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September 14, 2010

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5 Tips to Make Your Sales Presentations Come Alive

Just knowing your product's features and benefits doesn't guarantee sales. To sell your product, you've got to create a need in your prospect's mind that can only be satisfied with your solution. When you’re demonstrating your product to a potential client, you’re in a critical phase of the sales process. It’s your one chance to positively impact a prospect. 

Whether in-person or doing an online demo, the best presentations move your audience to take action. As a sales professional, it’s your job to bring your presentations to life and build enthusiasm for whatever you’re selling.

Here are 5 tips to liven up your presentation:


1) Be energetic and enthusiastic. When you make the same points for the 50th time, it's hard to feel the same sense of spontaneity, and excitement as the first time. But don't let this happen. Give yourself a pep talk beforehand. Smile while you're talking, even on the phone - your voice will come across as much more positive.

2) Incorporate strong, interactive visuals. Go beyond Powerpoint. Use non-linear techniques like mindmapping instead. Use online tools like Balsamiq for mock-ups, or Dabbleboard for whiteboarding.

3) Involve your audience. Ask questions. Pause often and verbally make sure everyone is on the same page. Mention people’s names in order to grab (and keep) their attention. Something quick like, “As Bob mentioned a few days ago…” (Bob will give you 100% of his attention for the rest of your presentation!) If you are using a screen sharing tool like Glance, allow the participants to use the remote control feature, where they can point to items on your screen as if they were sitting next to you.

4) Ask feedback questions. Asking questions like, “Does that make sense?” during your presentation allows you to find out if you’re on target. If you get a, “no", ask more questions to find out where you went off. And be honest. If you don't know the answer to a question, don't try to answer it. There's nothing wrong with admitting uncertainty.

5) (Perhaps most importantly) If your customer is not in a position to make a decision at the end of your presentation, schedule another call. Come up with a reason to get back in there.

-- Carla Gates, Director, Marketing

>> Try Glance's dynamic demo tool, built especially for Sales Pros, to make your sales pitches come alive.

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