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Sales Strategy
The Elements of a Winning Sales Presentation
Jan 3, 2018 | Canadian Professional Sales Association lock

So your clever sales and marketing funnel process had led to a meeting in the book with a client who'll be expecting to see a stellar presentation. So what now? How can you ensure that you present a compelling argument; one in which you address the goals of the lead's company and demonstrate how your product or service is the perfect fit?

Here are some of the key elements that go into a winning sales presentation.

Show a Need for Your Services

Establishing the client's need for what you're selling means being clear about why everyone is in the room and needs to listen to what you have to say. This is your opportunity to engage your audience and put everyone on the same playing field.

How you describe and position the need will change based on the conversation and the content of the sales presentation. Establishing the need will mean that those listening to your presentation will understand how your services and products are relevant to them.

Satisfy the Need

Once you have proven the need, it's time to demonstrate how you can satisfy it. This is the part of the sales presentation where you can unveil your services/product that will solve the problem and satisfy the client's need.

As part of this stage, it is also important to provide supporting data or facts that prove out just how your solution will change things at the client organization for the better.

Paint a Picture

Once you've introduced the solution, it is time to help your audience see how much better their life would be if they took the action you’re about to request. Be sure to clearly present the beneficial results and ROI that the client can expect from the solution you’re providing.

The CTA

The last step is the most vital; asking for an action. Just because those in the meeting room get what you bring to the table and how it can help, it doesn't mean that they will automatically seize the initiative and pursue next steps in the buying process. It is your role at the end of the presentation to ask for feedback and commitment to move forward.

Be sure to make the ask. Your call to action (CTA) should clearly define decisions and actions which need to happen next in order to move forward.

Providing a compelling and engaging sales presentation which leads to new business requires that the salesperson presents the right information at the right times within the session. By following the above steps, you’ll be equipped to better communicate and persuade. 

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