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Quick Sales Presentation Tip #1: The presentation must come after a thorough discovery.I can’t tell you how frustrating it is when a sales manager or salesperson says something like, “Oh, we really need to work on our pitch.” In reality, salespeople don’t need to worry about their pitch, because the very idea of a pitch implies that they’re presenting before they’ve done a thorough discovery.
This means that salespeople are worried about pitching even before they’ve asked the right questions to find out what’s going on in the world of the prospect.
All of these questions must be answered before getting into a presentation.
Quick Sales Presentation Tip #2: Only present solutions to your prospect’s challenges.This is one of those quick sales presentation tips that just seems so obvious—but I want to shout it from the rooftops anyway.
Most salespeople find themselves giving sales presentations where they end up talking about way more than the prospect really cares about.
So, what do your prospects care about? Solving their challenges.
Quick Sales Presentation Tip #3: Don’t present one last thing.One of the top quick sales presentation tips I live by is this rule: Keep your presentation as short as possible.
Quick Sales Presentation Tip #4: Use case studies.The case study presentation is one of my all-time favorite quick sales presentation tips.
Most presentations are pretty dry, so they fail to hold prospects’ attention. They’re not really telling a story. As a result, salespeople are missing out on an enormous opportunity to show real-life examples of how they’ve helped other people in the past.
So how you can present in a way that showcases how you’ve solved a similar prospect’s problem in the past? Use a case study.A case study is basically just an example of how you’ve helped another prospect do what this particular prospect is looking to do.
Quick Sales Presentation Tip #5: The 60-Second Rule.The 60 Second Rule is simple: You should never speak without interruption for more than 60 seconds during a sales presentation. This is one of the most effective quick sales presentation tips out there.
Gong.io, a top intelligence conversion platform for sales, recently discovered that top salespeople’s conversations with prospects look quite different from average and bottom-performing salespeople’s conversations with prospects.Keep your presentations to the point where every 60 seconds, you’re engaging the prospect back into the conversation.
Quick Sales Presentation Tip #6: Use feedback loops.
A feedback loop is essentially the solution to the 60-Second Rule.With feedback loops, you can always keep prospects engaged in the presentation. If you only implement one of the quick sales presentation tips from this article today, let it be this one.
Quick Sales Presentation Tip #7: If you lose them, stop.This is one of those quick sales presentation tips that should be required learning for every salesperson out there.
When salespeople feel like they’re losing the sale or they’re losing an opportunity, they often tend to push more. They keep barging through the presentation, trying to get everything in there before it all falls apart.
If you start to sense that you’re about to lose a prospect in a presentation situation, just stop.It’s really that simple. Hit the brakes, take a deep breath, and ask.
Quick Sales Presentation Tip #8: Keep it as short as possible. I know I already mentioned this before, but I can’t say it enough. Keeping the presentation as short as possible is only going to help you.That’s why, out of all the quick sales presentation tips in this article, I repeated this one twice.
Keeping that presentation as short and concise as possible is only going to serve you. Once it starts to get long and meandering, and going off track, you’re going to lose far more sales.
Quick Sales Presentation Tip #9: Clear and scheduled next steps.You literally can’t focus on clear and scheduled next steps enough. This is one of those quick sales presentation tips that you absolutely must start using in your selling approach.
So, there you have it. Those are the 9 quick sales presentation tips all salespeople must know. Which of these tips about sales presentations will you implement right away? Be sure to share your thoughts in the comments below. I’ll do my best to respond to every single one.