Sales people put a lot of work into getting that all-important sales call with a buyer. Once a prospective client has agreed to meet, then it’s time to start creating the sales presentation that will convince him to buy. The presentation is the one opportunity that the sales person will have to shine in front of his audience, so it better be good. Sales mistakes must be avoided.

If you want to win more business, then consider using these effective sales presentation methods.

1. Research, Research, Research

To effectively meet your prospects’ needs, you need to know more about them. Getting as much information as you can before the sales call is one of those tried-and-true sales presentation methods that will never become outdated.

Research the client, the company, and anything relevant that you can find online. Don’t be afraid to ask a lot of questions, too, such as what their current challenges are, why the previous provider couldn’t meet their needs, what their expectations are, what their budget is, and who the main decision makers are. With information in your arsenal, you’ll be well equipped once the time for the sales presentation comes. Being unprepared will only lead to failure.

2. Speak to the Buyer’s Challenges and Opportunities

As a sales person, you need to solve a problem or challenge that a buyer is having. Large or small, this challenge should be the core of your presentation. If you lose sight of this, start to speak about your own awards and accolades, the company’s history, or anything else, you might very well lose the sale.

Put the buyer’s problem at the forefront of your sales presentation and outline exactly how your product or service can solve the challenge he’s facing. Show them the light at the end of the tunnel—the opportunities they could gain from closing the deal with you.

3. Leverage Personal Stories and Case Studies

Your prospective clients will be hesitant to buy because they fear regretting the purchase. Show them, with proof, that it’ll be a great business decision to sign on that dotted line and work with you.

Personal stories and case studies can help you sell more—they’re sales presentation methods that will allow you to build trust, showcase your ability to deliver value because you’ve done so in the past, and put their fears at ease, breaking down the barriers to the sale.

4. Showcase Your Knowledge

Though you should only be speaking about yourself approximately 10% of the time, use those moments to showcase your knowledge. Buyers these days want information, advice, and guidance from trusted sources. Establishing yourself as a subject-matter expert or thought leader can build much-needed credibility and trust.

5. Be Prepared for Rebuttals

No matter what sales presentation methods you use, there will always be some objection that you’re going to need to overcome. Be prepared for any rebuttals that the prospects might have. Make a list in advance and get your answers ready so you don’t end up being a deer in the headlights.

6. Use a Call to Action

Every sales presentation should end with a call to action—ask the prospect for something, whether it’s scheduling another meeting with higher-ups or straight-up asking for the sale. For some reason, sales people are often too scared to ask for the sale, but sometimes, it’s all you need to do to get the party moving. Build up your confidence, rehearse so it’s delivered smoothly, and go ahead and just ask for the close as the next logical step.

7. Don’t Pitch

The most important of the sales presentation methods for you to try is to ditch the pitch. Effective sales presentations aren’t pitches per say, they aren’t focused on selling—rather, they’re conversations. By definition, the sales pitch is a one-way conversation. And that’s not what you want. You want a two-way discussion with the buyer. Be conversational and friendly and allow room for questions—both for you to ask and for the buyer to ask.