Sales Presentations are commonly, in the sales business, called Sales Pitches.
As a novice, you’ve probably had to watch different salespeople go through a presentation in the field as a training exercise. If you sell over the phone you may have been subjected to recordings of sales calls.
Observing a presentation is a powerful training tool but the exercise is usually intended to show the trainee that the product or service for sale can be and is being sold.
There is really not that much difference in the process an effective sales pitch follows. A person may be selling face to face or selling over the phone. A Sales Pitch will be structured with the same basic elements.
Depending on the product or service, a salesperson may use different styles or techniques to motivate a buyer to take the desired action, but the steps will follow a tried and tested road-map.
Anyone can give a sales presentation and anyone can get a sale, but if you want consistent results, as many smart sales managers demand, you must use a method that has the greatest chance of success.
I’m not talking about luck either. I am talking about methods that have stood the test of time and measurement.
Every product or service that has ever been sold by a person will have its unique features and benefits that must be explained in order to get the order. But again, every pitch will have a common series of events, steps, or elements.
Elements of Effective Sales Presentations
This is a general outline and does not focus on the subtle differences between a cold or warm sales call, a retail environment or a field sales call etc…
The ability to give a great sales presentation is one of the most essential selling skills you will master.
I will also assume that the individual being pitched is a qualified potential lead. Your goal is to deliver the following information:
- Who you Are.
- The Company you Represent.
- A reason to Trust You and Your Company or Service.
You must also:
- Confirm that the Prospect is The Decision Maker.
- Inform The Prospect of a Feature or Benefit that Creates Urgency.
The very first impression you deliver must convince the prospect that you are reputable and relevant. This is a crucial step and many salespeople fumble badly.
Your goal is to be short, sweet, and to the point, without any largess. The straight facts only. This should only take 60 seconds at the most but is not to be misconstrued as some sort of Elevator Pitch.
Your intro should be something you have written yourself and repeated at least 6 times perfectly without aid, exactly the same, word for word, every time.
An Introduction has to be presented in a Positive and Enthusiastic Manner.
Inspire Your Potential Customer TO WANT TO KNOW MORE!
I will be offering a series of Sales Presentations in PDF format that you can tailor to your specific needs.
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