Put Your Best Foot Forward
You've made presentations hundreds of times and could probably do them in your sleep, right? So who needs help with their presentation? We all do!
First, are you encouraging questions? Great! But, go a step further and ask for them, and not just at the end of your presentation. Tell the merchant to interrupt you when she has a question or needs a point clarified. That way, she's involved in your presentation and it becomes interactive. If questions still aren't being asked, go ahead and ask them yourself. For example try saying, "You may be wondering how the Multiple Check Premium would work for you if you had a consumer come in today who didn't have enough money for a down payment." And then tell her how it works.
Second, don't be afraid to stress your important points. Have you ever seen a commercial over and over, yet you don't know what it's advertising and then one day, WHAM, you know it's chips or a car? We all know the average consumer must see an ad numerous times before being motivated to a buying decision. Therefore, don't be afraid to repeat your important points during your presentation. Pick two or three points you really want to get across, such as "Increased Approvals" or "24-hour customer service," and mention those throughout your presentation.
Next, honesty really is the best policy. Don't tell a merchant something just because you know it's what he wants to hear. Stick to the facts, remain honest, and you won't have to worry that what you told this person is different from what you told another. Focusing on honest business practices will allow you to make the most sales and have the most satisfied customers. On the same note, if you don't know the answer to a question, don't muddle your way through. Admit you aren't certain of the answer but make a commitment to find the answer ASAP.
Fourth, if you get nervous, use that energy to your advantage. Channel your adrenaline and harness your anxiety to add enthusiasm to your presentation.
Finally (at risk of sounding like your mother), "Stand up straight!" Good posture will add credibility to you AND your service. Show your prospect that you're proud to represent your company, have faith in your service, and are confident in your own selling skills.
There's always room for improvement and if you follow these steps, you'll be that much closer to perfect. After all, learning to be a better Sales Professional is not like learning to be tall. This is not acting, it does not exceed the realm of possibility; it just requires practice.
