I would like to share 5 tips for sales presentations that I heard from my colleague. Actually, I’m not a sales so it’s interesting to me to learn the presentation from a different angle.
Get customers’ attention
Especially for online meetings, it’s difficult to keep concentration on someone’s presentation, isn’t it?
It’s the same for our customers. They may be browsing on their smartphones during our presentation.
So our presentation has to be short and simple to let customers focus on our presentation.
Also, it’s good to involve customers to keep their concentration. For example, it’s good to check if customers have any questions every a few slides, or ask related questions to get feedback.
In other words, we should not speak for more than 3 minutes without interruption because customers may lose their concentration. 3 minutes is short for the speaker but very long for the listener.
Organize customers’ minds
How do we get customers’ minds organized? We can ask questions to make small choices and decisions then customers can know what is must, what is better, and what they have to avoid and we can share the customer preference or mandatory conditions.
The point here is not to ask questions for us to get customers’ information, but for customers to confirm their thoughts.
This is a kind of new aspect for me since I unintentionally ask questions to get information.
I checked the following blog post in past, it’s all about listening and questioning how to get customer information effectively.
5 step listening procedure at a customer meeting
3 tips to improve your questioning skills
Listening is more important than Speaking in a customer meeting?
Presentation tips: How to get feedback about the unknown future?
The most important thing for a business presentation
How do you prepare for small talk / chat?
Presentation Preparation Step2: Make a plan
Let’s ask questions for different purposes.
Give customers time to think
It’s important to take the time to get customers to think when we ask questions or we discuss. We may want to avoid the blank time and want to continue asking questions and opinions, but we shouldn’t stop customers’ thinking.
This is because customers want to withhold their decisions and think again when they don’t have time to think deeply during a meeting.
When customers say No, that’s the chance
This is business so we may not win the opportunities. My colleague said, “Don’t stop thinking when we lost the opportunity. That’s the best time to hear customer’s real voice”. Because the negotiation was over, we will not overturn the customer’s decision anymore but just look back.
If we find something we can improve in the future, this loss is not a failure.
Ask customers assuming that customers purchased
The customer has not purchased the product but asks the customer on the assumption that the product has been purchased. For example, “When will we deliver the product? Where will we deliver it? Will you also purchase an optional service?”
Customers imagine what happens after they buy a product, which drives the purchase. Is it true? I will try this.
Thank you for reading this post. I’m a marketing guy and not a sales guy so it’s interesting to know the tips of presentation and conversation from the sales point of view.
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