According to surveys, 80% of sales presentations are usually boring with banal content for the client, making over 70% of the deals not to be made. While each vendor has its tactical, it is also true that there are infallible rules every professional must consider. In this regard, Carlos Sedano, coordinator of the Bachelor of Marketing gives you a cool tip of succeeding in your presentation with the assistance of Cram.com.
1. Be brief and use no more than ten slides
Keep in mind that a good presentation takes no more than 20 minutes. In most cases, the client has very little time to spend and if in that fraction of time you do not meet his expectations then you are going to lose him. The presentations must be composed of no more than ten slides or flashcards which must contain:
– Presentation. Company name, logo, contact information and charge-name presenter.
– Customer issue. Particularize the problem according to the client’s needs.
– Solution. Here is where the bulk of the presentation is. State how and why the product and service will help you solve the client’s problem.
– Model Sales. This slide/ card should explain what is sold and what is the added value that other products do not have.
– Technical. Explain all the details about the product.
– Demonstration. If the actual product can be shown live it’s better. Another option is presenting a video.
– Competitive Analysis. Analyze the competition with other sellers; avoid speaking ill of them or make erroneous comments. Compare what they offer with what you are offering.
– Components of the company. Discuss the profile of the team and how the company is made.
– Mention the points which are to follow in case of closing the deal. Mention offers, deadlines, delivery process, response time, customer service, etc..
– Thanks. Close with a phrase or slogan of the company. Building trust and bonding is crucial. Place the company name, the phrase, networks and contacts page.
2. Focus on the benefits
This is the secret to close a sale. Potential clients are tired of you talking about the wonders of the products or services you offer. They want to find solutions to their problems. “It’s important to stop focusing so much on the characteristics and shit the weight to the benefits our products offer” says the specialist.
3. The importance of a good start
Do not start talking about the product or the price needs, break the ice with an anecdote and by being pleasant. It will not only help to make it more personal, but it will change the course of the presentation.
4. Demonstration and testimonials
It is important to present live all the benefits of the product as this will strengthen any relationship with the client. For example: submit videos about the experience of other clients, testimonial letters or a list of the most important clients. Doing so your presentation will be reinforced and will have increased credibility.
5. Using Technology
The best advice is to equip high-tech for the customer to feel captivated and protected. However, it is also good to make sure that the place where the presentation will take place has all the tools necessary to work with.