Selling a Product or Service through a Sales Presentation

Selling a Product or Service through a Sales Presentation

The main factor that decides the success or failure of the sales bid made by a company for a project is the sales pitch or the presentation made by the company. The sales presentation should be specific to the solution that is going to be provided. The presentations should not be generic about the advantages of the products and the benefits the customer gets. The presentation should specify clearly how the product proposed will help to meet the objective of that particular project. Each and every problem has a different dimension and the sales presentation should talk about those specific problems that will be addressed by the solution.

When giving the sales presentation, it is usually helpful for the company making the sales presentation to carry some kind of prototype of the solution they are proposing to the customer. By showing the prototype to the customer, the customer is able to get hands-on experience on the potential finished product and will develop a sense of faith with the organization making the sales presentation. This will give customers the confidence that the presenting company have the required facilities and the required technical abilities to provide an adequate solution which meets the project objective.

The next important factor to consider during sales presentations is the presenting ability of the sales person making the presentation. It is important for business owners to carefully pick a person who has the ability to attract customers with his verbal abilities. The person making the presentation should have good and powerful communication skills to arrest the customer's attention. Most customers lose their interest on the sales presentation if the presenter gives a plain presentation using a monotonous voice.

The presenter has to thoroughly rehearse the presentation in his/her own organization and take on board the feedback of superiors and colleagues. By constantly improving upon presentation skills by implementing the suggestions provided, the presenter will be extremely confident in presenting before the end-customer and will be able to keep the customer's attention.

One more strategy that can be adopted is to use a white board while making the presentation. This whiteboard can be used to note down the important points discussed during the sales presentation. The presenter should also include the questions posed by the customer and put it in the white board. Though the presenter may have already answered the questions, by putting down in writing it will send a message to the customer that they have been given due importance.

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