If you try to cram every word onto a PowerPoint slide, your prospect will read the slide and ignore what you’re saying. Why did you (or the owners) establish the company? That’s interesting and can create a connection. When you do talk about your company, keep it brief and centered around your story. Explain how your approach is better for clients. It is highly unlikely that if you’re at the stage of giving a sales presentation, the prospect already knows what you do.ĭiscuss product or service benefits, not the features. Your sales presentation should be completely focused on what you can do for the client, not what you do. It’s much more impressive to say, “On average, clients save 31% on their annual electric bill after installing our power usage software,” than “Clients have lower electric bills.” Keep it client-focused Either way, you are not only proving that you can deliver, you leave a prospect eager for those same results.Įvery company is different, but I strongly suggest gathering statistics over anecdotes. You can talk about individual client results or average results across the board. In this case, it’s FOMO – fear of missing out. Talking about results that other clients have experienced is also a marketing technique rooted in psychology. Testimonials from current clients are so important to the sales process that we like to lead off a sales presentation with a few – and add one more at the end. They don’t want to be left out, and they believe the group knows better than they do. Social proof has been studied for decades, and researchers have found that people conform to what the group is doing for two reasons. There are many types of social proof, but for presentations, we like to use testimonials. Here’s what we have seen work for our clients: Include social proof The trick to creating a sales presentation that seals the deal? There’s not just one trick, there are five. How to create a kick-ass sales presentation This is such a great opportunity for you to shine, leave a lasting impression and convince a prospect that you are the obvious choice. Gearing up for a fabulous 2019? If you are, then one of the things you might be working on is a new sales presentation.
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