15 Sales Presentation Techniques That Will Help You Close More Deals Today

Hate the considered doing gross sales displays? You’re not alone. However the very best reps have gross sales displays down pat, even when it’s not their favourite exercise.

The very best gross sales reps know that, when achieved proper, gross sales displays are a high-earning ability.

So, let’s hone that ability with easy gross sales presentation strategies that talk an irresistible narrative and get patrons to shut.

As it might typically imply the distinction between closing a deal or dropping a buyer, you undoubtedly wish to get your gross sales presentation proper. There are methods and suggestions you may comply with to make sure your gross sales displays are efficient, memorable, and fascinating. Let’s go over them under.

Gross sales Presentation Strategies

1. Construction your presentation. 

Guiding your prospects down a transparent path is vital to a profitable gross sales presentation. You’ll comply with a logical construction, and listeners will perceive how every factor of your presentation pertains to each other, reasonably than them having to piece collectively disjointed info on their very own. 

There are occasions when flipping the construction can add distinctive components to your presentation, although, and we’ll talk about this additional under. 

2. Use knowledge visualizations. 

Utilizing visuals, like charts and graphics, to complement your message is a invaluable technique to showcase your content material in an easy-to-understand format as they make your phrases extra impactful. 

For instance, for those who’re promoting SaaS that helps customers arrange their gross sales course of for a shorter cycle, you may create a visible that shows the typical size of your shoppers’ gross sales cycle vs. these utilizing different instruments. 

By doing this, you’re including further emphasis to your phrases with a visible image, and a bonus is that visuals usually tend to stick along with your viewers and get them considering versus simply listening to you discuss. 

3. Depend on spoken phrases — not textual content.

In case your presentation slides are text-heavy, prospects might get caught up studying the phrases you’ve written as a substitute of listening, inflicting them to overlook out on the worth you’re sharing. Intention to incorporate much less textual content by calling consideration to essentially the most important components with brief bursts of textual content that you just complement along with your phrases. 

As well as, when you could have much less textual content in your slides, you could be much less inclined to simply learn from them, which is usually a dangerous a part of displays. You’ll have to talk as a substitute of counting on written content material. 

Let’s go over some gross sales presentation strategies that, when paired with the three strategies above, will assist you to nail it each time.

Gross sales Presentation Methods

1. Ship your purchaser the presentation deck earlier than your name.

You would possibly assume that sending a purchaser a deck earlier than a name is like revealing whodunnit on the quilt of a homicide thriller. Nobody will take note of the remainder of the guide, proper? 

When the Gong.io crew began sharing our deck earlier than opening gross sales calls, we realized it was a successful transfer. 

In case your deck is compelling, prospects will wish to get into it with you, even when they know the primary level. Collectively, you may dive in, dissect the nice bits, and discuss by way of questions. It’s going to be a juicy dialog, and so they understand it.

Then, you may start the dialog throughout your presentation with an announcement like, “Based mostly on the knowledge within the deck I despatched, the place ought to we begin?”

2. Invoke self-discovery.

It’s tempting to stay to a constructive linear story throughout your gross sales presentation. That normally invokes speaking about advantages, outcomes, and desired outcomes. However, that strategy isn’t all the time the very best. 

Earlier than discussing options and outcomes, you could perceive your prospect’s drawback. Extra importantly, you need to make certain your prospects perceive the issue. 

Self-discovery is the ticket that will get you there. As a substitute of telling the customer what the issue is and the way you’ll handle it, get your purchaser to attach with the issue on their very own. 

3. Discuss Level A. Don’t skip to level B.

That is 100% linked to the tip above. There’s an issue (level A) and desired final result (level B). Level A is the established order. It’s an issue your purchaser will proceed to face in the event that they don’t make a change. 

You may stand out by specializing in level A, as speaking a few ache level is shockingly more practical than speaking about constructive outcomes. 

Make your purchaser really feel the ache that outcomes from the established order. Persuade them the ache will solely worsen with out your resolution — as a result of you already know that to be true.

It’s best to solely speak about advantages as soon as they’re on board with that line of considering. Urgency is what permits advantages to land. With out urgency, advantages are simply pleased factors that maintain no actual that means.

4. Perception is your #1 lead story.

Patrons are specialists on their circumstances, however they need insights into their scenario from you. 

You’re probably to impress a purchaser by telling them one thing new about themselves, as your providing is a singular perception into their issues and alternatives.

Try this TaylorMade video. It’s a bang-on instance of the best way to lead a presentation with perception, after which transfer on to your product’s strengths:

You realized the best way to get extra distance out of your golf swing (an perception into what you’re doing). Then you definately realized how that’s supported by the product’s explicit energy.

Perception comes first. It adjustments how your patrons take into consideration the issue your product solves. Solely then advantages can land successfully.

5. Don’t lead with differentiators, lead to them.

At Gong.io, we’ve taught our gross sales reps to talk with patrons a few essential drawback solely we are able to resolve. It’s the delta between prime producers and the remainder of the crew.

After naming that drawback, reps supply perception into it and start to construct urgency:

• “The numbers out of your prime reps are improbable.”
• “The draw back is that they’re annulled by everybody else who’s lacking their quota.”
• “Your crew goes from excellent numbers to breaking even or lacking quota. Each of these choices are unsustainable.”

We solely introduce our key differentiator as soon as the backstory is obvious and the customer will get it. Then, our reps say one thing like this:

“Gong is the one platform that may let you know what your prime reps do in another way from the remainder of your crew. We are able to let you know which questions they ask, which subjects they talk about, after they speak about every one, and extra.”

See why we lead to our differentiator, and never with it? It simply wouldn’t land the identical manner if we began with the differentiator. The truth is, it may not land in any respect.

6. Deal with worth, not options.

Gong.io analysis discovered that specializing in options over worth isn’t impactful. Prospects, particularly decision-makers, need worth propositions about the way you’ll assist them resolve their issues reasonably than an outline of the options they’ll get. 

7. Flip your presentation.

he subsequent, ultimately reaching a shiny, last final result. This isn’t all the time the very best technique. 

As a substitute of constructing as much as essentially the most important and impactful a part of your demo on your prospect, start with essentially the most invaluable half, which is the way you’ll assist them, and let the dialog stream from there. 

There’s one different tactic underlying all of it: The very best product demos begin with subjects the patrons highlighted on the invention name. For instance, if the customer spends 4 minutes speaking about X and 10 minutes speaking about Y, you wish to start with Y, as the customer has demonstrated that they’re closely interested by Y. Within the opening part of your presentation, handle the most important subject from discovery. Tackle the second greatest subject second, and many others.

It’s known as resolution mapping, and it’s going to vary your gross sales presentation course of ceaselessly. Cease saving the large reveal for final. Cease constructing anticipation. Begin with the good things. Let it rip proper out of the gate.

8. Flip your presentation right into a dialog.

If you happen to sensed we had been on the lookout for a two-way dialogue throughout your pitch, you’re proper. That’s a aid to most salespeople, particularly those who hate delivering conventional displays.

A two-way dialogue goes to make your pitch really feel extra pure. To do that, Gong.io says to get patrons to ask questions by giving them simply sufficient information to encourage them to ask extra questions and preserve the dialog going. The truth is, prime performers ask fewer questions as a result of they don’t bombard prospects with an excessive amount of info however as a substitute give patrons simply sufficient info to have them ask questions. 

Lengthy monologues gained’t assist you could have actual conversations along with your patrons. As a substitute, purpose for a fantastic two-way dialog. 

9. Thoughts the 9-minute interval.

This tip is crisp and clear: Don’t current for greater than 9 minutes. Gong.io knowledge helps this. 

Displays for misplaced offers final a mean of 11.4 minutes. Why do they go so poorly? As a result of it’s laborious to retain consideration. If you happen to do go longer than 9 minutes, change it up. 

Range one thing that re-captures consideration and retains folks engaged. Change channels by doing one thing like switching up who’s talking in actual life or on video. This could relaxation your clock to zero, and also you’ve acquired 9 extra minutes for the subsequent portion of the present. 

10. Be strategic with social proof. 

Social proof. Greatest pal or worst nightmare? It may be both one, so use it rigorously. For instance, generic social proof (i.e., naming spectacular shoppers for model energy alone) is a catastrophe. Patrons may not determine with them. Positive, they’re dazzled, however they could not see how they relate to your present consumer.

An efficient technique is to reference shoppers just like your purchaser, with the identical ache factors, challenges and desires that they will relate to. You may inform an accompanying story in regards to the consumer and their ache factors, serving to the customer see themselves within the story you’re telling.

11. Speak value after you identify worth.

Would it not shock you to understand it issues whenever you speak about sure subjects? It will possibly really have an effect on whether or not you win or lose a deal. Pricing is a good instance of this precept.

The highest salespeople wait to speak about pricing. They understand it’s essential to exhibit their product’s worth first.

Set an agenda at the beginning of your name so your purchaser is aware of when to count on a pricing dialogue. They’ll be much less prone to elevate it early, and in the event that they do, you may refer again to the agenda.

Open with one thing like, “I’d like to speak about A, B, and C on our name right now. Then we are able to go over pricing on the finish and — if it is smart for you — speak about subsequent steps. Does that give you the results you want?”

You’re all set.

12. Reference your opponents.

Our knowledge exhibits that you just’re extra prone to win a deal for those who discuss in regards to the competitors early within the gross sales course of as a substitute of ignoring them utterly.

For finest outcomes, follow this throughout your first gross sales presentation. Ready till the tip of your gross sales course of places you right into a harmful crimson zone. Your patrons will have already got shaped opinions, and so they’ll be tougher to vary.

In different phrases, on the finish of the day, patrons will justify a choice they made early within the course of, which is why it’s essential to set your self up because the winner early on. Speak in regards to the competitors in your presentation. Put the dialog on the market. Get your purchaser to see you thru that lens, and also you’re golden.

Over To You

You now have 15 new suggestions and strategies to throw down this quarter. Many of those data-backed strikes come from Gong.io’s personal findings and have confirmed to be efficient for us. Implement them, and I do know you’ll increase your numbers.