How to Make Sales Presentations That Bring in Customers and Income!

#Sales, #Marketing

 

If you’re making tremendous sales with every sales presentation, whatever you’re doing, keep on doing it and disregard this article. If not, or if your sales are decreasing, and you’re not sure why, its time to engage in an honest assessment of the product, service or idea you’re selling, and your sales presentation.

 Let’s face it, if what you’re selling is inadequate for the need it is supposed to satisfy, or the problem it is supposed to solve, then it’s no surprise that you’re having trouble selling it.

 It is hard to sell a glass of sand to a thirsty man. Sure, it can be done, but how can you compete against someone selling a glass of water or a jug of beer? That competitor is going to get the majority of the market because he has the product that really does satisfy the need and solves the problem of a thirsty man. Similarly, if what you’re selling doesn’t satisfy or solve what it claims to satisfy or solve, then you need go no further in asking why you’re not making sales. It’s not your sales presentation, it’s what you’re selling that’s the problem. You need to find an idea, product or service that does what you claim it does, in your presentation.

 Products that are inadequate for the need or problem sooner or later die a natural death, but if what you’re selling is adequate, even competitive, then your slumping sales are probably due to your sales presentation. It’s time for you to criticize yourself.

 Start with the basics. Selling is a social service, enabling a person or entity with a need or problem to satisfy or solve that need or problem with the idea, product, or service that your sales presentation makes available. Sometimes the person or decision group you’re addressing doesn’t know they have the need or problem, but most often they do. If they don’t know, you have to virtually create, energize, and image that need for your customer at the beginning of your presentation.

 If they do know what they need, your job is to find out what they think they need, what they think their problem is, and then, in the first part of your presentation, let them know you fully comprehend their need or problem in as much detail as you can. Describe that need or problem for your audience as their need, not just a need in general. By the time you’ve finished describing the problem for them, they should be aroused and waiting in anticipation for your solution. Are you awakening their desire for what you’re selling at the beginning of your sales presentation?

 If you’ve succeeded in arousing desire for a solution to a need or problem in the first part of your sales presentation, the next part of your presentation will be the idea, product or service you’re selling. Here is where you tell the customer how your solution answers to the desire you’ve aroused in them. Where your solution is similar to other solutions, don’t mention the competition.

 Where your solution has an advantage over other solutions, mention the competition. Where your product is less than the competitor’s, downplay its importance, or offset your product’s deficiency by following with your product’s greater strengths. Involve your audience with simple questions which you know will be answered in the affirmative. Getting ‘yes’ and nods eases them into the final ‘yes’ that closes the sale.

 With solid basics, all else is style. Your sales presentations are the key that opens the door to greater wealth and the joy of success!