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Sales Training Ideas

Six Keys to a Powerful Sales Presentation

1) Be interesting and to-the-point.

Your presentation needs to catch and keep the prospect's attention and interest. Make it interactive. Ask the prospect questions and involve her in ways that make her an active member in the proposed solution. Use interesting examples and stories that mirror her situation and spell out how others have benefited from using you and your company in similar situations.

2) Deliver with energy, enthusiasm, and emotional logic.

You need to show energy, enthusiasm, and excitement for your product. At the same time, you don't want to overwhelm the prospect withtoo much energy and excitement. If your prospect is a high-energy individual, match their energy level. If your prospect is more subdued, show energy and excitement that is one level above theirs.

In addition to showing energy and enthusiasm, you need to back your presentation up with logic. Remember: people buy on emotion and justify their decision on logic.

Bottom line on this point: Put life, energy, and enthusiasm in your voice, and make sure your sales presentation makes good logical sense.

3) Address the specific needs, desires, and concerns of the prospect, and speak to her hot buttons.

Each presentation will be different because each prospect has different needs, desires, and concerns. If you've done your work properly during previous calls, you understand what the prospect is looking for and you've uncovered some hot buttons.

4) Be clear, concise, and articulate.

Your sales presentation should be easy to understand, to the point, and it should be delivered in terms that the prospect will understand. You want to use as few words as possible while at the same time, using the most effective words possible. Also, no acronyms or other terms and phrases that the prospect may not be familiar with.

5) Lead naturally to the close.

6) Have a script.

While each presentation will be different based upon the individual prospect's needs and desires, most of the pieces remain the same, you'll simply use different ones and arrange them differently. Each feature and benefit, story, and piece of information you need to convey, must be well thought out, well prepared, written down, committed to memory, and most important, proven to work. Some people believe that having a written presentation is too unnatural-you may sound as though you are reading (if on the phone), or canned (if in person). The way to avoid this is by practicing, drilling, and rehearsing your presentation pieces to the point where you know them verbatim.

Ari Galper, the World’s #1 Sales Trainer and expert on trust-based sales training, is the creator of Unlock The Game®, the leading sales approach being adopted by companies across Australia, in Sydney, Melbourne and Brisbane. You can take a Free Test Drive of Ari’s sales training approach at http://www.unlockthegame.com.au/.