As sales recruiters, we know gaining an audience with a client is an important step in the sales process. A sales presentation is your opportunity to take the sale to…
As sales recruiters, we know gaining an audience with a client is an important step in the sales process. A sales presentation is your opportunity to take the sale to the next level. You want to qualify the lead, get a commitment from them, or even potentially close the sale, that is, if you have a strong sales presentation.
But mistakes happen, many of which can be avoided. Here are some of the worst sales presentation mistakes and how to avoid them:
This is a huge and embarrassing mistake to make. Always preview your customer/prospect files before you engage in any interaction with them. If you call an important client the wrong name, it could derail the whole presentation.
Many sales reps rely too heavily on slides during sales presentations. Standing in front of your clients and reading what is on the screen is not engaging. Use slides as a guide and outline to develop the rest of your presentation. This may take some practice, but it will force customers to listen to what you are saying and be more engaged.
You can provide too much information. When you do this, people will stop paying attention. Go over your presentation and try to cut out less important information. Stick with the most important points. You can provide additional information later if it is requested by the customer.
Winging a sales presentation is not advisable, no matter how well you know the material or the client. Always have an agenda and a goal for your sales presentations. It will help keep you on point, on time, and focused.
Generic sale presentations do little for a prospective customer. They want to know how your products and services will work for them, not how they work in general. Customize each sales presentation based on what you know about the client and their needs. Make it about them.
Always finish a sales presentation with a discussion about next steps. Do you have an action you’d like the customer to take? Do you want to set up a follow-up call? Discuss the next steps for the deal to move forward.
SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.
Claire is a Western University graduate with a background in recruiting, sales and customer service. As a Recruitment Consultant, her goals are to place the best people in the right roles resulting in satisfaction for both the candidate and client.