Effective Sales Presentations

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Effective sales presentations come in many shapes and sizes. The following tips can help you get your message across.

1. Be prepared: It's not just the Boy Scout motto; it should also be yours.
2. Be concise: Longwinded, stem-winding speeches went out fifty years ago. Your customers want it short, sweet, and simple.
3. Be understood: If you want to show how smart you are, write a book. If you want to make a sale, keep it simple.
4. Be enthusiastic: If you're not excited about your product, they won't be, either.
5. Be descriptive: And when you paint those word pictures, stress customer benefits, not features.
6. Be inquisitive: More sales are made with the ears than with the mouth. And remember: the whole point of the sales process is to solve the customer's needs, not your own.
7. Be willing to ask for the order: Unless you're willing to extend the customer the courtesy of asking him or her to purchase your product, you're probably wasting your breath.
8. Be truthful: Those who over-promise and under-serve are doomed to the economic backwaters of life. But those who under-promise and over-serve are rewarded with fat checkbooks and clear consciences.
9. Be yourself: Don't try to be somebody you're not; your presentation should reflect your own personality and style. Besides, if you're pretending to be someone you're not, the customer will know it, probably before you do.
10. Be happy or, in the alternative, find another job: Life is short, and if you don't enjoy your work, you'll be sorry. If sales presentations aren't fun for you, you may be in the wrong business. Besides, nobody buys from a miserable salesperson.

The Sales Presentation

"A good sales presentation starts logically and ends emotionally."
Zig Ziglar

"Find the customer’s key issue, then concentrate on it."
Frank Bettger

"Truly outstanding salespeople are excellent listeners."
Joe Girard

"Remember, you’re not selling products or services. You’re selling solutions to your customers’ problems."
Robert L. Shook

"Your enthusiasm will be infectious, stimulating and attractive to others. They will love your for it. They will go for you and with you."
Norman Vincent Peale

"The real salesman must sell something of himself with each sale."
Robert W. Woodruff

Communicating Your Ideas

"Be fully prepared for your sales call. It’s a big confidence booster."
Ross Perot

"Speak the customers language."
Sales Adage

"If you have an important point to make, don’t try to be subtle or clever. Use a pile driver. Hit the point once. Then come back and hit it again. Then hit it a third time with a tremendous whack!"
Winston Churchill

"To get your ideas across, use small words, big ideas, and short sentences."
John Henry Patterson

"Short words are best and old words when short are best of all."
Winston Churchill

"It’s not what you tell them…it’s what they hear."
Red Auerbach

And Finally

"Remember, you’re selling customer benefits, not technology or product features."
George M. Kahn

"Throughout every presentation, I assume the sale."
Joe Girard

"Ask yourself this question: Would you buy from you?"
Zig Ziglar

This page was written and compiled by Criswell Freeman, Psy.D.






 

 

 

 

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