According to the text, a salesperson can make sales presentations more persuasive through all of the following methods EXCEPT: A. personalizing customer relationships. B. making the sales presentation fun. C. building trust through honesty. D. controlling the sales presentation. E. referring often to the competition. 12.
As a salesperson, you should be able to transition from one point to the next. The trick is to start with the outcome first, then work your way forward from there. Start with the big reveal, then gradually work the conversation from there. Here are my top sales presentation tips for selling to executives and, ultimately, closing more deals.
That’s why most salespeople do it. A more sophisticated technique involves using their strengths against them. Mentioning your competitor’s weaknesses leaves you vulnerable to attack. Your buyer can dispute or correct your points. What if you could show your buyer how your competitor’s strengths make their product a poor fit?
A sales presentation example identifies the problem but also provides solutions. It is crucial to make the audience or prospect understand the problem, not just by telling them. The idea is to connect with the audience and fully immerse them in the process such that they connect with the problem on their own.
After the presentation, they use a trial close to determine the prospect's attitude toward the product and if it is time to close.
When planning for objections, a salesperson should most likely: Plan for objections that your presentation might arise. Consider not only the reasons that prospects should buy but why they should not buy. The objection has the salesperson discussing an objection before the prospect raises it.
Typically, a sales process consists of 5-7 steps: Prospecting, Preparation, Approach, Presentation, Handling objections, Closing, and Follow-up.
Here are five simple steps to effectively follow-up after a sale.Send a note to say thank you. Some companies send emails. ... Check in. It's a good strategy to call clients a week or two after the sale and find out how everything is going. ... Keep the lines of communication open. ... Think second sale. ... Ask for referrals.
Here are a couple of sales presentation ideas to remember. Be confident. A good confidence check is to try to tell your story without slides.
A sales presentation is meant to be seen and experienced through the lens of the presenter, not read like a report by the audience. Sales presentations need a presenter, reports don’t. So, be mindful of how much content you’re putting on your slides and make your presence a necessary component of the presentation.
A sales deck is a slide presentation, PowerPoint, Keynote, etc., that is used to supplement a sales presentation. It consists of a product overview, a sales proposition, and a solution for the prospect. Examples include:
It is especially important to regularly check in with executives because we will quickly disengage if we feel the meeting is no longer of value.
The trick is to start with the outcome first, then work your way forward from there. Start with the big reveal, then gradually work the conversation from there.
For better or for worse, it’s better to be confident than competent when selling to executives, so make sure you’re really comfortable with the material you’re presenting.
If you can’t tell the story without slides, then you can’t tell the story. Remember, your slide deck is there as a tool to enhance you, not vice versa. 2. Make sure your presentation fails “the airport test”. Let’s say you accidentally left a copy of your printed presentation at the gate in the airport.
An effective sales presentation tells a compelling story, highlights your value proposition, and aligns with your audience's needs and desires. It ends with a strong call-to-action and leads prospects to your differentiators instead of leading with them.
That’s because of one simple principle called loss aversion. Here’s the quick version: People will work twice as hard to avoid loss as they will to gain benefits. Focusing on Point A triggers loss aversion, and the natural human reaction to loss aversion is a sense of urgency.
It’s tempting to stick to a positive and linear story during your sales presentation. That usually involves talking about benefits, outcomes, and desired results. But that approach is a mistake.