You’ve gone through the entire discovery process—and you think you’ve done everything right.
You’ve asked great questions to uncover your prospect’s biggest challenges. You learned exactly what your prospect needs.
But even after giving your best sales presentation, you were still met with rejection.
More likely than not, your prospect said something like, “I really need to think this over. Can you call me back in a week or so?”
What did you do wrong? Or, more importantly, what didn’t you do right?
In this video and article, I’m going to answer that question by showing you 5 killer sales presentation techniques to close the sale.
Follow these tips, and you’ll never hear objections like “I need to think it over” after a sales presentation again. Check it out.
How the Right Sales Presentation Techniques Can Help You Crush Your Goals
There are a lot of skills you can work on as a salesperson—mastering cold calls, writing the perfect prospecting email, asking for referrals, and more.
But there’s one sales skill that matters more than all the rest.
There’s one sales skill that will determine whether or not you’ll be a successful salesperson.
What is this all-important sales technique? Knowing how to close the sale.
While it’s great to master planning out your day or networking with c-suite prospects, if you can’t close sales, you just won’t make it as a salesperson.
But with the right sales presentation techniques to guide you through your sales meetings, you’ll start closing more sales than ever before.
This is absolutely key to crushing your sales goals and rising to the top of your industry by giving an outstanding sales presentation at every opportunity.
Read on to learn 5 killer sales presentation techniques to help you close more sales and become a superstar salesperson.
Sales Presentation Tip #1: Keep your sales presentation short.
This is a common sales mistake I see all the time.
Salespeople get so excited about what they’re presenting that they ramble on for far too long.
TIME Magazine reports that the average attention span is a mere eight seconds—so if you’re talking on and on, your prospect probably isn’t even listening!
While passion for a product or service is a great thing, you can and should still be able to follow this first of five tips on sales presentation techniques: Keep your presentations as short as possible.
At the end of the day, prospects only care about what they care about—namely, themselves. Your sales presentation should reflect that.
Instead of droning on about every last detail of your offering, keep it short and focused on your prospect and how you can help them solve their key challenges.
In order to keep prospects engaged, a good salesperson will make this one of their most important sales presentation techniques, presenting only what they need to present and nothing more.
Sales Presentation Tip #2: Tell a story in your sales presentation.
There are two basic ways to go about organizing a sales presentation.
The first is to focus on features and benefits. This is the old-school way to present your product or service.
If you’re looking for sales presentation techniques to close the sale, a features and benefits presentation is not your best option.
Sitting through one of these outdated presentations is about as exciting as reading a high school textbook. Don’t make your sales presentation feel like a boring first-period history class.
The second and far better way is to use a case study presentation, which feels less like reading a high school textbook and more like listening to an interesting story.
To prepare a case study presentation for your next sales meeting, use examples of what you’ve achieved with past customers to tell a story that will resonate with your prospect.
Sales Presentation Tip #3: Present solutions to your prospects’ challenges—then stop.
When a prospect shows interest in a product or service, most salespeople start getting excited; they can almost taste the close of the sale.
As a result, they start going overboard by trying to cover every last feature or benefit.
Of course, the prospect wasn’t actually interested in all those little details, so before long, interest starts to wane in your sales presentation.
Instead, start every sales meeting with the goal of uncovering and understanding your prospects’ key challenges.
Only then can you move forward with presenting a solution to those challenges—and nothing more.
By ending it there, you’re far more likely to hold a prospect’s interest and ultimately close the sale, making this one of the most important sales presentation techniques for a successful meeting.
Sales Presentation Tip #4: Look for feedback throughout your presentation.
When you treat your sales presentations like a monologue, two things happen.
First, prospects get really bored. They start to check out mentally and miss most of what you have to say—even the good stuff that would normally interest them.
Second, you have absolutely no idea if the prospect is on the same page as you throughout the presentation.
You can get all the way to the end of your monologue without ever realizing that your very first point didn’t ring true to your prospect, so you failed to look like an expert in their eyes.
One of the simplest but most effective sales presentation techniques to close a sale is to get feedback throughout the presentation.
You can do this by constantly ending sentences with little questions like, “Does that make sense?” or “Can you see how this would work for you?”
Sales Presentation Tip #5: Interruptions in your sales presentation are a good thing.
Many of the best sales presentation techniques boil down to the idea that salespeople should be slow to speak and eager to listen—and the last one on this list is no exception.
Anytime a prospect interrupts your presentation, stop immediately. Don’t talk over the interruption in an effort to push through and finish your sales presentation.
Instead, welcome the interruption and let prospects ask their questions or share their concerns.
An interruption could be as obvious as, “Hey, I have a question,” or as subtle as a change in facial expression.
Even if it’s just in response to a slight shift in body language, you can implement this as one of your sales presentation techniques by responding, “Was there something that you wanted to ask?”
Think of it this way: The opportunity to find out what a prospect is thinking is always far more valuable than whatever you were about to say.
Interruptions are opportunities to find out what your prospect cares most about, overcome objections as they arise, and ensure you stay on the same page all the way to the close.
Conclusion: Proven Sales Presentation Techniques Will Help You Close More Sales
At the end of the day, you should have one major focus as a salesperson: Close more sales.
A salesperson who can’t close sales won’t stay a salesperson for long.
Fortunately, using proven sales presentation techniques can help you close more sales, crush your goals, and ultimately succeed in your career.
First, remember to keep your sales presentation short.
Prospects have limited attention spans, and the less you can say to make your point, the better chance you have of keeping them engaged all the way to the close.
Second, replace your outdated features and benefits presentation with a much more powerful case study presentation.
Instead of telling your prospect what you can do, show them by presenting a story of similar customers who have solved their biggest challenges with your help.
Case study presentations make you look like an expert and prompt even the biggest companies to trust you and your solution.
Third, learn to dig into your prospects’ challenges and present a solution to those challenges—and nothing more.
Knowing when to stop is key to closing more sales.
Fourth, make looking for feedback one of your top sales presentation techniques.
Use lots of short and easy questions throughout your presentation to keep prospects engaged and ensure you’re both on the same page.
Finally, welcome interruptions from prospects.
Remember that the prospect’s feedback—whether it’s a question, concern, or simply a change in facial expression—is always more valuable to you than plowing ahead to finish your sales presentation.
Sales Presentation Bonus Tip #1: Match your prospect.
When giving a sales presentation, many salespeople are so focused on what they’re saying that they don’t pay much attention to how the prospect looks or behaves, both overtly and more discreetly. For example, is the prospect very dressed up or casual? Using an energetic, loud voice or speaking quietly and slowly? Giving off vibes of friendliness or shyness?
To make your sales presentation even more effective, start to match your prospect in these ways. The two most important factors to keep in mind are tone and vibe. How does the prospect sound, and how does the prospect’s presence feel?
It’s a scientific fact that people are more receptive to communication if they feel like the other person is similar to them and understands them. So match your prospect in as many ways as you can in order to build that connection and make your sales presentation more compelling and relevant.
Sales Presentation Bonus Tip #2: Build a connection.
Matching your prospect is one way to start to build a connection with prospects during a sales presentation. But you can always implement a few other strategies to build rapport during the sales presentation phase.
First, try “breaking the pattern” during the sales presentation. Do what’s not expected of you. Your prospects have heard the same sales presentation a thousand times before. So, do what you can to make yourself distinct, and you’ll actually connect better with the prospect.
When you give the same sales presentation as every other salesperson out there, prospects put up a wall. Try to constantly break the pattern to build rapport.
Next, you can make sure to focus exclusively on the prospect during any sales presentation. This is critical to building strong connections in sales. Don’t focus on your product; focus on how it helps solve their challenges. Don’t focus on features and benefits; focus on how you can make your prospect’s life easier.
And finally, repeat and rephrase what the prospect says throughout the sales presentation to show that you hear them and understand them.
Sales Presentation Bonus Tip #3: Follow the 60-Second Rule.
When you’re giving a sales presentation, do you find yourself talking a mile a minute?
This is a common pitfall in sales, so you’re not alone. Put the brakes on your monologue tendencies by following the 60-Second Rule: Never talk for more than 60 seconds during a sales presentation without pausing to elicit feedback or a response from the prospect.
This is as simple as it sounds, but it will makes your sales presentation more effective in virtually any scenario.
Sales Presentation Bonus Tip #4: Quit while you’re ahead.
Many salespeople sabotage their own sales presentation simply by failing to quite while they’re ahead.
Here’s what I mean: When you’re nearing the end of the sales presentation and the prospect is fully on board, resist the urge to add one last component to the presentation or throw in details about just one more feature or benefit to what you’re selling.
Don’t ruin a good thing by falling victim to the temptation to put everything and the kitchen sink into your presentation.
Quit while you’re ahead, and if the prospect is on board, wrap up the presentation without adding in that one last thing that could change their mind for the worse.
Sales Presentation Bonus Tip #5: Make a clear and scheduled next step.
Every sales presentation absolutely must end with a clear and scheduled next step.
It’s amazing how few salespeople make it a strategic part of their sales presentation to include a next step.
This is necessary for any sales presentation in order to keep the momentum going from a good sales presentation and leverage it to close the sale.
Each of these proven sales presentation techniques will help you talk less, listen more, and engage your prospects for your most profitable sales meetings ever.
So there you have it. Now you know 5 killer sales presentation techniques (plus 5 bonus tips) to close the sale.
I want to hear from you. Have you ever used one of these approaches before? If so, what was the result? Be sure to share below in the comments section. I’ll respond to every comment I possibly can.
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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.