13 crucial things to do in the first 13 minutes of every sales presentationhttp://2.gravatar.com/avatar/?s=96&d=mm&r=g
13 crucial things to do in the first 13 minutes of every sales presentation
Sales presentations are the deal-makers since they are what convince the prospect that you are the right company to partner with. When making a presentation, many fall off the rails with acute mistakes that drive the prospect away instead of reeling them in for a deal. The first 13 minutes of a sales presentation are enough for a prospect to understand what you are offering and how they will benefit. The idea is to then maximize the first 13 minutes to ensure everything falls into place for a deal. 13 crucial things to do in the first 13 minutes of every sales presentation include:
Confirm the audience
The key is to know your audience since it is essential when it comes to understanding the specific approaches to take. By confirming the audience, you are able to tailor the message in terms of goals and engagement.
Figure out your role
Do this through defining who you are and the value you bring to your prospects. Always pay special attention to the titles of your audience since they will also allow you to identify how you are supposed to add value to what they already have.
Define what the audience needs
In this, the idea is to ensure you are at par with the audience, strive to identify particular aspects the audience is hoping to learn. What they are keen to learn is what builds relevance on the part of your presentation.
A natural and friendly tone is what endears you to the target audience. It also builds the concept of engagement and it is what makes the presentation interesting for the audience since they are elevated to a point where they share in the experience.
Use compliments wisely
Compliments set the stage for an ease in association. Compliments delivered wisely usually give the perception that you have kept tabs and have done your homework. Using lines like,“ I appreciate that your company offers X service, especially since not many companies in your niche do” or “ Your launch of X product was outstanding, what was the inspiration behind it” are able to get you a willing audience.
Set the agenda
Without an agenda, you normally end up giving out a whole lot of unrelated facts since the presentation lacks a base on which to rest its purpose and punchline. An agenda enables you to plan from the point you begin the presentation, what your objective is and what the target audience should understand at the end of the presentation.
Communicate the purpose
Stating what the meeting is about is key since it prepares the target audience for what is to come. The goal is to highlight the main things you will cover and lightly mention how it benefits the target audience.
Expound on the benefits the target audience will receive
When talking to the prospects, explaining the benefits they will receive is important since it gives them the desire to want to learn how they arrive at the projected benefits. Highlight how the information you are providing will be of help and guidance to their present and future endeavors.
Check that your approach is approved
Aligning yourself with the prospects is very important and this can be done through simple attention grabbing phrases like; “Is there something else you may need me to cover?” or “how does my planned agenda sound”
Set the stage for questions
Making the audience comfortable enough in the early stages is key since they are bound to ask questions later on in the presentation. By setting the stage for questions, you are able to identify how to deal and handle the varied angles of questioning that will manifest which is a strategy that may seal the deal since it effectively addresses objections and concerns.
Build a recap setting
Recap what you have been able to determine and this should revolve around what the target audience needs to know of or understand coupled with what you understand of what they are going through. By doing a recap, it is easier for the target audience to get to terms with the input you are bringing and this boosts engagement.
Ensure the prospects confirm your overview
Getting the prospects to confirm your overview means that they are in line to benefit from your presentation since you will be providing them with a solution or rather the information that will aid them in finding the best alternative to what they are experiencing. It also allows for a smooth transition since it builds their expectation as well as acknowledge the availability of a planned solution.
Propose an upfront contract
Establishing a contractual agreement is crucial and you can do this by proposing that the prospect signs up or takes your subscription setting if they are sufficiently convinced at the end of the presentation. If not convinced, it sets the stage for you to understand what their objections are which gives you a chance to respond to them perfectly.