If you're new here, you may want to subscribe to my RSS feed. Thanks for visiting!
Use these sales presentation tips to get your prospect emotionally involved in your product or service and you’ll boost your sales.
Sales Presentation Tip #1 - Practice and Customize Your Presentation
Take time to practice your presentation many times before using it in a real live sales situation. You should know your presentation backwards and forwards, word for word. Never take notes to a sales presentation and refer to or read from them. That is so unprofessional.
Customize your presentation for each individual prospect. One of the worst things you can do is give a presentation that appears to the prospect has been given to every other person you sell to.
Sales Presentation Tip #2 - Build Rapport and Qualify
Make sure you build rapport, and qualified the prospect thoroughly before you dive in to your presentation. People buy from people they like and trust, so spend adequate time on rapport building.
The same goes for qualifying. Make sure you’re clear as to what the prospects problem is before presenting your product or service as the solution. The problems you uncover will determine how you customize your presentation and how your product or service solves their problems.
Sales Presentation Tip #3 - Be Friendly, Enthusiastic and Professional Looking
Remember, people are more likely to buy from a friend than a salesperson. So spend lots of time becoming their friend. Don’t rush into your presentation. Step back and develop a relationship with them. It will pay huge benefits.
One way to show your enthusiasm is to truly believe your product or service is the best thing to solve their problem. So having an understanding of how your product has helped others is critical.
Being professional looking includes many different areas. Your clothes for one. Make sure your wardrobe is up to date and doesn’t include suits you bought in the nineties. Polish your shoes, cut your nails, shave, get an up to date hair style. There are many ways you can look the part of a successful person. People want to buy from winners, so look like a winner.
Also make sure your presentation visuals are up to date and professional looking. Don’t use articles or testimonials that were written years ago. Get some new ones. Use the latest technology to show prospects you’re on the cutting edge. I guarantee you most of your competitors aren’t.
Sales Presentation Tip #4 - Use Visual Aids
Your company may all ready have visual aids for you to use. Some things to include are media articles about you and your company. Testimonials you’ve received from satisfied clients. Tell stories about how you’ve helped another customer, especially ones that are similar to the current prospect.
Sales Presentation Tip #5 - Get the Prospect Involved
Using handouts is a great way to get a prospect following along with your presentation. You could play a game during the presentation or have them take a test. Ask them opened ended questions such as:
* Do you see how easy this is to use?
* What are the features you like the best?
* How do you think this will benefit you/your company?
Get creative and come up with ways to get the prospect involved. It sets you apart from the competition.
Sales Presentation Tip #6 - Emphasize Customer Service and Long Term Relationships.
The prospect needs to be sure you won’t sell them and then disappear, never to be heard from again. Talk to them about your involvement in the delivery, training and service after the sale. Also let them know you’re their for the long term. That you’ll be there to help with problems and service. After all, you are the one building the relationship. So assure them you will oversee everything.
A winning sales presentation should answer all your prospects questions, get them excited and lead them to the conclusion that your product or service is the only solution to their problems.
When it comes to closing a sale do you really know how to close? Do you freeze up afraid to close or don’t know what to say? Do you know how and when to close a sale or even if the prospect is interested in your product? Well, read on and I’ll share with you six ways to overcome these common challenges and boost your closing ratio.
Your Attitude Makes a Huge Difference
Before going to any appointment get yourself in the right frame of mind. Go in with the attitude that you will close the sale.
When I’m driving to an a appointment I’m not listening to the radio, I’m imagining how the sale is going to end up, me closing the sale. When I arrive at the appointment I sit in my car for a few minutes, close my eyes and visualize every thing happening just as I want it to. I see the prospect approving the contract, giving me the check and us shaking hands and smiling.
If your attitude going in is negative you might as well get back in your car and go home.
ABC - Always be Closing
Be prepared to close the sale at any time. Be ready to close when you walk in the door. The sales process doesn’t have to continue through all the steps. You can close a sale at any time.
I have seen many salespeople with a prospect who is ready to buy, money in hand, waving it in the air, however, the salesperson stops them and says wait, I haven’t finished my presentation yet, let me tell you how great I am.
They’ve been taught to go through all the steps so they keep talking and many times talk themselves out of a sale.
At any point during the sales process the prospect is ready to buy…close the sale.
Understanding What They Want and Need
“Closing is the process of helping people make decisions that are good for them”
Closing a sale begins when you qualify the prospect. Make sure you are qualifying every prospect thoroughly. Determine their emotional wants and their motives.
It’s at this stage the prospect will tell you their hot buttons and give you the road map to close them. Also they will become comfortable with you and by showing an interest in their needs you will set your self apart from all the other salespeople.
How to Recognize Buying Signs
Buyers will often give you signs they want what you’re selling. These signs can either be verbal or visual. Let’s start with the verbal.
A buyer may start asking more questions. They nod their head in agreement. They require more in depth information. They start talking about how things will be when they own the product.
Some visual signs to watch for are a smile, a raising of the eyebrows or moving closer to you so they can see better. If it’s a couple they may show more affection or they may look at each other in a certain way.
When you have memorized your presentation you can be more aware of these buying signs and your closing ratio will increase dramatically.
When you know what you are going to say and don’t need to think about it, your sales will increase dramatically because you can sit back and watch their body language and buying signals and you’ll know when they’re ready to buy.
How to Make the Decision to Close the Sale
When you have qualified the prospect properly, the buying signs are there and you know they want to buy, make the decision that the best thing for them is to buy.
Then focus your attention on talking about the things they like or feel are important as you close the sale. Put your personal feelings about your product or service aside and focus on the buyer.
Assume the Sale
If you’ve done everything right and the buying signs are there, assume the sale and begin filling out the order or what ever the next step is. Keep moving ahead until they stop you. If you did your job and your closing the sale at the right time, they won’t stop you.
I have given you an overview of the closing process, however there is much more to closing a sale. Far to many details to discuss in this article. So I have created a free 4 day e-course to give you more in depth strategies and closes.
Do you have only one or two closes in your arsenal? Is your best close, well, what do you think? or the real powerhouse, can I put you down for one? Or do you just want to master the closing process so you can boost your sales?
A FREE weekly newsletter for salespeople and entrepreneurs who want effective time tested strategies to increase their business while working less, GUARANTEED.
Your information is safe and secure with us, we will never rent or sell your information because your personal information is protected by our Privacy Policy
