How to Prepare a Sales Presentation – 5 Tips
Preparing better sales presentations is one of the biggest (and most fun) challenges of working in marketing and sales. Presentations and meetings are a time when sales reps get to have in-depth conversations with their potential prospects to further understand their needs. And, hopefully, bring them closer to becoming a customer.
Plus, an amazing sales presentation can make a deal (or break it). That’s why we wrote this blog post sharing five tips for creating better sales presentations:
1. Customize your presentation. When you’ve reached your sales presentation you should have had discovery calls with your prospect, checked out their social profiles and researched their company. There is simply no excuse if you walk into the meeting and show them a generic, non-customized sales deck. You should have crafted a presentation with content customized to your prospect’s unique needs and pain points. Your personalized sales presentation should be focused on what they care about and anything else removed.
2. Focus on your discussion. Sales reps tend to get caught up in the excitement of creating the perfect sales deck that they end up way unprepared for the actual sales discussion. Countless hours are wasted on presentation design, only for the sales rep to show up to the meeting not ready to have a strong, challenging discussion about the prospect’s needs. Of course you must have a polished and professional sales deck, but it is critical sales reps don’t sacrifice time spent preparing for a great conversation on assembling a PowerPoint deck. To avoid wasting time like this more and more sales teams are using online presentation software that uses pre-built templates and slides with sales and marketing content. This allows reps to spend less time creating a perfect presentation and more time preparing for a great discussion.
3. Send your presentation as a URL. We’ve all read the stats; more and more of the sales cycle is completed without the salesperson’s physical involvement. In other words, your prospects don’t want to talk to you, they want to obtain knowledge themselves. Therefore it’s critical your sales presentation and proposals are shared before and after your meetings. Unfortunately, many companies still use outdated methods for sharing presentations such as sending a bulky PDF file or uploading a zip drive. Switch to an online presentation tool that allows you to share your presentation as a URL. It’ll be easier for your sales reps and prospects alike.
4. Use analytics to follow-up. After sharing your presentation with prospects via a URL you’ll be able to see when they’ve viewed it, for how long and on what slides. This is valuable and critical sales enablement data you can (and should) be using when you follow-up. If you’ve seen a prospect spent the majority of their time focusing on a key feature, then follow-up with more information about that feature.
5. Don’t use a lackluster PowerPoint template. We find that the majority of companies are still using boring, dull PowerPoint presentation templates, even though many newer and more engaging options exist in the market today. With everyone else using PowerPoint, how is your presentation going to stand out from the crowd? If you truly want to be competitive and have your presentation wow your prospects, don’t use PowerPoint.
At the end of the day you’ll want to put yourself in your audience’s shoes when it comes to creating better sales presentations. Is your presentation one you would want to sit through? What information would you want to hear the most? What information could you care less about? Remember, always adjust your presentation to be direct and appealing to your audience.