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Topics Covered: <a href='/resources/search/?query=Sales Management'>Sales Management</a>
Sales Strategy
Feb 22, 2018 | Canadian Professional Sales Association

Giving a great sales presentation takes a lot of practice and preparation. And as our world has become increasingly digital, online sales presentations are now the norm in many industries. While there are many positives - you can reach your customers/prospects wherever they are and at their convenience - the digital divide, the fact that you are not in the same room as your audience, can pose an array of challenges.

When you’re not in physically near your audience, it can be much harder to gauge their interest and response to your pitch. It may be difficult to tell whether you have their full and undivided attention, or whether they are secretly multi-tasking and completing some other task whilst “listening” to you. Because of this, your online sales presentation needs to be entirely compelling. Read on to learn how to pull off a first rate online sales presentation and make an impressive sale.

Use the Right Software and Tools

Since online sales presentations are no longer ‘the new kid on the block,’ the days when you could get away with “glitches” and remarks about “technology, eh?” are gone. If it’s difficult for your audience to connect, if there’s issues with visuals or sound, or if connectivity is slow it’s incredibly annoying and off-putting for your clients. Cloud-based platforms like Pitch Deck and Slidebean not only allow you create visually engaging presentations which are easily accessed from anywhere but come with a suite of analytics so you can discover how your audience engaged with your content. Whatever tools and software you use, ensure that you clearly communicate how your audience should connect to the meeting ahead of time and ensure that the connection process is as easy and smooth as possible.

Be Engaging

Just because you are removed your audience, don’t think of your presentation style as any less important than if you were there. Whether or not they can see your face, you still need to be confident and exuding warmth and charm. Building rapport is vital if you want them to buy, so don’t let your voice be monotone or your body language sloppy. If you will be visible, make sure that the view in the background is professional and not distracting and that you make frequent eye contact with the camera on your computer as if it were a person.

Make Use of Video

Video is having a moment. Forrester research shows that one minute of video is worth 1.8 million words and according to Wordstream, 59% of executives would choose to watch video rather than read something on the same topic. So make sure you include a short video in your presentation. Not only is this a great way to show off your product you can personalize them to your particular audience for a really impressive pitch.

Personalize Your Pitch

Perhaps the most important presentation advice, whether in person or online, is that you can’t just use the same presentation for each client or prospect. And since engagement can be that much harder when you’re in different locations, personalization is all the more important. Take into account not just the organisational needs or your audience, but the personal preferences of the individuals in your audience. Also, adapt your presentation depending on where they are in the buying process and what you’ve learned from previous interactions with them.

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