After you’ve found a lead, connected with them, and uncovered their needs, it’s time for the big performance: Your sales presentation. How do you get yourself ready? Share your technique in the comments below!
*To learn more about this, check out the Delivering Personalized Sales Presentations lesson via HubSpot Academy.
Love this, @CRUNICORN! I think the enthusiasm piece is especially important to think about. This might be the hundredth (or millionth) time you’ve presented your product to someone, but it’s the first time this prospect has heard your message. If you really believe your product/service will meet their needs, you should be excited about that--and hopefully they will be, too!
Knowing the product and services you can offer to prospect build a positive and enthusiasm vibes.
First I play, Jump! by Van Halen 
I gotta warm up my muscles as I go in full cerebral on this awesome customer in my site. I gather whatver mess of notes I have from all resources and simplify it all. Nice and concise with no detail left out. Talk to them as I would like to be talked to - role play a few ways this could go. Then…show time!
haha… love Van Halen, RIP Eddie
I’m all about the 80s pump-up music! And I love your suggestion to gather everything together and simplify it. All of the previous conversations you’ve had with this prospect are probably a jumbled mess in the prospect’s brain. Boiling it down to the most important pieces and a clear plan of action is huge.
Role play! Great info.
1. If you are in the awareness/connect phase a conversation is usually better than a presentation to become human and understand the personality characteristics and level of the prospect.
2. In the consideration/discovery phase, we control with questions, so have a good list of questions like 28 Questions to Ask on a Discovery Call During the Sales Process
3. Do research on the prospect and make sure you mention that at the start of the call
4. Start with a strong agenda " My name is Dan from HubSpot. I have helped hundreds of companies get started with Inbound. I would like to ask some questions today, explain our expertise and see if its a fit. How much time do you have? Is there anything you want to cover? GREAT
5. Make it interactive with a question before each slide
6. Questions you can’t answer are archived
7.If the meeting is virtual, ask to record and get an automated note taker
8. Leave 15 minutes at the end for updates and next steps.
The opening call should be like whenever lead decides we must be the first option to get the call matured.
I do a lot of research on the organization and the prospect. I also reach out to anyone I think might be connected to this prospect to see if they have any insights for me (assuming the people I reach out to are org advisors or board members). Finally - I ping them with a note explaining exactly what we’ll be discussing on our call.
First, i´ll start the presentation process putting all the data aquired along the interview process with prospect together in order to start focusing in the our next client. Once I reach the point of confidence with all the data gathered I´ll will start the proposal with the following:
Why do you think our product/service is different to others?
List goals from prospect and how to solve issues along the way.
I personally believe in a solution-based approach and design my presentation with 3 basis aspects:
If we get an answer for the above 3 queries then it’s done deal
After you’ve found a lead, connected with them, and uncovered their needs, it’s time for the big performance: Your sales presentation.
Check prospect website to gather info.
invite them for a demo session. Send a follow-up email to show a bit about your software. So they could prepare some questions before.
Even tho I know I ask them to tell me about them.
Delivering the service they desire.
Answering all questions even possible questions they may need.(Try to cover as much as a question while introducing people more or less ask similar questions.)
The presentation is never the same, that’s why I love advising.
A few things I already do: Be excited, don’t be boring, and customize my solutions to my clients.
New things I’ll do: I will customize the presentation to my clients, add specifics we have talked about, INSTEAD of just mentioning them (put them in the slide if there’s a slide). I will use the Inbound Sales Presentation Flow.
Prepare a sales presentation that focusing on the requirements of prospects.
exploring the challenges of prospect help you develop create a better solution.
To prepare for a sales presentation I typically find solutions to the problems the customers have in common. Once I come up with different resolutions to their problems I began to develop a pitch that would capture the customers attention before introducing the benefits and solutions to their problems.