In the future, you will have an appointment with potential customers and a presentation about products and services with them.
How to ensure 100% success? Please identify the following 4 factors:
- Harmony: Put yourself in the shoes of potential customers
- Demand: Identify factors that will motivate customers to listen with buying intent
- Importance: The importance of the customer to the product, features, benefits, price or time frame
- Confidence: Your ability to build credibility, eliminate doubts and gain trust from potential customers
Sales Presentation Tips And Tricks
The following is a more detailed view of the preparation steps for a successful presentation.
1. Understand Customers’ Businesses
Prospects expect you to know their business, customers, and competitors.
Study the customer’s industry as well as the issues and trends around it, and find out who the company’s biggest competitors are.
Some research tools include annual company reports, leaflets, catalogs, newsletters, trade publications, and the internet.
2. Write The Sales Presentation on Paper
Presentations cannot be made through speakers.
Always use a presentation text.
The basic structure of any sales presentation will include 5 main points: building relationships with potential customers, introducing business topics, asking questions to better understand the needs. prospect, summarizing key points about the product, finally closing the deal.
Think about the 3 key points of the product or service you offer, then ask questions to explore customer response and needs.
3. Make Sure You Talk To The Right People
This may sound familiar, but many salespeople ignore it and eventually, customers avoid by saying that they need the approval of the boss, partner, etc.
When you are setting up an appointment, always ask, “Are you the one who will make the final trading decision?”
4. To Build A Relationship
Before you start discussing business, build relationships with potential customers.
To do this, you should find common ground on both sides.
Has the prospect’s company been up in the newspaper recently? Do they love sports? Take a deep dive into the company and potential guests, you will have a good relationship.
5. Make A Question
The most effective way to sell is to ask potential customers and improvise.
(Of course, your questions should be carefully prepared to elicit the needs of potential customers, “paving the way” for your product to become their solution.)
Ask customers who answer “Yes”, rather than “No”
These questions revolve around costs, pricing, procedures and technical aspects of potential customers’ businesses.
Most importantly, they must reveal the motivation that leads customers to buy, their problems and needs, and their decision-making processes.
6. Take Note
Don’t try to remember but take note of what matters to potential customers.
However, ask first if they are comfortable with this. Write down the key points you may need to refer to in your presentation.
Moreover, take note of what potential customers do not like. That proves you are really listening to them.
In this way, you can demonstrate how your customers will benefit from using your product or service such as saving money, increasing productivity, increasing employee motivation or increasing name recognition. company.
7. Learn To Listen
Salespeople who only speak and speak when giving presentations will make potential customers feel depressed and may miss sales opportunities.
A good rule of thumb to remember is to spend 70% of your time listening and the remaining 30% to talk. Before you speak, ask yourself if what you’re about to say is really necessary.
Moreover, focus on the question. You can improve your listening skills by taking notes and observing your client’s body language.
8. Respond With “I Understand”, “I realize”
Don’t argue when a prospect says, “I don’t care”, “I already bought one” or “Now I don’t have time.”
You simply need to say “I understand your feelings. A lot of my current clients have felt the same way in the past.
But then they were surprised to find how much time they saved on our products. ”
Then ask for an appointment. Potential customers always want to hear about situations similar to the problems they are facing.
9. Further Exploration
If a potential customer tells you, “We’re looking for ways to save money but still work,” will you immediately tell them if your product meets that demand?
A really smart salesperson will not – he will ask more questions and explore more deeply: “I understand its importance. Can you give me a more specific example? ”
Ask for more information and listen to the answers. This allows you to increase the value of your products and show customers that you understand their needs.
10. Find The Decision Point
A customer may have a lot of needs but there will always be the main one to make a buying decision.
Let’s say you’re selling a health club membership card. For a potential client who is planning to go to Hawaii for two months, the main need here is to lose weight to fit a bikini.
Or for a potential customer who has just discovered that he has high blood pressure, the main need here is the health benefits from exercise. For a busy young mother, the need is an opportunity to be alone for a few hours a week and reduce stress.
11. Eliminate objection
When a potential customer protests, you should not respond immediately. Instead, show empathy by saying, “Let’s find out your concerns.” Ask to understand more about this objection. Here are some ways to do that:
Provide a choice. : “Are you concerned about delivery time or financial resources?”
To the heart of the matter: “What do you want to think about in particular?”
Toward a solution: Every transaction must be win-win, so you may need to compromise to close sales: “I will waste delivery if you agree to buy the product.”
As you make many sales calls, you will become familiar with the various objections. Make a list of common objections and how you have successfully dealt with them.
12. Fasteners Sales
If you have followed all the steps above, what you need to do now is ask the customer to order. However, some salespeople have forgotten this.
When you talk to customers, suggest closing sales in a relaxed, fun way. You can say something like ”
So how much do you want to buy? Our product has all the 7 colors of the rainbow. Do you want everything? ” Make sure you have asked them many times in a pleasant, non-threatening manner; Customers will make decisions quickly.