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Whether your customer buys from you or from the competition depends on how good your presentation is. If you can successfully show them why your product or service is the best, you will have the advantage. Here are 4 steps you can take to make your sales presentation do what it needs to do to win the sale.
Also download our (PDF) below to see EnergyNow’s Sales Presentation developed by BIG Interactive.
The quality of your sales presentation will often determine whether a prospect buys from you or one of your competitors. However, experience has taught us that most presentations lack pizzazz and are seldom compelling enough to motivate the other person to make a buying decision. Here are four strategies that will help you create a presentation that will differentiate you from your competition.
- Make the presentation relevant to your prospect.
One of the most common mistakes people make when discussing their product or service is to use a generic presentation. They say the same thing in every presentation and hope that something in their presentation will appeal to the prospective customer. Always try to make a portion of your presentation focus on your prospective customer.
- Branding and messaging consistency
There are few things more important than having a consistent and unified message. It’s important that you think through what you’re going to say, craft that story around what you’re going to say, and make it simple enough that it gets through. Using the right words, pictures, colors, structure, company branding guidelines and saying it over and over again are all elements that go into a great presentation. Many people don’t really think about why they’re putting the presentation together. It’s imperative that they know the purpose and they stay true to that purpose. Being clear about the reason you’re presenting and backing it up with a well thought out message is vital to a company’s success.
- Create a connection between your product/service and the prospect.
In a presentation to a prospective client, I prepared a sample of the product they would eventually use in their program. After a preliminary discussion, I handed my prospect the item his team would be using on a daily basis – instead of telling him about the item I placed it in his hands. He could then see exactly what the finished product would look like and was able to examine it in detail. He was able to ask questions and see how his team would use it in their environment.
Also, remember to discuss the benefits of your products, not the features. Tell your customer what they will get by using your product versus your competitors.
- Get to the point.Don’t fill your presentation with text.
Today’s business people are far too busy to listen to long-winded discussions. Know what your key points are and learn how to make them quickly. Remember to keep it simple and not overcrowd it with text, instead have speaking notes. You don’t want your potential customers reading slides when you want them to listen to you.
BIG Interactive has worked with companies in the oil & gas industry for years and knows what it takes to develop a great sales presentation. Download our (PDF) to see EnergyNow’s Sales Presentation developed by BIG Interactive.
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