9 Steps to Build an Effective Sales Presentation

Many of us know that we have a great product or service and we go everywhere trying to sell and talk about our product or service; but it seems that nobody buys for this I offer you these tips to make an effective sales presentation

This is a very common feeling and there is a good formula for better results. We have to break that drive by rushing to generate your Power Point or sales sheets and instead take the time to plan and structure an effective speech.

95% of companies present their products and services in the same way: We are company 123> We have representatives around the world> We sell incredible products> We are innovative> We have won many awards> Our customers love us.

Sounds familiar? So what is the problem? Well, your prospect or audience DOESN'T CARE. Nobody really cares who you are, how many stores you have, how many prizes you have won, the beauty of your logo, etc.

This is why I propose that we start with these 3 crucial questions:

Who are we introducing them to? What problems do they have? How can we help?

Once we have the answer, we can form our sales presentation or sales speech with these 9 steps:

Hook

You have to hook the customer to pay attention from the beginning.

A hook can be an interesting fact or statistic, a short story, or a question. It must be relevant and interesting.

objective

Explain what the client will get by listening to your presentation.

How this conversation is going to help save money, be more productive, or kill the competition.

Map to follow

Show the client the "map" of your presentation. Enter the 3 pillars: The problem, The solution, The product.

Follow the old formula: "Tell them what you are going to tell them, tell them and tell them what you told them."

issue

What is the specific problem the customer is facing and why? Low sales, low productivity, loss of market position or staff abandonment?

Illustrate the problem with a story, example, or data.

Solution

Enter the solution to the problem you just described. How is the solution going to help the customer solve the problem?

Support the solution with a story, example, or data.

Our product

Present your product and be clear on the 3 main benefits.

Include a story from another customer you have helped. A story builds credibility and inspires people to take action.

Summary

You have already described the problem, the solution and the product in detail. Now tell them what you told them, and summarize the 3 pillars to make sure they are all on the same page.

Why we

How are you different from the competition? Many products or services are difficult to discern. Instead, the differentiator can be how you do business (service, speed, quality), the team (specialized talent) and / or your own technology. Focus on a maximum of 3 differentiators.

Call to action

End your presentation with a call to action. What do you want your client to do now? Always remember to ask for the purchase or make any other relevant calls. If you don't ask for it, you don't get it.