Best Uses of Sales Presentations
If you begin your pitch by demonstrating your product, or by showing samples of work too early, you may risk getting sidetracked onto technical details. Or the prospect may tune you out because what you show may not precisely fit what they perceive as their need.
To get the most out of your presentation, consider implementing some of the following ideas that can smooth the way for a more successful sales presentation. Products that are presented under the best conditions will give you the best chance of making the sale.
- Establish the prospect’s need first. If you start talking about your product (or service) before you have established a foundation of need for it, you may sidetrack the prospect. Remember, you’re there to sell, not to quibble over engineering.
- Don’t try to use the sales presentation or demonstration of the product to create initial interest. The presentation should be for prospects who are already interested and who need more evidence of benefits.
- Once you have established the prospect’s need for the product, then use your presentation as a way to proove what you have said. The demo should back up your claims.
- Target your demonstration so that it proves a single point or limited set of points. Focus on points that directly relate to the client's needs.
- Don’t demonstrate for the sake of demonstrating. The presentation is a powerful tool to help you get closer to the sale, not a goal in itself.
- You don’t need to show everything the product can do during a presentation. Doing so risks overwhelming the prospect with irrelevant information. Additional benefits should be mentioned later, and will seem to the client like no-cost extras.