It’s no doubt that closing a sales deal is no easy task for many salespersons. Most of them offer great presentations, but they are still not able to close the deals and can’t seem to understand what the problem might be. Several unsuccessful deals can make the sales representative pretty frustrated.
If you’re a salesperson that is struggling to close your deals with your customers, it may be time for you to pause and try and figure out what it is that you’re not doing right. Once you identify what you’re doing wrong in your sales pitch, closing business deals will be easy for you.
Keys for a Perfect Presentation
1. Offer Your Presentation at The End of Your Meeting
It’s common practice for most salespersons to begin their meetings with a presentation. They walk into their prospect’s office and begin talking about their company and products and why their products are better than what the competitor has to offer. The major problem with this kind of presentation is that the salesperson does not take time to understand their prospect.
A great salesperson should use the first part of his meeting to ask the client questions in order to understand what his challenges are. From the conversation with the client, the salesperson can determine what the client needs are and whether he is capable of solving them. The presentation can follow the discussion with the client.
2. The Presentation Must be Relevant to The Client’s Needs
Most salespeople fall into the temptation of telling their clients all the benefits that their products offer. There is nothing bad about that; however, it can lead to a salesperson losing a deal he may have closed. Most clients are not interested in everything that your company has to offer, their focus is on whether, as a salesperson, you’re able to offer solutions to their challenges.
A perfect sales presentation should focus on addressing your client’s specific needs. Everything else you may offer to the client may be irrelevant since clients are interested in the part of your products that can assist them in solving their challenges. The presentation should be ended once you’ve solved your client’s challenges.
3. Give the Client Time for Interruption
Many salespersons get caught up in the presentation, and they fail to keep a keen eye on their prospect who is the client. Prospects can express themselves through facial expressions, gestures or verbal conversation. Allow the client to interrupt you whenever you detect any of the expressions and listen to what he has to say. The client may be requesting for clarifications, offering an opinion or suggestions and his expressions are equally important.
4. Keep it Short
It’s no doubt that most decision makers hold top management positions and have very tight work schedules since they have various tasks to attend to. It’s recommended that you keep your sales presentation as short as possible. You should never be carried away by your presentation and go on and on giving a description of your product as this may cause your prospect to lose interest in what you have to offer.
It may be difficult to gain the attention of your client once he has lost interest. Keep him engaged and interested in what you have to say within the shortest time possible by focusing on the most important parts of your products that you’re offering. Additionally, your clients may be very busy and may not have much time for your presentation. Considering this while presenting your ideas will surely helpful for your business.
5. Request for feedback
Getting feedback from a client is the best presentation every salesperson should adopt. A great way of getting feedback from a client is by engaging him with questions regarding your discussion and his challenges. Through your questions, you can gauge whether the client is interested in what you’re offering or not. If he seems not interested or not yet convinced, you can adjust your presentation to something that will draw his interest to your offer.
6. Request for an Opportunity for Further Discussion
Many sales deals are not closed in one meeting. Sometimes, the decision makers may not be available during your presentation. Give your client some time to discuss the matter with the relevant parties and request for another opportunity to seal the sales deal. You do not want the client to feel like you’re being pushy in forcing him to make a decision immediately after your presentation.
The above presentation tips are aimed at assisting every salesperson that has been struggling in closing their sales deals.