“Delivering a Dynamic Sales Presentation”
By Paul Montelongo
Delivering a dynamic presentation that wins the sale is no accident. Your ability to present your product or service in an attractive, compelling, and benefits-oriented manner is a process that can be learned. In fact, if you want to win more sales, have more customer loyalty and reduce objections, you MUST engage yourself in the study of delivering a dynamic presentation.
Here are eight key strategies for delivering an energetic and influential sales presentation. Master these and watch your sales soar.
1. Know your objective. Get very clear on the purpose and ultimate outcome of your presentation. What, specifically, do you want to accomplish? You can’t get what you don’t know you want. In other words, go in with a plan to succeed.
2. Do your homework. Know exactly what the prospect will need to make an educated decision. Will they need visual aids, product samples, statistics, testimonials, little information or massive amounts of information. Knowledge about your prospect is critical.
3. Have tangibles. What can you put in your prospect’s hands, literally? Help your prospect feel, smell, hear, hold, and experience your product. If you provide a service only, merely holding your presentation folder will enable your prospect to feel involved in your sales process.
4. Create a vibe. There is an orah, energy and electricity about you that is detected by your prospect immediately. That energy or electricity can work both ways. It can be a highly charged, confidently positive energy or there can be a drab, doubtful, negative energy about you. Get positive. Get a sale!
5. Move with confidence. Your body lingo says more about you than any words you speak. Walk in an assertive and confident manner. Keep your shoulders square and raised. Lift your head up and open your eyes to the possibilities. Walk as though you have a grand purpose to accomplish.
6. Dress the part. An initial impression is made in three to ten seconds. It may not be fair, but it is real. Your dress and grooming should be stylish, clean and professional. Wear colors that compliment your skin tones. If you want the competitive sales edge, dress at least one level better than your competition.
7. Display incredible warmth and sincerity. A genuine smile, a friendly handshake, looking your prospect directly in the eyes and listening intently to their needs will help you gain instant respect. Repeat their name frequently during your presentation. Ask leading questions to get their perspective on your product or service. Have the mentality that you are there to help them rather than they help you.
8. Relax and be present in the moment. Stay focused on what is being discussed and avoid thinking in advance of the conversation. Take deep breathes prior to your meeting. Relax and enjoy the process. Your prospect will detect any stress you may have and that will make your selling proposition less powerful.
Delivering a dynamic sales presentation is not an exercise in rocket science. A few simple reminders will help you enjoy the sales process more and you will certainly punch up your sales.
| 
