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!
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.
One I tailor my presentation to my buyer, I always if possible do a run through we a flellow colleage asking them to see if it hit the objectives, seemed personable, and tailored towards them. I also run through the presentation in my head timing it to make sure it within time to show my value of their time.
Preparing for a sales presentation involves a balance of thoroughness and strategic focus. Initially, I immerse myself in understanding the client's unique needs and history, ensuring the presentation resonates with their specific challenges and goals. I then tailor the content to speak directly to their situation, integrating relevant examples and data that underscore the value proposition. Rehearsing is crucial — not just to smooth out the delivery but to anticipate potential questions, enabling a confident and authoritative presentation. A final check of all technical aspects ensures a seamless experience. Ultimately, a well-prepared presentation is a cornerstone of sales success, demonstrating both competence and dedication.
Each presentation/proposal is customized to the client's home to address their specific needs and goals, and gives them a projected forecast as to what their ROI will be for each solution proposed.
Customizing the presentation to address the prospect's key concerns, coupled with consistent rehearsal and maintaining a neutral stance, alleviates my stress while conveying to the prospect that I'm not simply a pushy salesperson, but genuinely focused on aiding them and fostering mutual benefit.
Tailoring the presentation to what's the most important to the prospect repeated practicing along with coming as neutral for the prospect relieves my stress and gives them the idea that I am not trying to be a pushy salesman rather trying to help them and make a mutual benefit.
Practice makes perfect! I also make sure to use captivating visuals and use a strong introduction to begin with, in order to gain the auidence's attention.
How I get myself ready is I put myself in the shoes of a prospect which is 1. make it super interesting and fun and about the prospect so they do not lose interest 2. Make sure it is pertaining to their particular solutions 3. making sure your body language presents confidence rather than insecurity and doubt
In my scenario, before preparing for a sales presentation I have to gather necessary information about my prospect their challenges, goals, how I can help them achieve. I will tailor specific solution for in the deck. However, what you've taught it's brilliant with I have to implement for my next sales pitch!
