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!
When preparing the presentation, customize it to fit the lead’s specific needs. Focus on addressing the challenges and goals they shared during the exploration phase. Begin with them—not yourself. Instead of talking about who you are or what you’ve accomplished, highlight who they are, their objectives, and why you are uniquely positioned to help them succeed.
Prepare a tailored presentation by understanding your audience's needs, structuring content around their challenges and solutions, using engaging visuals, practicing delivery, and concluding with actionable next steps.
Understanding the audience comes both on an academic and emotional level. For a sales presentation, research the challenges and problems the audience is facing. Following that, capture their attention with a story that delivers a solution to their problem. Next, focus on the visuals that will aid to convey your message more effectively and practice the verbal delivery of the message. Lastly, prepare for questions that your audience might ask to ensure there is no uncertainty in the response. Keen anticipation combined with confidence will absolutely astonish your audience.
Stick to the format of recap, how others in your role solve, pros/cons comparison of approaches, best approach for you and why, and how we can support that. Anything that doesn't fit the framework either in the presentation of dialogue should be avoided. That said, be prepared to answer questions and have flexibility to move through the process.
Definitely practice the 1-10 closing technique against all objections we think they may have.
I would definitely start with making sure I have all of my information about the buyer together so that my presenation can be as peronalized as possible and also making sure that my language is in check; avoiding words like "I" and "our/my company" and instead trying to use "we", "us", "together" more to help the buyer envision what it would be like to work together.
As regard preparing my presentation, I have to personalize my presentation on the prospect by understanding their challenges, goals, objectives and budget. I also have to walk them through the stages of identifying their challenges, exploring and proffering solutions to their challenges.
I tend to research the buyer's information, like what they look like on linkedin profile. I also analyze on what they are looking for directly and how I can help them get what they looking for.
I conduct a thorough analysis of buyer's challenges then recap of what they have told me in the initial phase, present on how others overcome similar situations, tell about the pros and cons of different approaches leading to advising on the best approach with the highest yield and ultimately supporting them achieve the goal using our product or service!
First, get to know your audience by defining clear objectives, organizing your content with an attractive introduction, a concise development, and a striking conclusion, using visual slides with little text, and practicing several times to improve fluency and time control, anticipating questions, managing nerves with breathing and eye contact, and adapting your speech according to the audience's reaction.
To qualify a potential client, I focus on understanding their needs, objectives, timeline, and budget. If I identify that they have an urgent problem to solve, have the financial resources to invest in a solution, and show interest in my proposal, I consider them a valuable potential client.
Preparation is everything when it comes to a great sales presentation! Here’s my go-to approach:
🎯Know the audience – I research their business, challenges, and priorities to tailor the presentation to what truly matters to them. 📊Make it data-driven – Real examples, case studies, and ROI figures help build credibility and show real impact. 🗣Engage, don’t just present – I structure it as a conversation, asking questions to keep them involved rather than just talking at them. 🚀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 aligning our solution naturally
At this stage the sales presentation or pitch has to be as tailored to the prospect as possible. This means pretty much dismissing all the general information about myself and my company that the prospect probably already knows. Instead, listing all the information about the prospect's goals and challenges that I've gathered so far and also all possible solutions and how these can help them achieve what they wish.
It's important to ask for feedback on how do they feel with the proposed soutions and what areas need some improvement, what are their concerns and what do they find fitting. This way the proposal can be even more refined and tailored to them so they can feel heard and understood.
To prepare the presentation - tailor it to the needs of the lead. Aim to address the challenges & goals shared during the exploration phase. Start with the lead - not yourself. So do not about who you are or what you have done. Rather who they are, their goals and why you are best positioned to help them achieve success.
Use CRM data. This can help personalize your presentation. Focusing on specific pain points and demonstrating a clear understanding of your audience’s business will greatly increase the relevance and impact of your presentation.
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