them to? What do you do to catch your prospects attention? Tailor make your presentation, capture their attention with unique ideas?
By Lorna Leck, Managing Director of The Sales Activator® Ltd. For further learning why not try the Sales Activator's eLearning course 'Winning Presentations'? It is designed to benefit all levels in Sales and Service, and is packed with useful tips and exercises to help you deliver a high impact presentation.