A presentation is a skill that can be developed. It is very useful especially when you are in marketing and sales industry.
It is one of the most important points for sales and selling.
Thus, we need to upgrade our presentation from a blood sucking thing to be more engaging…
So the question is…
How do you create a presentation that will close a deal?
Before answering that question, we will know first why presentation fail?
Got something in mind?
Presenter (salesperson) usually fail because of one sole reason and that is…
They think of what they need to present rather than thinking what actually interest their expectators (customer).
Think not only yourself rather than what others need.
So in any presentation always keep in mind that their a three parts — you, the topic and your customer’s interest.
Allow to stand side by side with your customer and build a partnership.
So back to the real topic…
Here is the structure of a great presentation that will surely close any deal:
1. Start with a question: Immediately raise the issue.
“What do you want to get from this presentation?”
“What is the most important thing for you in this presentation?”
“What do you want to accomplish by the end of this presentation?”
In this part you immediately let your audience engage in your presentation. This is essential. Or else your audience will drift away from what you are presenting instantly.
In this part, you present the gap between you as a sales and them as a customer.
Remember: Information is very cheap nowadays because of the existing of the www thus, project not only as the solution but be there to be their partner — empathize and understand your customers’ needs.
2. Present your credibility
Give the things why you have the right to speak about their business.
You can present here your logo and case studies.
3. Present their problem
In this part stress what your customers’ real problem is. Touch their emotions — bring the pain.
Tip: State it with your own style — as natural as possible.
4. Offer Solution
In here, you can stop stating your solution rather state what your previous customers’ achieve with regards to your solution.
Either you may have the best product if they do not know how to use it in the right and the optimum way it will still be useless.
5. Always end with a question
Do not use the popular phrase at the end of each presentation — “Any more questions?” Rather ask them specific questions — “So, do you think what I have presented is useful for your business?”
Know how your presentation landed.
Additional Tip: Questions should be always implemented from the beginning, during and after your presentation.
Structure your presentation in the way that interests your customers and always stand side by side with them — is their partner. Make your presentation a conversation that highlights the interest of your customer.