Sales Presentation – What to do on the day
- Start and End on time: Respect others people’s time, it’s unbelievably frustrating for people to assume you’ve nothing better to do than hang around needlessly. Plus, being on-time builds your own and the organisations credibility (do what you say)!
- Listen and Deliver: Often, events will have time to chat with clients over coffee. Listen to what individuals are saying they want and adjust your talk to meet these needs. ‘Earlier, I was chatting with Sam about the importance of service, we too place a premium on that so that we will provide YOU with …….’. Find a way to make what you’re sharing relevant to your customer.
- Phone Policy: People are busy and need to check emails and make calls, let people know when that’ll be. We’ll be about 30 minutes then we’ll have a very quick break. If you want people to tweet or post on social media, help them with hashtags for the event.
- Demonstrate your Credibility: Customers don’t care that much about when your organisation was established (Yawn!). If you refer to it, do it briefly and get quickly to what they want most which is how you can help them. Usually, that’s the ‘how it works’ and the commercial terms. Don’t expect them to believe how great you are, demonstrate it: testimonials – can a client present on their experience working with you, do you offer a trial, how can you show they can absolutely trust you? Trust us, we’re ABC Ltd is not going to cut-it!
- Keep it short: I cannot emphasize this enough,watch out for people moving about in their seats, they’re bored and restless and that reflects on you!
There are a great many things that you can do to deliver a powerful sales presentation so don’t wait for perfection but do take this advice on board so you can come across as confident and credible.
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About the author:
Fiona is an Occupational and Business Psychology researcher completing her MSc in Kingston University, London and is interested in Business, Psychology, Leadership, Speaking & Politics. Specialist Interest: Unconscious Bias and Leadership
Fiona Kearns is a public spseaking Specialist and an ICT business executive and experienced in delivering on KPI’s. As a coach, Fiona is skilled in questioning; challenging, delivering feedback and helping individuals speak up confidently. Within the ICT field, she specialises in developing and translating ideas into completed projects making informed decisions based on strategic vision and commercial analysis.