Demonstrate Effective Sales Presentation Addressing Clients: Sales Presentation – Demonstrating product or service to fulfill customer needs is presentation
"The art of showcasing the product or service is named Presentation."
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How do you reach a client’s desired action by involving their friends and family?
Will you even consider their question?
Can you sustain that sale?
With a tailored marketing plan in place, you should always have a sales presentation that keeps the client engaged. An effective sales presentation allows you to present your products and services to the client.
The sales presentation is the same regardless of whether you are selling to a new client or a regular client. However, with a new client, the presentation you make is your first chance to make a positive impression and secure future work with the client.
An effective sales presentation provides a good marketing template and helps you do business with the client in the future.
Here are four aspects of a sales presentation that you need to include in the presentation to suit different types of clients:
1. Structure: Your marketing or sales plan needs to be flexible, and responsive to any change in client requirements. The structure of the presentation will also be tailored depending on the client and what they require.
2. Overview: Before you begin with the presentation, it is important to tell the client what they need to understand about your products or services. This will include the scope of work, the price, and an estimate of how long the job will take. This will also provide clarity on any contingency issues and allow the client to understand why the price you are quoting is the price you are quoting.
3. Project Phases: During the presentation, you will break down the scope of the project. This will allow the client to see exactly what they are going to do to deliver the work to the timeline you have given them. The scope will also highlight the client’s role in the delivery and detail what the client will be doing in addition to the job, which will provide the client with an appreciation of their role in the project.
4. Ready for Sale: The marketing or sales plan includes the customer value proposition (CVP) that details how your product or service fits into the client’s environment. You will then outline your product or service and explain how it will benefit the client.
Once this is done, you should conclude with a convincing argument for selling the product or service, making use of the CVP and the client’s business objectives to sell your product or service. The last part of the presentation should include the price for the product or service that you are selling and the number of times it will be repeated throughout the year.
Setting Expectations and Selling:
An effective sales presentation will highlight the benefits the client will receive by using your product or service and the necessity of it to complete the project as stipulated by the client. This will highlight the client’s role and the work they will do, and then explain the nature of the extra work that will be necessary.
The client will be able to see the benefits and understand the risks that are involved. Finally, you will ask the client to decide for the job and sign on the dotted line.
This presentation should not be a case of “this is what I do and this is what I charge”, but will show how the product or service is vital to completing the project while explaining how the client’s role in the project will increase the cost to the client.
At the end of the presentation, you should explain how they will be involved in the project. The price should also be clearly outlined.
Undertaking Sales:
There are many ways to conduct a sales presentation. Some people recommend using a customer relationship management (CRM) system that helps to keep track of your sales pipeline and contacts. You can use this to check whether the client has already made an appointment with you and to see the status of the sales pipeline.
You should also check that you have enough lead time to complete the project. This means that you should not give false hope to clients who have booked a meeting with you and did not turn up. If you do, you will be in breach of the contract and your reputation will be affected.
Additionally, the time and date of the meeting should not be the only factor that guides your strategy. If you are concerned about the client’s response to your price, it is not a good idea to present a fixed price, but rather to set an hourly rate, which will allow you to understand whether the client would be prepared to agree to this.
Prove the Value:
Once you have persuaded the client to begin the project, you must prove to them the value of your product or service, and explain how it will fit into the business environment. This will be different for every client, and in many cases will be an explanation of the benefits of the product or service.
How to Run a Sales Presentation:
Start with an introduction that includes a description of the project you are doing. It is important that you give a brief explanation of the client’s project. It is best if this is followed by a brief description of your project, making use of the client’s needs as a basis for the discussion.
After this is established, introduce the product or service, and provide some examples of what it will look like and the benefits the client will receive.
Put the price first and explain how it fits into the job. The customer needs to understand that you will be paying for the product or service and to establish the value of the product or service.
To conclude the presentation, explain how the customer will be involved in the project.
Set Up Appointments and Call Back on Call Backs:
It is also important to establish some kind of sales pipeline and then decide how many appointments will be required. This will help you decide which location to use for your presentations.
At the end of each session, you should set up a call-back session for the next day or whenever you have time to speak to the client.
Sales Presentation Principles:
The “D” day within the lifetime of every
sales warrior that he's born and raised.
This can be the time to regulate the ship.
It’s the time when the merchandise and competition analysis are accustomed
raise the bar of your product/service to niche ahead.
The way you speak, your dress, visual communication, communication skills, and eye contact these entire factors play
an important role during a presentation.
This is often the time when one can make an
impression or gets depression.
In today's world of technology, it’s
important to use the simplest effective technical tools to form the
presentation effective and understandable.
Use outlet presentations, excel sheets,
comparison charts/bars, audio-video tools, etc., etc. to form the simplest of
your presentation.
The presentation can be made before a person
or a gaggle.
The tactic of presentation changes with every
client as every human is different having different needs and requirements.
Try to involve the family of the client when
presenting the merchandise, as family plays a vital role in product selection.
The group presentation is that the trickiest
one to handle, the united dissatisfied person within the audience can off-track
the entire discussion or presentation (so do your best homework before group
presentation).
Steps Under Presentation:
(a) Product Demonstration – The art of unveiling your product/good is named product demonstration.
The demonstration doesn’t mean opening the complete basket ahead of the
client.
# Rightly said in Bollywood – parde main rehne do, parda na uthao
So dear show some delicacy.
# Unveil/present your product layer-layer
# Don’t be hurriedly spill all the features
and benefits of your product.
# Make yourself and your product exclusive (thodi nazakat bhi jaruri hai)
# Showcase “why” your client should opt for
your product, not the competitors’
# What’s exclusive/special you have those
others can’t offer?
# Pricing isn't everything to crack the deal
(the way you sell yourself matters)
# “Attitude pays not the Arrogance”, so have some attitude - you're selling the
most effective
# Client is intelligent enough to
investigate, be smart in presentation, over cleverness ditches
# You're the daddy of your product - nobody knows the merchandise better than you, so whatsoever you say/present that with 100% conviction and confidence (but be ethical..).
(b) Objection Handling – The art of converting “No” into “Yes” is truly objection handling
# No client is analogous thus the objections
are going to be different and hence the solutions too.
# Always remember “selling is 80% listening and 20% speaking”.
People often do the alternative.
# Whenever a client buys a product, they
desire that their needs should be taken care of and that they should be given
the right and appropriate solution.
So, be a “Shaktiman” & give solutions to
the issues, it’s only possible if you hear the necessity and requirement of
your client.
# Answer the objections patiently and practically, attempt to analyze “the thread of discontent” within the mind of the client that’s delaying your closure.
Summary:
In the sales world, there are several ways to conduct a sales presentation. What works for you and your client will depend on your product and the size of your business.
The bottom line is that you have to know your client and how they operate -
If they are a retailer who sells your product, they will see value in your presentation and they will be prepared to make an appointment.
If they are an individual, they will want to be taken on by a well-known name or they will want to be shown what’s on offer.
Remember that the success of a sales presentation depends on you. If you don’t know your client or have never done sales before, you need to be sure that you know your customer. In addition, you need to be sure that your presentation is relevant to the needs of the client.
I hope that I’ve helped to demystify the sales process and illustrated the role that you need to play.
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