Getting clients to listen to you is a job half done for a sales person, the other part of the job is to close the sale. No matter how interested prospects a business attracts, until and unless quality professionals close the sale successfully the prospects are no good for the business. When it comes to closing of sale, the most important factor that contributes to its success is the sales presentation.
No matter how good the product or service offering of the business is, it all comes to the sales presentation, which makes an impression on the prospects. The lines below give some tips on making of what can be called a million dollar sales presentation.
Most of the sales presentations are usually one sided in which the sales person delivers the speech without letting the prospects make any input. The best way of starting a sales presentation is to start with probing questions, that makes them think and feel a part of the presentation. This way a sales person can make the presentation a more interactive activity, resulting in greater interest of the prospects.
Clear Objectives and Thinking:
The objective of a successful presentation is to make the point clear as quickly as possible. If a sales person is unable to quickly make the objective of presentation clear to the audience it may lead to confusion. A successful sales person takes the audience step by step in the sales cycle and provides information only that is necessary to quickly transfer the information.
Clear Structure of Presentation:
In order to keep the prospects interested in what you are saying it is imperative that you have a clear structure of presentation, where every information given gives birth to the next point you want to discuss. Moreover, a clear structure of presentation also helps the audience remember the points discussed during the presentation. Thus by the end of the presentation the audience knows what they have been through and what is expected from them.
It happens often in the sales presentation that the audience is unable to remember what you said during the presentation as well as afterwards. Therefore, the key to make the audience remember what you said is to support your information with relevant stories. The stories create an image of words in the mind of the prospects thus they are better able to remember the content of the presentation in addition to relating with it.
Above all the most important point to consider pertaining to a million dollar presentation is to rehearse the script. A good sales person is like an actor who remembers the script and rehearse it with all the intonations. So that when the sales person goes in front of the audience, the script runs through the mind and gets fluently transferred to the mind of the audience. Therefore, the key to success of the presentation lies in the preparation and effort put before the presentation.
In short, a million dollar sales presentation starts with a probing question, and ends with the prospects willing to close the sale. In between these two ends lie the factors such as a good sales structure, clear objectives and thinking, relevant stories, and rigorous rehearsal of the presentation by the sales person before going on the floor.