Sales Presentations are commonly, in the sales business, called Sales Pitches.
As a novice, you’ve probably had to watch different salespeople go through a presentation in the field as a training exercise. If you sell over the phone you may have been subjected to recordings of sales calls.
Observing a presentation is a powerful training tool but the exercise is usually intended to show the trainee that the product or service for sale can be and is being sold.
There is really not that much difference in the process an effective sales pitch follows. A person may be selling face to face or selling over the phone. A Sales Pitch will be structured with the same basic elements.
Depending on the product or service, a salesperson may use different styles or techniques to motivate a buyer to take the desired action, but the steps will follow a tried and tested road-map.
Anyone can give a sales presentation and anyone can get a sale, but if you want consistent results, as many smart sales managers demand, you must use a method that has the greatest chance of success.
I’m not talking about luck either. I am talking about methods that have stood the test of time and measurement.
Every product or service that has ever been sold by a person will have its unique features and benefits that must be explained in order to get the order. But again, every pitch will have a common series of events, steps, or elements.
Elements of Effective Sales Presentations
This is a general outline and does not focus on the subtle differences between a cold or warm sales call, a retail environment or a field sales call etc…
The ability to give a great sales presentation is one of the most essential selling skills you will master.
Introduction
I will also assume that the individual being pitched is a qualified potential lead. Your goal is to deliver the following information:
- Who you Are.
- The Company you Represent.
- A reason to Trust You and Your Company or Service.
You must also:
- Confirm that the Prospect is The Decision Maker.
- Inform The Prospect of a Feature or Benefit that Creates Urgency.
The very first impression you deliver must convince the prospect that you are reputable and relevant. This is a crucial step and many salespeople fumble badly.
Your goal is to be short, sweet, and to the point, without any largess. The straight facts only. This should only take 60 seconds at the most but is not to be misconstrued as some sort of Elevator Pitch.
Your intro should be something you have written yourself and repeated at least 6 times perfectly without aid, exactly the same, word for word, every time.
An Introduction has to be presented in a Positive and Enthusiastic Manner.
Inspire Your Potential Customer TO WANT TO KNOW MORE!
I will be offering a series of Sales Presentations in PDF format that you can tailor to your specific needs.
Jim
Telesales-pro.com is primarily concerned with B2B Telesales. Selling over the Phone to business is a highly specialized activity and depends on many Sales Techniques specific to Telesales.
Whether you are looking for Sales Jobs or Sales Leads, TeleSales-Pro exists to provide you with valuable Sales Tips and Resources.
If you are trying to build your Sales Skills, improving your Telephone Sales Skills will give you a great foundation in Sales. After all, as salespeople, we all want to be Selling more.
Learning to Sell over the Phone will help you understand the Sales Process and will enable you to improve your overall Sales Negotiation Skills.
If you have any comments, feel free to comment about anything you read on telesales-pro.com. If you want to contact me you can email me: jim@telesales-pro.com
People rely on their 5 senses in life and sales is no different. Phone sales can be more difficult than face-to-face because the sense of sight is lost for both you and the client. Body language no longer comes into play. You have to listen for triggers in their voice or words to know if you’re being received well or not.
I have to agree with you Bert.
In Telesales you are limited to fewer senses when delivering a presentation over the phone. A salesperson will need to develop a keen sense of hearing. They must learn which words to use and avoid.
In sales and selling over the phone, you must learn to read between the lines of what a prospect says and does not say. It is difficult to understand all these subtleties initially but you will learn them with experience.
What most people don’t realize is a telephone call is “intimate” right from the start, so you don’t get the opportunity to “size up the prospect” using your other senses before you pitch them or even introduce yourself.
This is why having a great presentation is essential and your introduction must inspire a desire in your prospect to want to know more about you and your product or service.
Thanks for stopping by and commenting.
Jim