Presentations That Sell | Sales Tips

May 19, 2017


Last week, we talked about proposal formats. Therefore, it makes sense that we talk about presentation formats this week.

I believe that you should always present in person when possible. I know it’s not possible all the time, but your most important and valuable proposals should always be done in person. Regardless of whether you’re presenting in person, on the phone, or on a video conference call, follow this format.

Lead with the client’s objectives or challenges and list them out. If you’re presenting in person, write them out on a whiteboard if one is present. Explain that you’re trying to accomplish or solve A, B, and C. Next, talk about the features of your product or service and how that can solve the client’s problems. The best language to use here is, “the benefit to you is.” You might say, “Here is how we can solve that problem for you. The benefit to you is…”

Always follow up with examples. Ideally, you want to use one of your clients as an example. That will prove to the customer that you can do what you said you were going to do. Next, follow up with a question.

  • Does that make sense to you?
  • Do you see how that gets you to where you want to go?
  • Do you see how that solves your problem?

Follow with the investment next. You always talk about the price as an investment. Why? Because an investment presupposes that they’re going to get a return. Don’t forget your closing question after you talk about the investment. I can’t tell you how many times I have been on sales calls where the presentation and proposal are perfect, but the salesperson doesn’t ask for the sale.

You don’t get anything if you don’t ask for the sale. Click To Tweet

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4 responses to “Presentations That Sell | Sales Tips”

  1. Gay Thomson says:

    I agree with you 100% Colleen! I have never hesitated to ask for the sale at the end of my presentation. Great advice! It is always better to present in person but if that is not possible then you still must ask for the sale over the phone, etc.

  2. Mike Lawrence says:

    Great points, especially about how many times sales people neglect to ask for the sale!

  3. Melvin Johns says:

    Colleen:

    This is great, I have been getting your insights for more than 5 years now and they have never sissapointed me.

    Keep up the great source.

    Melvin Johns

  4. David Vaine says:

    Great video. I agree 100% with what was discussed. A more face to face relationship you have with potential clients seemed to work in your favour. Looking forward to hear more.

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