Presenting a sale can be nerve-wracking. If you prepare yourself thoroughly and do some tests, you can increase your confidence and offer the product or service to the best of your ability.
Steps
Step 1. Research both the prospect's company and yours
Make sure you know as much as you can about the company you're targeting so that you can tailor your presentation to meet their needs. You can use the internet or speak to the company representative. In addition, you will need to know the history of your own company and every detail about the product or service you offer, so that you can accurately answer any questions.
Step 2. Think of a presentation that best meets the needs of the prospect
For example, if you are selling a product, bring a sample or prototype with you. If your product or service is very detailed, use graphics, images and brochures to make yourself better understood. The use of slides is useful in all circumstances; However, make sure to customize them according to the client and not to use a single package for all the presentations you make.
Step 3. Begin your presentation with a brief history of the company
It is best not to go into too much detail because business people often have little time to listen to presentations. Commit to keeping the customer's attention high.
Step 4. Tell the customer how your product will meet their business needs
Identify the different ways your product can solve a problem or boost the company's bottom line. Go specific and focus on what is most valuable to the company; for example, if the customer's main goal is to improve customer service, don't talk to the purchasing manager just about increasing production.
Give as detailed explanations as possible to answer the customer's questions before they even ask them. If your product is very technical, use visual tools to better guide the customer through the presentation. Give concrete examples of ways your product has helped similar companies
Step 5. Make a comparison between your product and others available
By facing the competition directly, you can answer questions the customer may not want to ask.
Step 6. Explain your company's delivery procedures, transportation times, service customization, billing and costs
Quickly give details on these articles to close your presentation.
Step 7. Answer the questions from the customer
It is a good practice to prepare for any challenging objections or questions before starting your presentation so that you can answer them comprehensively. If you don't know how to respond, tell the customer that you will inquire and let them know in a short time. Then take care to do it.
Step 8. Close the presentation by thanking the customer and inviting him / her to call or email when you wish
Don't be pushy but let it be understood that you will be ready to start when he or she wants.
Advice
- With practice, you will learn how to present more confidently. Practice with the visual tools you have available to find the best way to insert them; you can also give a test presentation in front of your colleagues or friends and get advice on how to improve yourself. Work on gestures and expressiveness. You have to be passionate, but don't overdo it.
- Give the client the opportunity to ask questions during the presentation. If you go too fast, your customer will likely be overwhelmed and won't get a clear idea of what you offer and therefore won't make the purchase.
