In the world of sales, your presentation is everything. Whether you’re addressing one person or a packed room, how you portray yourself, your company and your product or service makes all the difference. Perfecting your sales presentation techniques before, during and after the pitch is the key to long-term success in sales.
Your first step is to ensure that you’re extremely familiar with the ins and outs of the product or service you’re trying to sell. If you’re not confident in it, potential buyers won’t be either. Your job as a salesperson is to provide the absolute best impression of your product as possible.
After you feel confident in your knowledge of every last detail of the product or service, it’s time to research your audience. How you sell should be directly affected those to whom you’re selling. Of course, it’s usually impossible to know for sure exactly who will at a presentation, but you should be able to make logical assumptions based on factors such as what you’re selling, where you’re selling it and your company’s typical target demographic. With this information, create a presentation that caters to the immediate desires of that specific audience. Also, prepare answers for any questions that you might expect the audience to ask.
Finally, the presentation itself should be well-rehearsed without feeling sterile. Be confident, but not conceited. Be genuine, and try to make the presentation feel fun, natural and friendly.
Make sure you’re fully prepared to use any equipment or software required to deliver the presentation. For example, one of the most common sales presentation tools is Microsoft PowerPoint. Don’t show up to a PowerPoint presentation without understanding how to transition between slides, at the very least. As a general rule of thumb, it’s a good idea to show up early to the venue so you can iron out technical kinks well in advance.
As long as you give yourself plenty of time to prepare, you shouldn’t need to stress about sales presentations. Like any skill, they get easier the more you do them. View each presentation as an opportunity to refine your skills and gain experience.