How to make a sales presentation

Making a sales presentation can be nerve-wracking. If you prepare thoroughly and do a few practice runs, you can boost your confidence and sell your product or service to the best of your ability.

1. Research your prospect's company as well as your own. Know everything you can about the company you're pitching to so you can tailor your sales presentation to fit its needs. You can use the Internet for this as well as talk to a company representative. In addition, you'll need to know your own company's history and every detail about the product or service you're selling so you can answer questions accurately.

2. Design a presentation that best fits the needs of your prospective client. For example, if you're selling a product, bring a sample or prototype along with you. If your product or service is very detailed, use charts, pictures and handouts to help emphasize your point. A slide presentation is helpful no matter what you're selling; just make sure to tailor it to your client and not to use a generic slideshow for every sales presentation you make.

3. Start your presentation by giving a brief company history. It's better if this isn't too detailed because businesspeople often have limited time to listen to sales pitches. Be engaging to hold your client's attention.

4. Tell the client how your product fits his company's needs. Identify several ways that your product can fill a void or boost profits for his company. Be specific and focus on what the company values; for example, if the client's main goal is to improve customer service, don't just tell the representative how your service can increase his bottom line.

5. Give as many details as possible to answer the client's questions before he asks them. If your product is very technical, make good use of visual aids to walk the representative through this section of the presentation. Give real-life examples of how your product has helped similar customers.

5. Make a comparison between your product and others that are available. By directly addressing the competition, you answer some questions the client may not feel comfortable asking.

6. Explain your company’s process for delivering the product, turnaround time, customization, invoicing and cost. Give brief details about these items to round out your business presentation.

7. Answer questions the customer has. It’s best to prepare responses to objections and hard questions before you start your presentation so you can answer each question thoroughly. If you don't know an answer, tell the client you'll find out and get back to him promptly. Make sure you follow through.

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