Making Winning Sales Presentations

Part of the Selling For Dummies Cheat Sheet

People don’t buy logically. They buy emotionally and then defend their decisions with logic. Your sales presentation must not only capture and hold the attention of potential clients but should also involve as many of their senses as possible. The following tips can help you make an effective sales presentation:

  • Never give your prospect something to read until it’s time to read it.

  • Keep your presentation to 17 minutes (people tend to lose interest in anything after this time frame). It should run longer only because your prospect is actively involved and asking questions.

  • If there’s a break in your presentation for any reason, do a brief recap when you begin again to get your prospect back to the same emotionally involved point he was at before the break.

  • Let the product be the star by getting yourself out of the way. Don’t stand between your prospect and the product. Get the prospect actively engaged with the product if at all possible. Let him handle it, push buttons, move levers, whatever is appropriate.

  • Salt your presentation with your prospect’s lingo. For example, if you’re selling window coverings to an architect, use the industry names for the styles of windows or other features of her home or office.

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