6 Ways To Make Sales Presentation Effective That Creates Desires On Prospects
While giving a sales presentation to the prospects your goal should be to introduce your product/service in an understandable way and to convert prospects’ attention into to desire for product/service. To create desires for the product in prospects’ minds your sales presentation should be effective.
The more effective and clear your sales presentation is the more likely you are going to close deals. The effectiveness of your sales presentation has a great impact on customers’ psychology of whether to buy from you or not.
Through these six ways, you can make your sales presentation more effective that motivates your potential customers to buy from you.
At first, you must be prepared in what to say, how to say, how much to say, when to say, etc. before making the sales presentation or demonstration. As selling requires the use of intelligence, a customer. Practice, rehearsal should be done after you have the knowledge about the product, a method, and technique for a sale presentation.
In order to demonstrate a sale, you should select a suitable place and should arrange for effective props to produce just the right effect on the prospect. These props may include tables, chairs, drapes, lights, etc. Before going to a presentation as a salesperson you must check whether the equipment to be used in the presentation are in good condition in case these equipment are projectors, heavy machines, TV, etc.
The next preparation would be about the suitability of the outlet for the presentation. For example, if the demonstration needs darkness, it should be checked whether this can be affected easily or not.
Being prepared about what you are selling and relevant information about the prospects is the first step you can make an effective sales presentation.
Controlling the Demonstration
An effective demonstration refers to-the-point presentation. Unnecessary exaggeration or lack of sufficiency in demonstration can’t hold the customer’s interest and attention.
In other words, the demonstration proves ineffective. Hence, you should encourage the customers/ prospects to participate in the demonstration. Participation, here, means the involvement of the customers in expressing their feelings regarding what the salesperson (you) had claimed and what was demonstrated.
By understanding what the customers expect, the demonstration should be made to convince them. In case, visual aids like photos, graphics, and illustrations are to be used, the salesperson should not expose them immediately but should give chance to the prospects to search for such visual aids by himself.
In this situation, the salesperson may use his/her intelligence and put out his/her hands with the visual aids in such a way that the prospects would easily see it and would immediately ask about them. While using visual aids, the salesperson should coordinate between demonstration and sales talk.
Using Sound Principles and Techniques
The basic principles of the sales presentation are: tell, show and sell. This means sales presentation is an integral part of the demonstration. That is why; a salesperson must try to coordinate these two while making his/her sales presentation. The presentation should be made in such a coordinated manner that the customer would have no negative feelings. A salesperson can use mainly three techniques to make his/her sales presentation effective.
At first, he/she can describe the product features/ attributes. Then, he/she can describe various benefits that the buyer will get by using the product. Thirdly, he/she can demonstrate the product to show its features, benefits, functions, methods of use, etc.
Making Demonstration Simple, Brief, and Easily Understandable
The negative effects of a long demonstration can get reflected in terms of missing the important points of demonstration and forgetting key points in the presentation. Similarly, a complex demonstration could be confusing and non-understandable, or hard to understand.
Hence, a salesperson should make his/her demonstration simple, brief, and easily understandable. If the customer does not understand what the seller demonstrates, he/she will have no interest in the product, and an opportunity to close a sale will be lost.
Getting Prospect’s Commitment
After the salesperson describes each product feature by demonstrating it in a brief, simple, and understandable way, by maintaining control over the demonstration and using sound selling principles and techniques, he/she needs to get the prospects’ commitment. In other words, he/she should try to know whether the prospects accept the product features or not, how they perceive the presentation and demonstration, and whether they have a positive attitude of buying or not.
Avoiding Distracting Activities
Some physical activities are used by salespeople while demonstrating, presenting, and dramatizing. It is also evident that customers are highly influenced by the physical appearance, cleanliness, dress style, facial expressions, posture, mannerisms, etc. of a salesperson.
Hence, a salesperson should keep his/her hands neat and clean, keep them out of pockets. He/she should handle the product carefully and should use his/her hands skillfully, try to use impressive facial expressions (smile), and should fully gaze at the product while demonstrating it. He/she should keep himself/herself alert and smart instead of looking fatigued, bored, and monotonous. He/she should not lean on a table, desk, or chair and should not slump in a chair. Many customers do not like the rattling of coins, swinging a key chain, tapping a foot, smoking, etc. by a salesperson. Therefore, as a salesperson, you should avoid such distracting activities.