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How to deliver a good sales presentation:
Presentations are the most common activity conducted in corporate America’s meeting rooms. More than 30 million presentations are made everyday using PowerPoint slides. I am sure if you work for a company in America you have attended a handful, but how many of them you remember or how many of them truly made an impact on you, or changed your mind about some product, probably not many. For a presentation to be effective it has to have a clear point. The objective of the presentation has to be made clear from the start so the audience knows what to expect. The rest of the presentation has to accomplish making that point clear.
Audience has to gain something from the presentation; whether it’s a product feature that makes them more efficient or their personal life more fulfilling. Therefore it is important to understand the background of your audience. For example some automation software maybe very appealing to a project manger as it eliminates the need for more labor but it may not be appealing to people whose jobs will be eliminated.
The presentation has to have a clear flow. The ideas have to be in a natural sequence. Audience gets very confused if they don’t know what’s being presented on a particular slide, where it came from. Once they lose interest and focus you can’t get their attention back. For example, if you don’t clearly explain what problem your product is trying to solve and how that problem actually exists, audience will not understand why you are there talking, using up their time.
Most common problem with any presentation is that it’s too long and too detailed. Remember people have a very short attention span. The purpose of a good sales presentation is to get people excited about your product not bore them with technical details and scientific achievements. Details can be given to relevant technical people during evaluation meetings, the purpose of a good sales presentation is to tell a story about your product that people can enjoy listening to.
A sales presentation should be entertaining, eloquent, and to the point. It should capture the audience but the main goal of any sales presentation is persuasion. How do you persuade an audience? Understand beforehand, what they do, how they do it and what their pain points are. All audiences are uninformed about you product and skeptical at first. Don’t try to claim too much for your product in front of a skeptical audience, focus on one of two clear problems your product solves and explain that in the proper sequence.
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