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Topics Covered: <a href='/resources/search/?query=Best Practices'>Best Practices</a>
Sales Strategy
Nov 21, 2018 | Canadian Professional Sales Association lock

Preparing for your first sales presentation can be incredibly nerve-wracking. Not only do you have the high-stakes of a one-time opportunity to impress a client, this IS your first rodeo! It’s natural to be nervous, you don’t want to make a disastrous mistake. But with proper preparation and research, you can hit your first sales presentation out of the park!  Here are the key factors to consider.

What Does Your Prospect Need?

As you being to create your presentation, don’t start out from the perspective of wanting to show off ALL the features of your product or service. Instead, put yourself in your prospect’s shoes and think about what they actually need to solve their business pain. If you let their needs and wants shape your presentation, you’ll create something tailored and engaging -- and you’ll be on track to impress.

What Does Your Prospect Like?

Again, this is all about tailoring your presentation to your prospect in order to be truly persuasive. Consider your past interactions with them and gauge their personality type. Are they data-driven and analytical? Or are they more emotional and focused on relationships? You can make the same product or service incredibly appealing to different personality types by simply highlighting different features, The way you convey information is equally important. Someone who is analytical will require cold, hard facts, graphs and diagrams. Another person, who is more emotional, will value time spent on building rapport, hearing anecdotes and seeing testimonials.

What Have They Already Revealed?

Look back at your notes from exploratory questions, what golden nuggets of information have they already revealed? Perhaps there’s a phrase that came up over and over again, such as “tight-budget”, which lets you know that price is a big factor for them. Or maybe there was a particular feature that piqued their interest and got them asking questions. Let these golden nuggets guide you as you decide what to focus on and highlight.

Who Are The Decision Makers?

You may be presenting to a number of people but not all of them will be decision makers. Do your research ahead of time and make sure you know who really holds the influence. Perhaps the person who will use your product is keen, however, the person holding the purse-strings is yet to be convinced. Gather as much information as you can about the decision maker/s so you can ensure your presentation will meet their needs too.

What Are The Likely Objections?

If you can address likely objections in your sales pitch then it will not only impress your prospect but save you a lot of hassle and make the experience far more pleasant. Look at your research and notes and think carefully about what the objections might be. Don’t expect to be able to come up with everything, but the more thought you give to objections the better you’ll be able to handle them when they arise.

How Will You Close?

Consider this question in two ways. Firstly, yes it would be lovely to seal the deal at the end of your presentation, so make sure you have a convincing and powerful ending to your pitch. But secondly, also consider that your prospect might not be ready to buy. Plan out what the next steps will be if this is the case. Have a reason for a follow-up and don’t leave the presentation without setting next steps and a future interaction.

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