Sales Presentations: Turn It Into a Corporate Slot Machine
Contrary to popular belief, sales presentations are now always a lay-up. As a matter of fact, in sales terms, being one of many presenters of a product is like going to battle with your competition. Due to today’s competitive landscape, you must be more prepared; you must be more confident (regardless of how you feel that day which plays a significant part) and your words and body language must come across better than that of your competition.
Therefore, more specifically, how one does increase their odds of landing the account which they are going after? Below, you will find some elementary, though helpful ways to cut your competition off while making your product or service appear as a more viable option to the client:
1. Visuals. A senior and mature business development professional will never read off of a presentation. Conversely, a good salesman or good saleswoman will come equipped with that presentation readily accompanied by eye-popping visuals. Even if your company is smaller and, subsequently has a smaller support budget, sales presentations are no time to illuminate this fact.
2. Integral Conversations. All effective sales professionals thoroughly understand that each sales call is a “question and answer” session rather than a “tell and listen” meeting. Audiences, regardless of whether they are in a MBA class or are listening to joker123 a sales presentation, like to be an integral part of the conversation and decision making. Therefore, allow them to be. Keep the presentation stimulating and, before making assumptions, ask the potential buyer or buyers. Therefore, for lack of a better term, you don’t get caught with your pants down.
3. If Possible, Bring Interactive Promotional Material. Even though we’re all adults, we still have that inner child and love to play with toys such as stress balls, click-pens and whatever else your promotional vendor can dig up. Just make sure that you don’t hand out mini-basketballs and hoops. Your presentation will soon become a corporate basketball game. Though, when all is said and done, make sure that the target audience has something of value to remember you by.
4. Analyze Your Weaknesses and Turn Them Into Strengths. If you’re working for a smaller company, don’t hide the fact; everybody knows it anyway. Make that information openly known. This selling has multiple benefits. First, the audience can’t pull the “well you’re smaller” phrase right out of a hat. It’s already out there.
Also, anticipate what your competitors are going to pitch. If you could do this properly, then you’re in the money. To do this, it takes a lot of creativity and even more research, though it is worth your while. Take the competition out of the game before they even speak. You will see this tactic payoff time and time again. It’s a corporate slot machine.
5. Write and Include Articles in Your Marketing / Presentation Booklet. When you take the time to write interesting articles that consistently peak the interest of the general buying community, companies begin to think of you as an authority in your field. Also, instead of having a professional write these pieces, write them yourself and then have a professional edit it. These days, business is too competitive not to have every creative advantage prior to hosting a sales call.