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!
Tailor the presentation to the buyers context, no generic presentation. Make personalised sales presentation and be on their side of the table. You don't sell, you help to buy. Recap the stuff discussed befpre, suggest the best approach your product can help and how we can support it.
Based on my experience, when I was a potential customer planning to travel somewhere, a good travel agency would present their travel products or plans tailored to my needs. Additionally, through previous conversations, they explored my requirements and ideas, which helped them create a comfortable travel experience and lasting memories for me based on their travel plan.
From this lesson, I learned the importance of personalized presentation to our prospects and we can get feedbacks from our prospects based on some criteria.
In my previous sales roles, we used generic scripts. I have learned a lot from this course about tailoring the presentation according to each client's challenges or goals. By personalizing each presentation, making it relevant, informative, and engaging, and showing that you understand their needs, you can show how you are best suited to help them achieve their goals and lead them to a decision.
Think from a buyer point of view and personalize your presentation on that particular buyer that how your product can add value to them. They should think that this prresentation is for their own good.
I have not had the experience to make a solution presetation for sales, but i think it is very important to know their goals and chanllenge to help them overcome or achieve it. In the mean time. Try to be a honnest to build a trust relationships are important too
As part of great sales is is understanding the prospect, I make sure I understood their current state, desire state, and the gap between them. Then, impress upon your buyer that you are uniquely suited to help them.
I always prepare the presentation after fully understanding the client's requirements, business cycle, and challenges he faces and knowing his goals from implementing our solutions
To prep for a sales presentation, research your audience’s needs and tailor your content to address their pain points. Create a clear structure with a strong opening, engaging visuals, and a compelling call to action. Practice your delivery, anticipate questions, and test all equipment beforehand. Use storytelling and encourage interaction to keep your audience engaged. Ensure your presentation aligns with their goals to leave a lasting impression.
I typically start by conducting thorough research in advance. Following that, I hold meetings to gain insight into their challenges. I then create a tailored presentation that targets the specific needs and opportunities they've mentioned. Finally, I reconnect with them to collaboratively explore solutions.
Preparing for a sales presentation is crucial for delivering a compelling, engaging, and effective pitch. Here's a step-by-step guide to help you prepare:
1. Understand Your Audience
Research: Learn about your prospect's company, industry, challenges, and needs. Understand their business goals and how your product or service can address their specific pain points.
Know Their Persona: Understand the role of the people attending the presentation (e.g., decision-makers, influencers, end-users) and tailor your messaging accordingly.
2. Clarify Your Objectives
Define the Goal: What do you want to achieve from the presentation? (e.g., schedule a follow-up meeting, close the sale, educate the customer)
Key Takeaways: Identify the most important points you want your prospect to remember and act on after the presentation.
3. Craft Your Message
Value Proposition: Focus on how your product or service addresses the prospect’s challenges or helps them achieve their goals. Make sure your message is clear and concise.
Benefits, Not Features: Emphasize the benefits your solution provides rather than just listing product features.
Storytelling: Share relevant case studies, success stories, or examples that highlight how your solution has worked for similar customers.
4. Tailor the Presentation
Custom Content: Customize the presentation to the prospect's needs and pain points. Show them that you've done your research and understand their unique situation.
Use Data and Metrics: Whenever possible, include data, statistics, and metrics that demonstrate the impact of your solution.
5. Prepare Your Visuals
Presentation Slides: Keep slides clean and simple—use bullet points, visuals (graphs, charts, images), and minimal text.
Consistency: Ensure the design and branding are consistent throughout the presentation.
Engaging Content: Use multimedia (videos, infographics, etc.) to keep the presentation engaging and support your key messages.
6. Practice, Practice, Practice
Rehearse: Practice your delivery multiple times to ensure you’re comfortable with the flow and timing.
Refine: Focus on areas where you might stumble or sound less confident. Try to speak naturally and avoid reading directly from your slides.
Anticipate Questions: Prepare answers for common questions or objections that the prospect may have.
7. Prepare for Objections
Understand Common Concerns: Be ready to address potential objections such as pricing, competition, implementation challenges, or ROI.
Reframe Objections: Use objections as an opportunity to further explain the value of your product and how it solves their problems.
8. Have a Clear Call to Action
Next Steps: Conclude with a clear call to action—whether it’s scheduling a demo, setting up a trial, or moving forward with a proposal.
Confirm Commitment: Ask for commitment or the next step, so you're not left wondering where the prospect stands after the presentation.
9. Prepare for Technology
Test Equipment: Ensure that any technology you'll use (presentation software, microphone, video conferencing tools, etc.) is working properly ahead of time.
Backup Plans: Have contingency plans in case technology fails (e.g., printed handouts, backup laptop).
10. Follow Up After the Presentation
Send a Recap: After the presentation, send a follow-up email summarizing key points, addressing any concerns raised, and confirming next steps.
Stay Engaged: Keep the conversation going by providing additional resources or offering further opportunities to engage with your solution.
By following these steps, you’ll be better prepared for a successful sales presentation that builds trust with your prospect and drives meaningful results.
To effectively prepare for a presentation, you should: thoroughly research your topic, understand your audience, create a clear structure, design engaging slides, practice your delivery multiple times, and consider your body language and tone to ensure you confidently convey your message; key steps include outlining your presentation, knowing your key points, and practicing in front of a mock audience if possible.
Key steps for presentation preparation
Know your audience:Research who will be attending and tailor your content to their level of understanding and interests.
Define your objective:Clearly identify the main message you want to convey to your audience.
Research your topic:Gather comprehensive information and data to support your points.
Create an outline:Structure your presentation with a logical flow, including an introduction, body, and conclusion.
Develop slides:Design visually appealing slides with concise bullet points, relevant images, and minimal text.
Practice your delivery:Rehearse your presentation out loud multiple times, paying attention to pacing, transitions, and body language.
Time yourself:Ensure your presentation fits within the allotted time frame.
Consider your opening and closing:Craft a strong opening to grab attention and a clear closing to summarize your key points.
Manage nerves:Practice relaxation techniques to manage pre-presentation anxiety.
Before my sales presentation, I make sure to thoroughly review the lead's needs and goals, then tailor my presentation to focus on how my solution addresses those specific points. I also rehearse key talking points to stay confident and prepared, ensuring a smooth and engaging delivery.
By having knowledge and understandment of what I'm presenting, I am able to feel confident on my public speaking skills and this can result in a clear and cohesive presentation.
I make sure I review everything that I have gathered about my lead and I understand their goals and challenges and how we are the best to partner with. It is always a good idea to take the time to know who are the stakeholders in the meeting, big or small and have a tailored presention ready. I also make sure I am prepared to understand other products we may have to offer just in case they bring up a solution that has never been previously discussed.
make my presentation based on their needs and conversational all through with the goal of not selling but helping them reach a decision to buy!Rehearse and refine – I always do a run-through (or two) to fine-tune messaging and anticipate objections.
One of my best presentations happened when I turned a pitch into a discussion—focusing on their pain points first and
Presentations are always customized with only the elements of my solutions that are relevant to the prospects needs and written in language that reflects their company lingo and/or statements I have heard come out of the prospect's own mouth.
I prep by tailoring the presentation to their specific needs and goals. I focus on solutions to the challenges we discussed earlier and include examples or data they can relate to. I also practice beforehand to keep it smooth and confident it’s all about making it feel like a conversation, not a pitch!
In my role, I do not make sales presentations as of yet. However, when I start I will make sure to research them sufficiently and tailor my content to their specific needs, challenges and business audience.
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