How The Right Presentation Can Help You To Win Your Sale

So you’ve finally got your meeting with the buying team, and it has been a long road to get to this stage. A huge amount of time and effort has gone into this and all that remains is the face to face presentation.

Sadly, for most businesses this is often the stage where the sales process stops. The sale is not made and all the front end work is wasted. Face to face, buyers will find it much easier to gauge your professionalism, attention to detail, capability and credibility. The quality of your presentation says just as much about you as your personal appearance, so getting it right is vital.

So what’s the trick to creating the killer presentation to win the order?

Planning and preparation is the key. No two prospective clients or sales meetings are the same, and recognising this will help you to be more effective both in content preparation, style and delivery techniques.

Plan you presentation. Break it into neat sections and keep it brief. Get straight in to it, don’t waste time taking about yourself, deliver your messages in a way that directly answers the customer’s needs, and outlines the key benefits your product or service offers them.

Create dynamic compelling graphics that back up your messages, establishing, in prospects mind, your credibility and capability to work with them. Your slides should not get in the way of your story, time spent worrying about clicking through your slides, will be time spent not focussing on the client’s needs. Keep the slides simple and don’t allow them to become a distraction to you.

Deliver all your messages in a clear concise and compelling way. Nothing more frustrates customers than having to listen to endless waffle or trying to interpret confusing uninspiring slides.

Try to tailor your slides, to your customer. You could add their logo or a description, and with images, show how your product or service answers their needs or directly solves a specific problem. All of this will help to make a big impression.

Build flexibility into your presentation. There is no point in flogging a dead horse, if a part of your offering is not relevant, skip it, running through slides that have no value to your audience just wastes their time and when you do get to more relevant information you may already have lost them. There are several simple ways to build flexibility into your presentation making it more interactive and therefore more relevant.

Practice makes perfect. Once you have your presentation, don’t be tempted to wing it. Rehearse it out loud, and fine tune it. Think about different variations which will make your presentation more relevant to different customer types. Remember this sales pitch is as much about building trust with your potential client as showing the capabilities of your product or service. A confident well prepared pitch says professional and trustworthy like nothing else.

Stand out from the crowd. It’s likely you are going to be one of several presentations the client will receive. Try to do things differently, get yourself animated. Let them know that you really want to work with them, demonstrate real enthusiasm and energy, show that you believe in your product and are committed to your client, to working hard for them, and prepared to go the extra mile.

How to Give the Best Oral Presentations

Sometimes as the leader of a team, club or organization, or even at a business networking event, you will be required to make an oral presentation. If just the thought of that makes you squirm, here are some things to focus on that will help to take some of the pressure away.

Be sure to dress both appropriately for the group you are addressing and your own comfort. That doesn’t mean you can wear sweats for a business presentation, but it does mean you can opt for a business casual look if that suits you better than a jacket and tie. Most importantly, be neat and together looking.

The group you are speaking to will take their cues from you so be aware of your body language and attitude. If the group gets the impression you don’t want to be there, neither will they. If you can convey interest and enthusiasm, everyone will enjoy the presentation.

Even if you’re nervous, remind yourself to sound confident. Speak clearly in a volume that is comfortable for you and audible to the group.

Prepare your presentation well. Make a rough draft to work from that you can add and delete items from as you plan your talk. Make a list of the points you want to cover and use this to speak from. Never use a fully written speech as it is too easy to lose your place. Make your bullets large and easy to read.

Rehearse your presentation well and if you can, present it in front of a friend or colleague.

Well before your presentation make sure that all your equipment is in place and set up properly. If you are using slides, make sure they are in order and that you have their order marked on your presentation cards.

When delivering your presentation, be sure not to rush. Speak at a normal conversational tone and allow people to absorb what you are saying.

Although it’s easy to get distracted with other thoughts once you start talking, try hard to stay on topic. Going off on a tangent can result in the focus of the talk being lost.

Keep this three-point mantra in mind:
o State what you will be covering

o Cover it

o Restate what you covered

Some things to avoid:
o Don’t talk to the screen
o Don’t stand in front of screen
o Don’t move around too much

By following these simple guidelines, you should have no problem giving a presentation that will not only go smoothly, it will be well remembered!

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A Quick Guide for the First Time Business Presenter

The first time is always the hardest. Most especially for business presenters, you could get stuck up, or stutter or worse forget all the words you were supposed to say and bore the whole crowd. Most especially when you’re on the wrong place as well without any air conditioning or comfortable seats. So for all the first time business presenters here’s a quick read for you before you go up that stage;

Know your Topics. Backwards and Forwards

· Your audience will smell fear one you feel it. But the more you know your topic the more comfortable you’ll become. Remember that the audience are there to be informed and to learn from you and so you must be completely familiar with what you’re going to talk about. Preparation is the most important key here and the most initial point you must consider.

Be Clear and Concise

· When you begin, you share with your audience a short version of the topics you’ll cover, cover the topic in depth, then by the end of it, and do a summarization in a few short sentences.

Use Photos

· You’ll probably use slides. One thing you will have to avoid is stuff the slides of your presentations with blocks of texts. If for example you have a really long topic to cover, this will tire the people and you’d lose their attention. One of the best things to avoid this is place pictures and photos on certain parts of your presentations.

Pick a good place where you can conduct your Presentation

· A good place where there will be no interruption and will be comfortable for your audience is what you’ll need. Places like serviced offices or conference rooms. It’ll be beneficial for your presentation as well and will keep your audience attentive.

Practice on the Battle Ground

· Before your presentation, it wouldn’t hurt to practice a little bit on the same place you’ll be conducting your presentation. Like in bands where they rehearse on the same stage a night before they play. It will help you get familiar with the place and be comfortable in it so that when the time comes for you to do your presentation, the conference room will be on your side and you’ll be able to use the room to your advantage.

Try Not to Stay on Podiums

· Yes it’s a professional presentation. But if you stay stationary the whole time the audience will become inevitably bored with you. Walk around the stage while talking, own the stage, interact with the people to whom you’re talking to.

TALK to your Audience

· Remember that your “Slide-presentation” only serves as your visual aid. DO NOT read the texts in it all the time. You should know what you are presenting and therefore you shouldn’t have to read all of it. The audience are there to listen to what you’re going to say. And so speak to them, not to the projected slides.

Don’t take too long

· Alas, regardless if you’re covering a short topic or a long one, you should never take forever to finish with your presentation. And also, it shouldn’t be too short as well. If it is, it’ll be like leaving them in the air with the topic. A good presenter will always know how to pace his or her presentation. The flow should be natural and smooth.

In closing, always be ready as well for questions. No matter how clear your topic is, the audience will always have questions for you. And welcome these questions. This will give you a better chance to engage with your audience.