Good presentations are one of the fastest ways to convert leads and opportunities. They create major strikes in moving the sale forward. As inside sales grows with more responsibilities to take the sale all the way through the end of the sales cycle, delivering virtual presentations is essential. This video provides you with the various types of presentations you can expect to make and planning tips and a blueprint guide to making your presentations shine.
- Presenting is the single biggest event that determines if the sale has any potential of closing. After doing some initial qualification you finally have your prospects in a place where they're receptive to being educated, convinced, persuaded, and motivated to purchase your product or service offerings. This is your chance to shine, to show your prospects your knowledge of your company, your product, your competitive advantage, and to demonstrate what you've learned about them.
You have a captive audience waiting to be convinced. Most business presentations are delivered virtually from a desktop through a web collaboration or web conferencing tool. They take place after the initial qualification where you have identified there's a potential opportunity and you have a good idea of their needs. This happens somewhere between the second to the fifth call. These must be as short, around the 15 minute time range, and not a product or technical data dump.
It's important to create a presentation that showcases your product or service, that emphasizes your confidence in it, that speaks to your prospects needs, that does not waste their time and holds their interest in a compelling way that moves the deal to a close. When customizing your presentation for your prospects, get to know who you will be presenting to, what their backgrounds are, what they're looking for, and what they expect.
Put yourself in their shoes, and think about what's running through their minds when they're watching your presentation. They're probably think about, why should I buy your product? What problems will it solve? What type of short or long term return will it give me? What if I don't buy now? What will it do for my business? How will it help me reach my goals? Remember that your presentation happens after some initial qualification takes place.
Start by thinking all of this as you put together and prepare your presentation. So, whether your presentation is 10 minutes or 60 minutes, it should be organized in the following manner. Make sure you include an introduction. For example, Hi Bob, this is Susan with ABC company, then state your objective. My goal today is to share with you the needs I've uncovered. Make sure to include the needs you uncovered, such as, from talking with a few of your project managers we learned that you're expanding into eight new offices and your 300 employees have been frustrated from the lack of support.
Add some trial closing questions, such as, are these points correct? Have I left anything out? When you talk about your solutions and recommendations, say I'd like to recommend our latest release of XX product. This is designed to be scalable and the support is 24/7 as you grow and expand your business. And don't forget those trial closing questions. How does that sound? And close with next steps.
How about we schedule a time for a demo? Make sure you manage the logistics and keep things running smoothly. This includes everything from reserving a conference bridge, sending out invitations, followed by LinkedIn introductions. Yes, this is a good time to send a LinkedIn introduction that says looking forward to our intro call on September 8th, and following up with reminders as it gets closer to the event.
When organizing your PowerPoint slides, don't send them in advance, but keep it to a small and visually interesting slide deck. After your appointment, make sure you send out a thank-you email that outlines a few points you discussed and ask for next steps. Keep it short and smart. Now, it's time to schedule a few appointments to present your solution and follow the blueprint that leads to success.
- Understanding the qualities of successful inside sales pros
- Using the right sales tools
- Social selling with LinkedIn
- Improving your response rate
- Building a foolproof qualification plan
- Getting past gatekeepers
- Handling objections
- Closing the sale