The 3 Steps to Creating Your Most Successful Sales Presentation Yet
Think of the most memorable sales presentation you’ve ever witnessed. It’s probably not a slide show purely made up of text stating the bare facts of the product being sold. No, it’s most likely an engaging story about how the presenter’s company and the prospect work together to overcome the prospect’s problems. Clemence Lepers of PPTPOP offers the breakdown of a perfect sales presentation to give prospects what they want in a pitch. A few of his pointers include:
Create an Engaging Cover Slide
Your first slide needs to do two things. One: give a glimpse of your product and the result it can bring about for the prospect’s company. Tease the prospect with a desired solution and they’ll be more eager to hear your proposal of how to reach it. Two: briefly introduce your company and why it’s properly suited to help with this need. Keep in mind, prospects often decide how carefully they’ll listen to a pitch within the first 30 seconds, according to Lepers. So, keep the information concise, but make sure it foreshadows what's to come enough to grab the prospect's attention.
Tell a Story
“The most successful presentations are 65% stories,” says Lepers. Stories are more engaging than lectures. So, begin with the prologue of how your company came to be the experts of this line of products. Next comes the journey. What have you done with this power? Give examples of awards your company has won, recommendations from existing clients, etc. Follow that up with a battle scene. Why should the prospect buy from you and not your competition? Without belittling your competition, talk about what sets you apart from their methodology and service. In conclusion, Lepers recommends ending with a human touch that connects the prospect to you as a person. One example he gives is, “John is the man who has to be everywhere at once.”
Make it About Them
Once the prospect trusts you, the focus needs to switch completely to their present needs. Show that you’ve done your research on the company and know what problems they’re facing. Prove that you’ve thoroughly explored which of your products can provide the most effective solutions for them and make their jobs easier. Engage them in the conversation too. Ask questions and for feedback. Talking with someone about any potential doubts is the best way to sort them out.
Bonus Item: Presentations that utilize visuals are 43% more effective than their plain text counterparts, says Lepers. He recommends taking advantage of graphics, charts, and any other visually appealing and relevant purveyor of information you can think of.