Jul 11, 20219:03 PM - edited Aug 12, 202110:46 AM
HubSpot Employee
How do you prep for presentations?
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!
I customize my presentation based-off the needs, goals, and challenges that they have. I make sure to research my client fully, prepare my stuff ahead of time, and practice how I want the presentation to go. I make sure to be personal and transparent.
To prep for presentations, research your audience, tailor your content to their needs, practice your delivery, and prepare any supporting materials or visuals.
Practice, practice, practice. Everything is so much easier if I've walked through the territory several times in my mind and become familiar with it. Even left fielders will be navigated with ease. I also make sure to study the buyer in as much detail as possible. I might even find their posts online, depending on who they are, there might even be a video online, etc. This way, I chip off some of the ice ahead and make my rapport building easier when we finally connect.
To prepare for a presentation, especially a sales presentation, follow these steps:
1. Understand Your Audience: Know who you are presenting to, their interests, pain points, and needs. Tailor your presentation to address these aspects. 2. Clarify Your Objective: Be clear about what you want to achieve with the presentation. Is it to inform, persuade, or sell? 3. Structure Your Content: Organize your presentation into a clear and logical flow. Start with an introduction, followed by the main points, and conclude with a strong closing that includes a call to action. 4. Create Visual Aids: Use slides, charts, and other visual aids to support your message. Make sure they are simple, clear, and not overloaded with information. 5. Practice: Rehearse your presentation multiple times. This helps you get comfortable with the material and timing, and reduces nervousness. 6. Prepare for Questions: Anticipate possible questions and prepare your answers. This shows you’re knowledgeable and ready to engage with your audience. 7. Check Technical Setup: Ensure that all technical aspects, such as projectors, microphones, and any other equipment, are working properly. 8. Confidence and Delivery: Speak clearly, maintain eye contact, and engage with your audience. Show confidence in your message.
These steps will help you deliver a compelling and effective presentation that resonates with your audience.
My take on prepping for presentations: understand my audience’s needs and tailor the content to address their specific pain points, using compelling storytelling and always using some sort of data-driven insights. Practicing my delivery first, anticipating big questions, and following up with a summary and next steps to keep the conversation going 🙂
First i organize the needs/ goals /objective of the client and tailor the presentation according to the needs of the client and essentially highlight how ccording to their requirements our solution is best by enriching the solutions with testimonies etc .
I always aim to show the main benefits they can get from me or the services my company offers and how they can see I'm different from other suppliers they might've spoken with
Take time and research about your prospect then gather ideas about the needs and requirments, while gethering information for myself. Then hold a meeting and when it happenes give a marvelous presentationa and gain the customer .
To prepare for sales presentation after finding a lead and understanding their needs, I review all gathered information visualize success prepare for interaction stay flexible, and enter the presentation with calm confidence
In this instance, we need to look back at all the discovery we have done in prior communications. You did not put in all that hard work just to spit out the same presentation verbatim.
Review their goals, challenges & timelines. What are the potential implications or consequences of them not using your tool going forward? What is the timeline you foresee as being needed to ensure they reach those goals?
Once you have a holistic view of their situation, lets make the presentation.
What does our product do different, that will uniquely serve the clients needs?
Instead of starting with a pitch describing your product, bring to the forefront the challenges and goals they have already mentioned. Ask for confirmation. Then ask them questions such as " Well if goal X was achieved, how would you feel about that?" Make it about them!
Once you have clarified all these aspects they mentioned previously , ask them questions to see if they too acknowledge the value this brings.
If they do, then let's book the next steps.
If they don't - then lets go back to a discovery situation where we try and find out why.
Before closing the conversation and looking for that signature , lets get any final concerns out in the open by using the 1-10 technique : " On a scale of 1-10 , where 1 is you are not interested and 10 is "Sign me up now " , where do you see yourself?
If over 6 - address it with a sense of amazement - "Wow , an 8! Based on our conversations I was expecting to hear maybe a 6 - Can I ask you why you picked 8?" - this leads them into airing out any further concerns which you can then address using the triple A framework - Acknowledge, Propose Alternative viewpoint & Ask for feedback . Ask them what it is about your product that makes them want to move forward.
Now you have addressed any final issues , you can ask " Well , it's great to see so your number is so high, but now that we have addressed problem X,Y&Z would you now consider yourself at a 10?" - Address why or why not?"
Congratulations, you now have a fully holistic overview of both the clients needs and challenges & where they are with purchasing your product. Good luck !
I prepare for presentations by going over the prospects' details they have given me about their problems and also doing research on them more in depth. Also combined with preparing for objection handling
A useful way to prepare for the sales presentation would be to put yourself in the perspective of the prospect. Embody their perceptions on the benefits, risks, and everything in between that comes with choosing your offering. This way, you can anticipate possible questions they may ask.
- Confirm timing (when will the prosepect sign the contract)
- Confirm the prospect's budget
- Understand how the prospect goes about making a purchase (is it his decision or does he has to involve someone else)
To make sure you're prospect is ready to commit you can use the the 1-10 technique and eliminate any lingering doubts the prosect had about making the purchase.
You're not trying to sell, you're trying to help buy!
Investing time and effort into preparation, you can maximize your chances of delivering a successful sales presentation that resonates with your audience and drives results.
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