10 Tips for Powerful Sales Presentations

Fabric Newsletter

Congratulations! You've landed a sales appointment with a client. Now's the time to shine. Here are some presentation tips to help you seal the deal.

1. Build relationships. Your presentation should educate, motivate and build rapport. You want your clients to view you as a resource—not just another salesperson.

2. Wear what you sell. Show belief in your products by wearing them. It makes the right first impression. Also, carry your materials in an OGIO® or Port Authority® bag.

3. Know your customer. Tailor your presentation to fit your client's wants and needs. Use terms and jargon they understand to build credibility. With established customers, ask what's changed since you last met. Always find out where they are in the decision-making process.

4. Time your presentation. Know beforehand the time you will have with your customer. Tailor your presentation for the time allotted.

5. Organize for impact. Lead with an attention-grabbing opening. Then go into the body of your presentation and detail the benefits of your products and services. Summarize your key points in the conclusion.

6. Rehearse. Practice your presentation and anticipate potential questions and concerns. Avoid memorizing your presentation…make it natural and conversational.

7. Keep it interactive. Involve your customer by asking questions and gauging feedback.

8. Be honest. If you don't know the answer to a question, tell them you'll find out. Always play up your strengths—including the ability to learn what you must to serve your client.

9. Use visuals. Overheads, flip charts, catalogs, samples and other visual aids support your ideas and engage your client. Avoid information overload by making the visuals simple—one idea per image.

10. Leave with the sale or a follow-up appointment. Always ask for the sale or have a reason to come back.