Welcome to your weekly sales strategy. I’m going to talk to you about something that’s extremely important, and that is sales presentation skills. Think about a professional speaker for a minute, how important is it for a professional speaker to have great presentation skills? It’s a must, right?
I run a virtual group that I started a little over two months ago for speakers, trainers, coaches and there are a couple consultants in there too. What I wanted to do was walk people through the sales process because I know a lot of speakers, a lot of trainers, a lot of coaches and consultants that are great at delivering their product or their service, but not necessarily the best sales people or have the best sales processes in place. So one thing we’re working on right now as a group is sales presentation skills. What you say and how you say it makes all the difference if someone’s going to buy from you.
If you’re in sales, which most of the people that watch these videos are, and some CEOs of corporations or companies, you know how important it is to be able to say the right thing at the right time to the right person. That’s accomplished through practice and through literally writing down what you say.
If you look at a great keynote speaker, a traditional keynote speech is about 45 minutes. A speaker will practice their speech 100’s if not over 1000 times. They will switch one word around in their speech, they’ll switch a sentence around, take a sentence out, move a slide around in their powerpoint presentation, take a slide out, add a new slide to their deck. They are always fine tuning their presentation skills.
So the question I have for you is, how are you perfecting your sales presentation? Have you ever recorded yourself and listened to your presentation? What type of feedback are you getting? Are people buying from you? Are they buying from you on a regular basis? What type of questions are you coming up when you are presenting?
The single most important skill in sales is learning to build and deliver a sales presentation. Let’s face it, if you can’t present in a way that people understand what you’re selling, they’re not going to buy it. Your presentation has to be crafted and it has to be practiced.
So my recommendation is, start recording yourself, listen to yourself and start watching yourself present, watch your mannerisms. Fine tune your sales presentation skills and as you get better presenting your sales closing ratio will increase.
Practice, practice, practice! Make sure that you’re analyzing what you’re saying and make sure you have a purpose behind it, because if you don’t have a purpose and a reason why are you saying it?