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Improve Your Presentations

You're familiar with the Seven Habits of Highly Effective People. Now we have Eight Ways to Improve Your Sales Presentations:

 

1. Look your prospect in the eye.

2. Use your prospect's name just two or three times during the presentation.

3. Avoid the passive voice.

4. Open up the floor to comments.

5. Listen actively, but don't interrupt.

6. Use "we" instead of "I" and "you."

7. Use "try," "could," or "may," in place of "need," "have to," or "must."

8. Smile!

With all that accomplished, now you need to answer one question,óWhat's the goal of your presentation?

 

- Is it to inform the prospect?

- Is it to introduce your company?

- Is it to introduce your service?

- Is it to get the sale?

I bet you're thinking, "To Get the Sale." But, not every presentation's goal is to walk away with a closed sale. Sometimes, providing all the data about your company, your service, the industry, the need for your service, AND asking for the sale is just too much for the prospect to absorb. (You'll know they are overwhelmed by the way their eyes glaze over and they try to suppress the yawns.)

 

1. Before your meeting, ask yourself these questions:
2. Have I met with this person before?
3. Have they met with any of my competitors before?
4. Did I meet with this company in the past but with a different person?
5. What do I want to walk away with?
6. What will I settle for?
7. Will this presentation be a step in a longer process or is it the entire process?

 

With these answers in mind, decide on your goal. If it's to bring home the sale you'll have an entirely different approach than if it's to simply introduce you're service and establish a need in the prospect's mind. Knowing ahead of time what the aim is will better you're chances of getting there.

 

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