Sales Presentation.

Sales Presen­ta­tion: The Begin­ning of Most Busi­ness Relationships

Very little happens in busi­ness without first a sale being made. The sales contact is the begin­ning of a busi­ness rela­ti­onship. No factory operates without first a sale occur­ring. Nothing gets engi­neered, desi­gned, conceived or produced without a sale being made, even if it is only the selling of the idea to design and produce a product. A sales presen­ta­tion is the action that makes ever­y­thing happen.

Can’t spell Sales Presen­ta­tion without Sales

A sale is the deter­mi­na­tion of a need and the presen­ta­tion of a product to fill that need. That may sound simple, but that is really all there is to selling. Of course, before a sales presen­ta­tion can be made, it requires a lot of rese­arch to locate pros­pec­tive custo­mers, an under­stan­ding of their needs and the deve­lo­p­ment of an answer for those needs. This infor­ma­tion is used to put toge­ther into a concise, logical, well thought out presen­ta­tion that will display the product in the proper light via presen­ta­tion soft­ware and presen­ta­tion tools, showing that it meets the needs of the client. The sales presen­ta­tion may be accom­pa­nied by a display of busi­ness soft­ware data, product/service samples, tech­nical data, mate­rial safety data sheets (MSDS), and how the product has been applied to compa­nies with similar profiles to the pros­pec­tive client. Due to the amount of time needed for such rese­arch, the time of a sales presen­ta­tion can in fact be saved by presen­ting the data to the atten­dees live over the Internet via desktop sharing soft­ware in the form of an online presen­ta­tion. This drasti­cally reduces travel time, as well as travel costs. The costs of a sales presen­ta­tion online are further reduced via the use of free desktop sharing or free web confe­ren­cing software.

Sales presen­ta­tions via such colla­bo­ra­tion soft­ware also widen the audi­ence possi­bli­ties, with several pros­pects being able to attend the presen­ta­tion from diffe­rent world­wide loca­tions in the form of a web confe­rence or netmee­ting.

The term “sales presen­ta­tion” may be applied to nearly every presen­ta­tion that is desi­gned to elicit support, to educate, to convince, to encou­rage parti­ci­pa­tion and to moti­vate. A feasi­bi­lity study, market plan and busi­ness plans are similar to a sales presen­ta­tion, in fact, they often involve “selling” pros­pec­tive inves­tors, busi­ness asso­ciates, desi­gners and others who may be needed for a busi­ness venture. Ever­yone involved bene­fits from a sales presen­ta­tion, even if no sales are made. The presenter learns about the pros­pect and what their needs really are. The pros­pect is educated about the product presented and about the presenter them­selves. If the presen­ta­tion was for the deve­lo­p­ment of a busi­ness venture, all parties know what has to be done next.

Prepa­ring a Sales Presentation

When it comes to presen­ta­tion tips, the sales presen­ta­tion is best orga­nized in five parts:

  • The atten­tion-getting opening or introduction.
  • Why the presen­ta­tion is being made and a brief history of the company and product being presented.
  • The body of the presen­ta­tion; product details, appli­ca­tions, avai­la­bi­lity, support services, costs and how it applies to the pros­pect’s needs.
  • The summary of the presen­ta­tion; why it was made and the salient points about the product appli­ca­tion to the prospect’s needs.
  • The Close – ask for the order.

Even if the sales presen­ta­tion does not result in an imme­diate order, the next step is deter­mined for both the presenter and the pros­pect. Follow up presen­ta­tions may not be as involved and conse­quently can be achieved easily and effort­lessly via web confe­ren­cing, but are used to empha­size the need for the product (or service).