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Step Three: The Sales Presentation

Many sales people feel the most exciting part of the sales process is presenting products or services to prospects. Finally, the vast amount of knowledge you have about your products, services and your company comes into play!

A few tips from sales pros about sales presentations are listed below:

• Don't be afraid to be excited about your product. If you're not, your prospect certainly won't be!
• During presentations, focus on the benefits of your products and services. Benefits are different from features, which are characteristics such as size, color and functionality. Benefits answer the customer's question: "What's in it for me?" Benefits are what cause people to buy.
• Set objectives for sales calls. Write the objectives on index cards and keep the cards handy to make notes as you think of items to add.
• Be on time for sales appointments. If you are unavoidably delayed, call before the appointment to let the prospect know your estimated time of arrival.
• Be prepared for your call. Have your sales kits, sales tools and answers ready.
• Be relaxed during sales calls. If you're tense you might make prospects uncomfortable, which is a state that's not conducive to buying!
• Let prospects talk 90 percent of the time; they'll tell you how to sell to them. You just need to listen.
• Use testimonials. Your best selling tool is a reference from a satisfied customer.
• Don't be afraid to ask for the business.
• Invite prospects to interact with products. For example, encourage customers to try a watch on, operate a device or smell the bubble bath.
• Limit the choices during a sales presentation. Most experts advise sales people to show prospects only three options at a time. Too many options may prove overwhelming and prospects won't choose anything!
• Adapt your sales presentation to your prospect. For example, a travel agent would provide different types of information about a cruise package to a couple going on their first cruise than to a couple that has been on dozens of cruises.
• Rate yourself after sales calls. Determine what you did well and what you need to improve upon. Develop action steps for improvement.
• Always follow through on promises.
• Determine your prospect's hot buttons and work them into your follow-up plan.
• Follow up, follow up, follow up. It often takes five to 10 exposures to get a sale.