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The sales presentation is your best opportunity to show and tell, but there’s more to it than just showing and telling. You also need to think strategically about the customers buying process and needs, your competitors’ offerings, and why your solution is best.

To plan and deliver winning sales presentations, try the following approach:

Find out in advance how much time you will have.
Have you ever had a key decision-maker leave in the middle of your presentation because he was out of time? You can’t hold someone’s attention when he’s looking at the clock. At the beginning of the meeting, ask how much time the prospect has set aside, then adjust your presentation to take no more than 60% of the allotted time. Why only 60%? Because your prospect’s decisions to act typically occur at the end of the meeting. Adjusting your presentation will allow enough time to resolve any remaining issues, and reach an agreement.

Check in.
Another good question to ask at the beginning of every sales presentation is, “since the last time we met, has anything changed?” If your competitor gave a presentation yesterday afternoon you may have a few new hurdles you need to overcome. The sooner you identify those hurdles, the more time you have to plan a response.

Take his temperature.
The next question you want to ask is, “Where are you in your decision process?” If he tells me he’s scheduled presentations with three suppliers and I’m the first presenter, I know the chances of this prospect agreeing to a decision at the end of my presentation are virtually nonexistent. For starters, it would take the prospect more time, energy and stress to cancel the appointments than to go ahead with them.

More importantly, the prospect wants to hear all three presentations, because from your customer’s perspective, comparison is necessary to recognize value. Never go for the close when you are the first presenter. You’re simply asking for something that you can’t get, and customers will think you’re pushy. Instead, come up with a legitimate reason to come back after the other presentations, when the prospect likely will be in a position to make a decision.

Try to be the last presenter.
The last presenter has a significant advantage, because he is closer to the customer’s point of decision. If I am the final supplier to present, and have shown why am I am the best choice, it’s only reasonable to ask for a commitment to buy. It also creates an opportunity to address any lingering concerns that may prevent a sale.

In one of the largest sales opportunities I ever worked on, I was the third of three presenters to a committee of seven decision-makers, the most senior of whom was the Executive Vice President, I’ll call him Mr. Burns.

Ten minutes before the conclusion of my presentation, the phone rang. Mr. Burns had a plane to catch, and his cab had arrived. As he stood up, I said, “Mr. Burns, before you leave, may I ask you one final question?”
I asked, “Now that you’ve evaluated all the options, is there any reason why my solution is not your best option?”

He paused, then said “Yep!” And out came his final concern about my solution. It was a concern I was ready for, but I never got a chance to respond because his comment triggered a firestorm of conversation around the conference table. Mr. Burns missed his cab, but several other decision makers drove him to the airport so they could continue their discussion.

A few weeks later, I learned that in the car on the way to the airport, a lower-level decision-maker had resolved Mr. Burns’s concern, and I won the sale.

This example shows that today, as much as 90% of the sale takes place without you being in the room. So it’s essential to make sure that the prospects championing your cause have the tools to sell other decision makers for you.

Start with a quick review of the customer’s goals and objectives. On a flipchart, list each of the customers buying criteria. This list is your outline for effective sales presentation. Next, show how your solution meets and exceeds each customer criterion.

Throughout your presentation, get a reaction from your prospect. For example, after demonstrating a capability you would ask, how would this be an improvement or how would this help. Interactive presentations keep prospects more involved and interested.

Communicate all your unique strengths.
Today’s customers want to know two things: can you do what we need done, and how can you do it better than the other options we are considering? It’s not enough to show that you can meet your customer’s needs. You must also have some reasons why your solution is the customer’s best choice. To ensure that my strengths are understood, I always prepare a flipchart titled “Why we are your best choice” which lists at least three reasons why I’m the customer’s best option. Often, I list seven or eight reasons.

The more reasons you have, and the more compelling those reasons are, the better your chances of winning the sale. In sports, when two teams are evenly matched, the winner is the team that makes the fewest mistakes, and executes its plays the best.

To deliver a winning sales presentation, you must do the same. When you implement these 10 tips in your sales presentations, you will win more sales

To most people, creating and giving business PowerPoint presentations may be the bane of their life. It’s safe to say that most of them haven’t mastered the art of creating simple yet effective PowerPoint presentations. For all its flaws, PowerPoint presentations remain the most used form of business presentations.

Instead of being controlled by the fear and dislike of giving business presentation – the better approach is to learn the software and skills in order to take advantage of it to the max. Pay attention as well to the following tips on creating and giving the perfect business PowerPoint presentations.

Being Well-prepared Is Key
One of the key factors in ensuring a successful business presentation is to be thoroughly prepared for it. In business presentation, you are basically selling something to your audience – be it a concept, service or a product. Whatever it is that you are presenting, the goal is to inspire action. It is very important for you to know the material on the business presentation inside out. If you appear not knowledgeable, your audience can easily pick up on it.

Good content
Another area that you should prepare carefully is the look and content of your presentation. Organise and design the slides on the presentation so that they flow smoothly.

Practice, practice, practice!
When it comes to giving business presentations, there’s no such thing as too much practice. Think yourself as an artist on stage with all eyes on you. Surely you don’t want to stutter, stumble, and falter. In addition to having superb knowledge of your content, you should know the structure and flow of the presentation – this means you have to rehearse it. The most effective way is to stand in front of a mirror and give the presentation out loud. It’s even better if you can do it in front of your friends, family or colleague.

Some more useful tips include

• Keep your presentation simple and to the point.
• Don’t drown the presentation in a sea of words. If possible use relevant images or charts – as they are easier to process. Relevant images also engage the audience better and they keep them interested.
• Make clear titles, headings, captions that are easy to read. Don’t go overboard with the fontstyling.
• Remember to make the background and text contrasting colors.
• Don’t be too generous with the number of slides. In business presentations, less is always more.
• As long as you have already covered relevant points, don’t drag the information for too long.

The day I got the breast cancer diagnosis call on the telephone, it seemed that time stood still. My mind wasn’t wandering; it was specifically locked on to the subject of cancer, treatment and potential bilateral mastectomy. Ugh.

More than ten years later, I am happy to say that there have been many other moments when time seemingly stood still and many of them delicious, positive and uplifting. That’s what I want you to read now; the reminder about the awesome one at a time moments you can experience when you are willing to pay attention to one moment at a time. (For me, this very morning, it was a tiny bird gently lighting upon the branch touching my bedroom window and providing me a gentile wake up tweet.)

The gift of medical treatment is that it provides many moments of opportunities to be in the now. Initially it’s waiting rooms, doctor’s offices, and hospital sitting areas. After treatment, the spectrum is wider and filled with beautiful ‘back to normal’ moments. That’s where we’re going with this.

One of the best post-treatment, creative habits I suggest is pausing or slowing down the rhythm of life long enough to experience, really experience one moment at a time. There’s healing in experiencing the wonder that is all around. I even enjoy my walks more now that I’ve made it a habit to stop each time I cross paths with a dog. Making contact with those brown eyes and the experience of that wagging tail are uplifting components of my day and assets to being in the moment.

One of the best bonuses of this behavior is it gets me out of my ever productive thinking space into the realness of right now. Enough of that thinking, wandering mind and into the moment. I recommend present moment awareness highly. There is so much to be appreciated when we’re just in the moment.

A caution here about dwelling on cancer or the negative ramifications of ‘if only’ thinking. Using thoughts to scare myself is no longer so common as it used to be (although now and then I catch myself in this old, bad habit). Now that I know I can shift the focus to what’s in front of me right now, my life is more peace-filled and that’s what I want for you. Post treatment life can be filled with real delights (as opposed to the imagined fears/thoughts/feelings when thinking takes me or you out of the moment).

The best ticket into the present moment is your conscious breath. It’s easy to do. Just go where you won’t hear the telephone and take 3 deep, conscious breaths. After that, observe what is right there in front of you and appreciate what is right. It’s that simple! (If you notice something that needs cleaning, or tidying or changing, postpone that til later; this is for focus on what’s right.) And, the truth is, the after treatment possibilities are endless one moment at a time.