Sales Presentation Steps Video – Most salespeople struggle to keep their prospects interested during sales presentations. Luckily, you can learn the 4 key sales presentation steps to keeping your prospect engaged and excited during your sales presentation—so you never lose a prospect’s interest again. Check it out!
Have you ever been in a selling situation where you did a great job in the discovery meeting…but then noticed that your prospect looked aloof and bored during your presentation? If so, you’re not alone.
This is a common issue that many salespeople face. And even if you don’t face this problem, let’s be honest: You could probably do a better job of engaging prospects during your sales presentations. Sound fair?
Engaging your prospect during a presentation is a critical step to ultimately closing the sale. If you lose their interest, you’re dead in the water. In this video, I’m going to show you 4 steps to keep your prospect engaged and excited during your presentation. Check it out:
Sales Presentations Video Summary:
Sales Presentation Steps Video Tip #1. Only present to the challenges that the prospect mentioned.
We salespeople tend to get really passionate about our offering, and about all the things that we can do. This is great, because it means that you’re proud of what you do. Feel free to tell your friends and your family all about what you offer and what you do. However, your prospects don’t care. (By the way, your family probably doesn’t care either. But your prospects really don’t care.) All they care about is solving the challenges that are holding them back. Nothing else. Don’t present every bell and whistle that your offering has. Only present what is directly relevant to solving the challenges that they mentioned during your thorough discovery meeting.
Sales Presentation Steps Video Tip #2. Use a case study presentation.
For more than 100 years, salespeople have been taught to give feature and benefit presentations. It all started with the National Cash Register NCR primer. It’s a selling system that was developed in the late 1800s. Yes, that’s right. Feature and benefit selling goes back to the year 1887. Needless to say, that approach simply doesn’t work as well as it once did.
There’s a better way, and that better way is a case study presentation. A case study presentation is really the act of presenting your offering by sharing brief case studies or examples of how you’ve worked with others and how you’ve gotten them results. In basic terms, a case study will include you sharing the basic challenges that your client had before, what you ultimately did to solve those issues briefly, and then what the results were. By framing your presentation around case studies, you’re actually telling a story rather than bogging people down with information that they really don’t care about.
Sales Presentation Steps Video Tip #3. Get feedback throughout.
Most presentations are one-way dialogues that can go on for ma
ny minutes without the salesperson having any clue how the prospect is reacting. This is really a huge pitfall. In order to avoid this, it’s time to end any description of your offering during the presentation with a quick feedback-inducing question.
Does that make sense? (Time out. Do you see what I just did? I got feedback from you! Can you see what I’m actually doing here? I did it again. Seriously, do you get what I mean?) Every time you share any information on your offering during your presentation, you should get into the habit of asking for feedback. During a presentation I would do this at least 20 times. Really, doesn’t that make sense?
Sales Presentation Steps Video Tip #4. Present less.
This is a simple idea that will make you a lot of money. If you were to break up a sales process by the amount of time you spend in each phase of your process, discovery should be about 70% to 80% of the entire sales interaction. The presentation should be no more than 30% and ideally it should be much less.
This is, by the way, the total opposite of old-school traditional selling. You want to keep your presentations very short. Only present to the challenges that they mentioned in discovery. Share those case studies and get tons of feedback throughout. By doing this, the prospect is going to feel far more engaged in what you’re sharing. Does that make sense? There are the four steps to keep your prospect engaged and excited during your presentations.
So there you have it. Now you know 4 steps to keep your prospect engaged and excited during your presentation. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comments section and join the conversation.
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About the Author Marc Wayshak
Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.
Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.