Giving Powerful Sales Presentations
Let's face it. Most of the sales presentations we see today are extremely boring. People are tapping their feet on the floor, impatiently waiting for the session to end, while others are doodling aimlessly on their notepads, secretly hoping that an elephant would suddenly burst into the room and chase the presenter away.
If you want to close a deal with your prospect, you have to invest time and effort in making sure your sales presentation is something that he or she will never forget. Recall is a very important feature of powerful presentations. And if your particular product or service is a little short of what your client is looking for, a good presentation might just be what will transform his or her disinterest into a realization, an eureka moment, a "Hey, I DO need this" moment.
How do you deliver a sales pitch that will have your prospects asking questions and dreaming about it for days? Here are a few tips you might want to try out.
1. Get psyched, yourself.
When you are delivering the presentation, you are given the limelight and all eyes in the room will be on you. Take advantage of this opportunity and give a powerful performance. You have been given the wheels to steer for a while, so you must work at motivating your listeners to also go where you are heading. Show interest and excitement over what you are offering so that your listeners will be psyched themselves. Positive energy is contagious.
You don't have to be a clown to entertain your prospects. What you need to be is psyched and pumped up before the presentation starts, and your positivism will naturally emanate throughout the rest of the session. Your goal is to make your prospects feel good that they set aside time for you.
2. Exploit audience participation.
Most people expect meetings and presentations to begin with boring introductions and end with equally ho-hum conclusions. Why not try a different route and begin by seeking participation from the audience? Ask them questions that would pique their interest in what you are offering. For instance, if you're trying to propose a new car model, ask the audience first what they want to improve in existing cars, or what they absolutely hate about the present models.
Do this in moderation, though, because too much can be annoying. Not everyone likes to participate in "small talk" during a presentation so you have to keep this at moderate levels.
3. Make eye contact.
This shows that you know what your are talking about and are not simply reading off a memorized spiel in your head. Eye contact signals sincerity. This is what most clients are looking for in sales persons.
4. Don't make unnecessary movements.
Too many hand gesticulations and constant movements will distract your audience and prevent them from listening intently to what you are saying. Limit your movements to a minimum and gesticulate only when necessary, like if you want to stress a point. People who move too much during sales presentations give off the impression that they are unprepared and very nervous about what they are doing. Plant your feet firmly on the floor and stand with your back straight. Don’t be a stiffy, either.
Your voice is not the only one that counts during a presentation. If somebody wants to make a comment or a suggestion, listen. Don't try to contradict if you don't agree. Instead, present an alternative, or highlight the positive aspects of your product or service. Arguing with your client is a major no-no. You want to close a deal with him or her, not engage in a brawl.