What Makes a Presentation?
You might think of a sales presentation as those formal, visual presentations that you give in front of a room full of members of the staff of the company you are hoping to land as a new customer. Just you and a PowerPoint and a laser pointer, facing the room and hoping to land the sale. While it’s true that these are sales presentations, in the simplest terms, a sales presentation occurs anytime that you interact with a potential or existing customer. You are continually representing yourself, your product, and your organization when you call, write to, or speak to your customers. Learning to do so well will help you make effective, successful sales presentations.
Understanding the Sales Process
The first area we’ll look at in this ebook is the general sales process and how sales presentations fit into that process. You’ll see that significant effort is required before the sales presentation in order to help your presentation be successful, no matter what format it is made in. You’ll need to research your target organizations and prospects, identify what their challenges are, then determine how your products or services can answer those challenges or deal with those problems. You must have all of this information before you can reach the sales presentation step.