Sales Presentations

          Presentations are the backbone of Sales.Most sales professionals could multiply their sales if only they made great presentations.A great presentation cannot be fancy packaging alone,it must be substantive.It should be well-planned,structured,customer-focused and solution-oriented.It must move from a general presentation to specific needs and benefits because remember customer don't buy products and services,they buy benefits and solutions.

Presentation Approach :

A good professional uncovers the need by :

1. Getting the prospect involved in a two-way transaction.

2. Showing sincere interest in solving a problem

3. Earning trust

4. Asking questions

5. Active listening-Verbal and non-verbal

6. Uncovering likes and dislikes,preferences and opinions.

7. Creating areas of agreement

8. Re-phrasing and giving feedback to confirm understanding

9. Making some reinforcing remarks or statements.

Presentation Tips : There are some essential tips to be followed while giving a presentation.

1. Go with clear focus and identify your objective.

2. Take a deep breath,relax and speak clearly.

3. Be pleasant and behave naturally.

4. Establish eye contact and smile.

5.Be confident,sincere,honest and courteous.

6. Be proud of your integrity,profession,product and company.

7. Be prepared with all your selling tools and knowledgeable about your product.

8. Keep your presentation to be point,sharp,crisp and brief.

9. Communicate with both emotions and facts.

10. Give facts,not opinion and take notes carefully.

11. Be sensitive to your client'a needs and time constraints.

12. CONVERT FEATURES INTO BENEFITS.

13. Analyse and learn from the questions prospects ask you.

14. Be prepared to handle objections.

15. Give the whole truth and make necessary disclosures.

16. Set standards and benchmarks for your service and turnaround time.Speed is very important.

17. Come through on your commitment and accept responsibility.

      These are the tips to be followed while giving presentations.

Always make sure that there are more number of 'yeses' during the presentation.It simply shows the more agreement you have received.

Hope this blog post was knowledgeable and fruitful.

Thank you for reading.

-VISHWESH WALI,INDIA