Follow These 10 Secret Success Tips to Make Your Next Sales Presentation Great
by Adam Luckeroth, on Dec 26, 2013 2:42:55 PM
Before you open with your pitch, understand one simple fact: people respond to people. Even if your pitch is comprised of the most compelling facts and figures, without a human face and personal connection to communicate value, those numbers mean nothing. Strive to make your interactions personal, including phrases like "I" and "you" so that they understand your shared stake in the venture. Doing so will not only help sales conversion, but build relationships in the process.
Make a Memorable First and Last Impression
A lot hinges on your first contact with a potential client. Much of what determines the likelihood of sale is determined within the first seven seconds of a meeting. The perceptions formed are not limited to surface judgments either; these personal assessments include everything from status to trustworthiness. For this reason, you should be confident in both your entrance and exit, gaining trust initially and leaving a lasting impression in their minds when you depart.
Practice Good Speaking
In many ways, the effectiveness of a good sales pitch is not determined by nuance. Practicing strong public speaking skills remains the most fundamental way to improve your presentation. Avoid filler works like "um" and "uh", keep your body language open and confident, avoid shifting your weight back and forth frequently and speak slowly and clearly. It's not complicated, but these simple steps can make all the difference.
The attention span of the average human being in the Internet age has reached a paltry five minutes. When delivering important and sometimes complex information, this leaves little breathing room for loquacious orators. Know what you want to say and make a point of saying it effectively, quickly, and intelligently in order to avoid losing listeners before your message even lands.
Have a Clear Objective
Leaving your mark means knowing what mark you wish to leave. Doling out information ad nauseum may make the facts known, but without pointing these statistics in the right direction, your sales pitch amounts to little more than a lecture. Know what you want to accomplish with each customer and focus your efforts on that aim specifically. Doing so will cut out the excess and keep your listeners on track.
Effectively Structure Your Material
Throwing out your call-to-action before you've even made your argument doesn't make much sense. Constructing a narrative by leading your audience down an interesting and effective path, on the other hand, does. When you organize your information, address their needs and concerns of first, and then construct a picture of how your product helps improve their situation. Know your listeners and guide them down a relevant, engaging, and well-organized path.
Use Memorable Stories
Statistics in context may drive a pitch, but an interesting story helps it stick. By offering interesting tales of solutions with a personal backdrop, you not only solidify the effectiveness of your product or service, you connect with your audience on a human level. Research has further reinforced the potency of stories, enlightening our nature as creatures whose minds operate most effectively when information is structured so.
Don't Overdo the Detail
As fervently as you feel that every statistic brings legitimacy to your pitch, knowing what to keep and what to toss is much more important. It is important to take a look at every detail of your presentation and determine whether or not that fact holds any bearing on the lives or circumstances of your listeners. Focusing on the relevance of facts ensures that the meat-and-potatoes of your argument remain engaging and effective, eschewing dry, academic delivery for well-crafted messages.
Leave Fluff Out
The aforementioned statistic on the average human attention span affects many aspects of an effective sales pitch. In particular, the economy of time your presentation is faced with, necessitates avoidance of all information, stories, or conversation points that do not directly benefit the message and reach toward the goal. Avoid bad jokes or pointless ramblings and make sure that all of your facts and points of argument mean something to the listener.
Give Your Message Time to Land
While your pitch may be compressed and concise, the effectiveness of your efforts will not manifest until the human brain digests that information. For this reason, avoid over-reading the reaction of your audience. If you offer some life-changing insight regarding the effectiveness of your product, it may not be that the client has failed to see the value; the implications of this reality simply have not hit yet. Be patient and understand that pitching a product requires a lot of convincing in order to turn meetings into sales conversion.
Effective communication is the backbone of a good sales pitch and knowing this can improve your bottom-line and your confidence. Connect on a human level in a concise manner from the very moment you walk in the door. Keep your presentation organized and effective and give your handiwork time to land. Observing these basics will keep your mind on track and your pitch on point to the benefit of your relationships and effectiveness.