sales presentation is also known as

What Is a Sales Presentation? Definition, Tips, and Follow-Up Tasks

Sales presentations let you communicate with customers in a highly memorable and persuasive way. But exactly what is a sales presentation? 

A sales presentation involves more than just a simple pitch; it’s a more complex method of explaining your product or service to a customer and demonstrating its value. 

In this article, we will explain how presentations fit into the sales process, discuss ways to make them more effective, and cover crucial follow-up tasks.

Key Takeaways

• A sales presentation is a pitch or demonstration given by a salesperson to potential customers to persuade them to buy a product or service.
• Sales presentations demonstrate the value your product offers the customer through in-depth information, data, customer reviews, visual aids, videos, statistics, demonstrations, and more.
• Key sales presentation tips include researching customer needs, tailoring the presentation to each customer, and pitching a compelling story.
• After a presentation, you should thank the attendees, follow up with additional information that addresses any objections or questions, schedule a follow-up phone call or meeting, and keep in touch to help solidify the sale.

What Does a Sales Presentation Mean?

How do sales presentations fit into the sales process, sales presentations vs. sales pitch, start by researching, craft a strong introduction, tailor your presentation to the customer journey, highlight key points backed by data, bring your product or a visual aid, use a template, what to do immediately after a sales presentation.

A sales presentation is a pitch or demonstration given by a salesperson to potential customers in order to persuade them to buy a product or service. But a sales presentation is more than just a sales pitch. It takes your customer on an experience that aids them in understanding how you can meet their needs and requirements.

Presentations also offer the opportunity to explore and build customer relationships by providing tangible success stories or positive customer reviews that can help boost your credibility. However, presenting this information to customers effectively and captivatingly is crucial for your success.

Sales presentations are typically used when introducing products or services to prospective clients to facilitate better business deals. This could involve giving further background about your company’s offerings and showcasing awards your company’s work or product range has received. A well-crafted sales presentation will let your potential buyers know why they need what you’re offering.

Sales presentations are part of the larger sales process that typically happens toward the end of the sales cycle . The sales process begins with a sales rep researching a potential customer’s needs and preferences, preparing your product or service to meet their needs, and building a relationship with your customer over time.

In the early stages of the sales process, you might communicate with your customer over email or through website visits. Later on, you might have meetings or other more direct communications.

As you near the end of the sales cycle, the time for delivering a sales presentation approaches. This is when your customer has already established that you have something of value to offer, and they’re ready to learn more.

Your presentation should provide a detailed overview of how your products can meet their current needs while enabling them to easily view features and benefits in one place.

It’s common for people to think that a sales pitch and a sales presentation are the same thing. However, while they may seem similar, these two approaches have significant differences.

Sales pitches are often standardized, are not tailored to the unique needs of a specific customer, and don’t require any research into the customer’s pain points. For example, a sales pitch is usually characterized by one-way communication. During a sales pitch, you are focused solely on selling your product or service to the customer without any exploration of their needs or interests.

A sales presentation, on the other hand, encourages a more interactive dialogue with customers. It allows them to ask questions and provides more in-depth information about why your product would benefit them specifically. It’s not as much about “selling” as about introducing products based on customer insights to establish value in their eyes.

How to Create an Effective Sales Presentation

When creating an effective sales presentation, there are several factors to consider. A successful sales presentation should be tailored specifically for each customer and allow them to experience meaningful engagement with your product.

It should build on your customer’s needs and interests to showcase how you can meet them without focusing too much on selling points. Additionally, research plays a key role in any sales process, and having data about industry trends or statistics that support your claims can add credibility to your proposal. Here are some tips on the best way to develop a winning sales presentation.

Researching before you start is essential for a good sales presentation. While the information in your presentation will vary depending on the client and situation, it’s important to include enough data and industry stats relevant to the customer’s needs. This data should be targeted towards the specific aspects of your product that can address your customer’s problem areas.

Also, digging further into case studies or positive reviews from existing customers is great for transforming a one-off sale into an ongoing business relationship. You should back up everything you say with credible sources during your sales pitch for a greater impact on viewers’ buying decision process. Newspaper articles, past client testimonials, or information from trusted online sources can all be good places to find data that backs up the claims in your presentation.

Starting a sales presentation with an introduction and some small talk is important for building rapport and trust. This also allows you to warm up the room while giving your customers a chance to get comfortable with you as well. Ensure the conversation’s tone matches your presentation’s purpose, too. Keep it upbeat yet professional, and aim to get out of any awkward silences quickly.

Develop your sales presentation with the customer journey in mind. This means considering your customer’s objectives and using them as a guideline for crafting your story. By paying attention to what your target audience needs, you not only increase the potential of closing a deal but also make customers feel understood.

But don’t take too long to get into specific details about your product. Oftentimes, getting directly to the point of how your product can solve their problem is much more effective and persuasive than offering generic explanations about what you do.

Remember the Power of Storytelling

Storytelling can be incredibly effective when it comes to sales presentations. Focus on telling stories that convey how your company or products have successfully helped other customers meet their needs. This can help your customer understand why they need what you’re offering.

Talking about your product’s challenges and solutions in simple yet compelling language is also important. Remember that a sales presentation isn’t just reciting facts and data points — illustrate the solutions you offer in a memorable way.

Focus Your Presentation on the Customer’s Problem

When creating a sales presentation, keeping the customer’s problem in your mind is important. You should provide solutions that address their pain points and benefit their specific situation.

A good sales presentation will spotlight the features of your product that provide quick and simple problem-solving for the customer. By doing this, you can position your offering as something your customer needs rather than something that’s merely nice to have.

Ways to Improve Your Sales Presentations

Besides doing the required research beforehand, there are some sales presentation techniques you can use to ensure everything runs smoothly and effectively. Here are a few ideas.

As mentioned before, having data that backs up the key points you make in your presentation is critical. These points should include quick summaries or facts about product insights, as well as any relevant customer feedback to give viewers a clear idea of how your offering can meet their needs.

Having your product there for customers to see during your sales presentation can be very persuasive. If it’s too difficult or impossible to bring your product to the presentation, you should still bring visual aids.

For example, you can provide a link with interesting animations of your product’s features, display quotes from previous customers, showcase awards you’ve won, or show videos of your previous work and how it benefitted the customer.

Create a sales presentation template that can be used across different customer sessions to speed up the process. Start by making a sales presentation outline that applies to all customers, and then tailor it to each customer as needed.

Having a consistent format and look to all your presentations will save time and reduce the effort needed to develop new slides so you can focus on crafting content specifically for each customer. An effective template will also ensure brand consistency and professionalism linked with your company’s name.

Assess Your Body Language

When delivering a presentation, body language is just as important as words. Having good posture shows confidence in your presentation and can help keep your customers engaged. Avoid crossing your arms or moving around too much, as this can cause viewers to be distracted. It’s a good idea to record yourself practicing your presentation in advance to see how you appear to others.

Ask for Input

Feedback is essential for sharpening your skills as a presenter and gaining confidence in your sales presentations. Asking your customers or sales team members for feedback on your sales deck and presentation is a great way to get honest and productive input. They may suggest changes that could bring greater clarity to your presentation or help you develop a more effective sales deck in the future.

Highlight Value Before Going Into Pricing

A professional sales presentation should focus heavily on value. Highlight how customers stand to benefit from your product, as this is crucial for getting them to purchase with confidence. You will be much more successful if you demonstrate how valuable your product is before you tell the customer how much it will cost them. 

If you’re selling something expensive, packaging additional services or features in one bundle at no extra cost can be useful for reassuring your customer that the price is worth it. This could include offers such as introducing discounts for first-time buyers or offering free maintenance contracts over a set period.

Outline Next Steps

To give your customer a clear idea of where you want things to go, always remember to end your presentation with a quick overview. This can include summarizing your value proposition and the advantages that customers can gain from using your product. Clearly outline any details about follow-up steps to set client expectations up correctly.

Increase Audience Engagement

Tricks such as incorporating polls and games during your presentation can help people remember the key points you want to present. It’s another way for sales reps to make a memorable impression on viewers and engage them with your product even after the meeting has ended.

Also, remember that the most effective sales presentations use an impactful sales deck that allows you to paint a memorable story for the customer. Build opportunities for interaction into your presentation itself.

After a successful sales presentation, it is important for a salesperson to follow-up with their client. This follow-up should be swift and thorough to ensure that the customer remembers their experience and continues to do business with the salesperson. The follow-up can include sending an email or letter summarizing the conversation and outlining any next steps, such as setting up another meeting or contract signing. Be sure to address any specific questions or concerns the prospect expressed during the presentation as well.

Additionally, it is important for the salesperson to keep in touch with their customer after the initial sale. This can be done by sending periodic updates on new products or services, providing tips on how best to use purchased products, and offering other relevant insights that could help strengthen the customer relationship.

Finally, regular check-ins will help cement loyalty while helping to identify opportunities for future sales. When executed correctly, these follow-up tasks can contribute heavily to long-term success in sales.

Sales presentations are an important element of the sales journey and require thoughtful preparation. Now that we’ve answered the question of what is a sales presentation, you can use these tips to improve your interactions with customers. Through data-backed storytelling and consideration of the customer’s journey, you stand a great chance of successfully selling your product.

Always remember that these sales presentation techniques should help make the sale come alive for viewers so they can better envision value in what you have to offer. By following our sales presentation tips, you’ll be well on your way to delivering a successful sales presentation every time!

Jane Mitchell is a sales expert with over 17 years in the industry, extending her knowledge to diverse sectors and providing optimal business growth solutions. Her knack for crafting unique sales strategies is unmatched. Jane fuels her wanderlust by traveling the world, having reached the prestigious Million Miler status with Delta Airlines.

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What Is a Sales Presentation & How to Nail It (+ Templates)

Learn what is a sales deck, what makes a good sales presentation, what should a sales deck include, and how to easily create an outstanding deck design.

Jackie Plaza

6 minute read

Short answer

What Is a Sales Presentation?

A sales presentation, also known as a sales deck or pitch deck, is a presentation that is designed to persuade potential customers to buy your product or service.

It's a tool that salespeople use to explain the benefits of their product or service, demonstrate how it solves a problem, and ultimately convince the audience to make a purchase.

A sales deck typically includes information about the company, the problem that the product or service solves, how the product or service works, proof of its effectiveness (like case studies or testimonials), and a call to action.

What Is a Presentation in the Sales Process?

In the sales process, a presentation is a formal communication method where a sales representative shares information about a product or service with prospective clients.

The goal is to persuade and educate the audience, guiding them toward making a purchase decision. It often includes slides, visuals, and interactive elements to engage and inform the audience.

What Makes a Good Sales Presentation?

A good sales presentation is concise, engaging, and tailored to the audience's needs. Key actions include storytelling, using persuasive visuals, and rehearsing for smooth delivery.

Top contributors to success are understanding the audience, a strong value proposition, and a compelling next step.

4 Main Types of Sales Decks

Let's delve into the different types of sales decks you might need, depending on the situation and the audience.

1) Introductory Sales Deck

This is your elevator pitch in slide format. It's like the trailer for a blockbuster movie—short, impactful, and leaves the audience wanting more.

Keep it brief but impactful.

Highlight what sets your company apart.

2) Product Sales Presentation

A product sales presentation is a structured pitch that showcases the features, benefits, and value proposition of a product to prospective clients.

Use storytelling to connect emotionally with the audience.

Incorporate data and testimonials to build credibility.

3) Technical Sales Deck

Imagine you're a coach explaining the intricate plays of a football game. A technical deck dives deep into the specifications, features, and technical aspects of your product or service.

Use layman's terms to explain complex technical jargon.

Include visuals like diagrams or flowcharts.

4) Proposal Deck

This is your tailored suit of sales decks. It's customized to fit the specific needs and questions of a particular client, just like a bespoke suit would fit you perfectly.

Address the client's specific pain points.

Include a timeline and actionable steps.

What Should a Sales Deck Include?

What are the must-have slides that should be in your sales deck? Let's break it down.

1) Cover Slide

Your cover slide should be like the opening scene of a James Bond movie—captivating and memorable. Include your company name, logo, and a compelling image or tagline.

Use high-quality images or graphics.

Keep it clean and uncluttered.

Use animation or video as a hook to grab attention.

An agenda sets the stage for what's to come. It's like a table of contents for a book, guiding the reader through the chapters.

List the key sections of your presentation.

Keep it brief and straightforward.

3) Problem Statement

Here, you're the detective pointing out the unsolved mystery. Identify the problem that your product or service aims to solve.

Use real-world examples to illustrate the problem.

Make it relatable to the audience.

4) Solution Overview

Now, you're the superhero swooping in to save the day. Present your product or service as the ultimate solution to the problem you've just outlined.

Use before-and-after scenarios to showcase your solution.

Keep it focused and concise.

5) Features and Benefits

This is where you show off your product's superpowers. Detail the features and how they translate into benefits for the user.

Use bullet points for easy scanning.

Include visuals like icons or images to represent each feature.

6) Social Proof

Social proof acts like a trusted friend who vouches for you. Include testimonials, case studies, or statistics that provide credibility.

Use real quotes from satisfied customers.

Include measurable results, like percentages or figures.

7) Pricing and Packages

Pricing can be the elephant in the room. Address it head-on, like a skilled negotiator laying all the cards on the table.

Offer multiple pricing options if possible.

Be transparent about what each package includes.

8) Next steps

Your next steps slide should include a CTA with your final push, like a coach's pep talk before the big game. Make it clear what you want the prospect to do next.

Use action verbs like "Sign Up," "Buy Now," or "Learn More."

Make the CTA stand out visually.

Personalize your CTA.

Embed your calendar app in the final slide to make it easy for prospects to book a meeting.

6 questions any effective sales deck must answer

Let’s talk about the basic questions you’ll have to answer in your sales deck to turn a prospect into a client.

Why should a buyer ditch the status quo and change to your product or service?

Why should they embrace this change now rather than later?

Why should a potential customer choose your industry solution over those outside of your industry?

Why should they choose you and your company specifically?

Why should a potential buyer choose your product and service? What distinct value do you offer them?

Why should they give you their hard-earned money?

According to David Hoffeld , these 6 main questions are at the root of all sales objections . By addressing them in your sales deck, you can guide your prospects through the buying process and get them to convert.

Now the challenge remaining is to weave the answers to these questions into a coherent narrative using the slide structure we talked about in the previous section.

Pro Sales Deck Advanced Techniques

Let's dive into some advanced techniques that can make your sales deck go from good to great.

Storytelling Techniques

Storytelling is like the plot twist in a thriller movie—it keeps the audience engaged and invested in the outcome. Use a narrative arc to make your presentation more engaging.

Use a real-life story to illustrate your points.

Keep the story relevant to the message you're conveying.

Use the problem-solution approach to guide your narrative.

Psychological Triggers

Psychological triggers are the Jedi mind tricks of sales. Utilize principles like scarcity, social proof, and reciprocity to persuade your audience.

Use phrases like "Limited Offer" to create urgency.

Showcase endorsements from industry experts for added credibility.

Interactive Content

Interactive elements are like Easter eggs in a video game—they make the experience more engaging and enjoyable. Incorporate clickable links, videos, or interactive demos to make your deck more dynamic.

Interactive content increases engagement, memorability, prospect involvement, and supports the buyer's decision-making.

Use clickable buttons for your CTA.

Embed short videos that explain complex concepts.

Below is a side-by-side example of 2 sales decks, one static and one interactive. Which would you rather read?

Data Visualization

Data visualization is like a sports scoreboard—it provides a quick and easy way to understand the game's status. Use graphs, charts, and other visual aids to represent data effectively.

Use pie charts for percentages.

Use line graphs to show trends over time.

Objection Handling

Objection handling is like a skilled martial artist who anticipates the opponent's moves and counters them. Address common objections within your deck to preempt any concerns.

List common objections and provide counter-arguments.

Use data or testimonials to back up your counter-arguments.

Sales Deck Design Basics

Design is more than just pretty slides. It's about creating a visual experience that complements your message.

Consistency

Consistency is like the rhythm in a song—it makes everything flow smoothly. Maintain a consistent design theme, font, and color scheme throughout your deck.

Choose a color scheme that aligns with your brand.

Use no more than two types of fonts.

Simplicity is like a minimalist painting—it says a lot without cluttering the canvas. Keep your slides uncluttered and focused on one idea per slide.

Use white space effectively.

Limit the amount of text on each slide.

Visual Hierarchy

Visual hierarchy is like the pecking order in a wolf pack—it shows who's in charge. Use design elements to guide the viewer's eye to the most important parts of your slide.

Use larger fonts for headings.

Use color to highlight key points.

Interactivity

Interactivity is like a choose-your-own-adventure book—it engages the reader and makes them a part of the story. Add interactive elements like clickable buttons or live polls to

High-performance Sales Deck Templates to Get You Started

These sales deck template s are designed for the modern sales professional. They go beyond static PowerPoint slides by offering interactive, AI-generated decks that engage and charm buyers.

These templates come with built-in user data reporting and insights. They allows automation and personalization at scale, and are proven to increase win rates by 70% and speed up closing times by 30%

Hi, I’m Jackie, Creative Marketing Specialist at Storydoc, I write on everything business presentations. I love to research and bring to light critical information that helps marketing, sales, and design teams get better results with their collateral.

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Sales Presentation (or Sales Demo)

Introduction:

A sales presentation, also known as a sales demo, is a crucial aspect of the sales process where a salesperson showcases the features, benefits, and value of a product or service to a potential customer. In this guide, we'll explore the importance of sales presentations, how they contribute to sales success, and best practices for delivering effective presentations.

Definition:

A sales presentation or sales demo is a formal interaction between a salesperson and a potential customer, during which the salesperson demonstrates the features, benefits, and capabilities of a product or service. The goal of the presentation is to persuade the prospect to make a purchase or take the desired action.

Key Concepts:

• Understanding Customer Needs: A successful sales presentation begins with a thorough understanding of the customer's needs, challenges, and preferences, allowing the salesperson to tailor the presentation to address specific pain points and deliver maximum value.
• Effective Communication: Sales presentations require effective communication skills, including clear articulation, active listening, and the ability to convey complex information in a concise and compelling manner.
• Demonstration of Value: The sales presentation should focus on demonstrating the unique value proposition of the product or service, highlighting key features, benefits, and advantages that differentiate it from competitors and meet the customer's needs.

Benefits of Sales Presentation:

• Building Rapport and Trust: A well-executed sales presentation helps build rapport and establish trust with the prospect by demonstrating expertise, understanding of their needs, and commitment to delivering value.
• Driving Purchase Decisions: Sales presentations play a crucial role in driving purchase decisions by educating prospects about the product or service, addressing their concerns, and presenting compelling reasons to buy.
• Differentiation and Competitive Advantage: Effective sales presentations differentiate the offering from competitors, highlight its unique features and benefits, and position it as the preferred solution to the customer's problem or need, resulting in a competitive advantage.

Best Practices:

• Preparation and Planning: Thoroughly research the prospect, understand their needs and challenges, and tailor the presentation to address specific pain points and objectives.
• Engagement and Interaction: Keep the presentation engaging and interactive by asking questions, soliciting feedback, and encouraging dialogue to maintain the prospect's interest and involvement throughout the presentation.
• Focus on Value: Emphasize the value proposition of the product or service, highlighting how it addresses the prospect's needs, solves their problems, and delivers tangible benefits and outcomes.

Conclusion:

Sales presentations are essential tools for persuading prospects, building trust, and driving purchase decisions. By understanding customer needs, effectively communicating value, and delivering engaging presentations, salespeople can increase their chances of success and drive revenue growth for their organizations.

Start closing deals with Digital Sales Rooms, Today.

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Sales presentations: templates, examples and ideas on how to present like a pro

A good sales presentation is more than a simple pitch, a demo or a list of facts and figures. Done well, at the right time in your sales process , it’s a tool for getting your prospects’ attention, drumming up excitement and moving prospects toward a buying decision.

In this guide, you’ll learn how to use the power of storytelling to drive decision-making and close more deals. We’ll also cover the fundamental elements of the best sales presentation ever, what to include in your sales decks and practical ideas on how to deliver them.

What is a sales presentation?

A sales presentation is a live meeting where your team showcases your product or service and why it’s the best option for your prospect.

Although the terminology differs from company to company, a sales presentation is not always the same as a sales pitch.

A sales pitch is what your sales professionals do all day long, on the phone, over Zoom or in person with clients.

A sales presentation (although it’s still a sales pitch) is a point-in-time event that usually happens when your sales team is trying to close a more lucrative deal. It’s not a simple phone call, as it often involves a meeting and a demo.

Because you’re likely presenting to a group of senior decision-makers and executives, even the best sales presentation ever requires ample prep time and coordination across multiple team members.

Key takeaways from this sales presentations article

Deliver effective presentations: Make your sales presentations compelling with storytelling, effective slide decks, tailored content and strong delivery techniques. Benefits of great presentations: Sales presentations grab attention, excite prospects and drive decision-making, helping close more deals by showcasing your product’s value. Pipedrive’s tools, including customizable sales dashboards and Smart Docs , help you create professional, tailored presentations that enhance your sales strategy. Try Pipedrive free for 14 days .

How (and why) to use storytelling in your sales presentation

Use stories in your presentations to help people remember and relate to your brand.

Statistics, facts and figures can help when you’re trying to persuade a prospect to become a customer, but they’re more impactful if you can frame them with a memorable story.

For example, tell a story about a customer who faced the same challenges as your prospect and supplement it with powerful data, they are more likely to listen and want to know more.

Human beings have a deep relationship with storytelling. Stories move, teach and, in a sales context, persuade audiences.

Chip Heath, a Stanford professor and the co-author of Made to Stick , demonstrates the importance of storytelling by doing an exercise with his students. He divides them into groups and asks them to deliver a one-minute persuasive pitch based on data he’s just shown them.

After the pitches are delivered, he asks the class to jot down everything they remember about them. Although most students use stats rather than stories, 63% remember the stories, while only 5% remember an individual data point .

The stickiness of stories makes them a useful tool for developing a sales presentation outline. They help prospects understand and remember the key points of the presentation and your product.

Thomas Dredge Sales Manager, Particular Audience

Start with a problem (and a deadline)

Your presentation is about the solution you’re offering your prospects, but it shouldn’t start with that solution.

Instead, lead with the problem your solution was designed to solve.

“ Value selling is key,” says Bradley Davies, business development at Cognism . “It is important to understand your buyer and tailor their journey to what you can do for them.

“First, you need to understand what is motivating them to have a discussion, which allows you to identify their pains and present how your offering solves their pains. Everything presented to a prospect should be based on the value for them specifically.”

You might choose to tell a story that positions your product as the hero, helping the customer vanquish a villain: their pain point.

Your story should be tailored to the pain points of the prospects in the room. For example, a change to their business, industry or the technology they use.

“If an element of your offering is not relevant, then don't distract them from the important features. It will keep them engaged and help to build their user story,” adds Bradley.

Recommended reading

Digging deep to determine customer pain points and make the sale

Create a sense of urgency around your product: It’s a solution to their problem, but if they don’t act now, they could miss an opportunity. Tell a story about what might happen if your prospect doesn’t change, framing the consequences of inaction.

Focus on outcomes

You’ve outlined the problem and, if you’re doing your job, your audience is nodding along. Now it’s time to start talking about the solution.

However, that doesn’t mean you should launch into the features and benefits of your product just yet.

Rather than presenting your product, a good sales presentation draws a picture of what life could look like for a customer once they start doing things differently. How will their workload or productivity improve? What will they be able to do with additional time and resources? How will they reduce spending and increase revenue?

From there, introduce your solution and the features that can make this brave new world possible. Do this in a few ways:

Position your features against the old way of doing things

Present those features as “superpowers” that will solve your prospect’s problems

Compare those features to competitors’ features

Quantify the value your features bring vs. the cost of doing nothing

Use a combination of some or all of the above

Creating a winning sales presentation slide deck

Most sales presentations include a slide deck to deliver facts, case studies and statistics that convey the value of your solution.

Create your sales pitch deck in an application like PowerPoint or Google slides to ensure your presentation is visible to everyone in the room (or in a virtual setting).

The best sales decks have a few key elements:

A great cover image or opening slide. Like the story you open your presentation with, your cover slide should grab your audience’s attention.

Data and key points . Charts, graphs, infographics, quotes and other information back up your presentation. Your slides should support your presentation by visualizing data, not repeating what you’re saying. You can get metrics from third-party sources or (if appropriate) from your own sales dashboard .

Testimonials and case studies from other customers. Quotes and success stories from or information about other customers, preferably in the same industry as your prospects, will act as social proof and go a long way to backing up your claims.

Competitive context. In all likelihood, your product isn’t the only one a potential customer is evaluating. Savvy sales professionals take the opportunity to proactively communicate how their product stacks up to their competitors’ and anticipate objections.

Customized content. While it might seem tempting to use the same content for every presentation, you should personalize your presentation for each meeting. You might want to use your prospect’s brand colors, find data specific to their market or industry, or reference an earlier exchange. You can find ready-to-use customizable sales decks through a graphic design app, such as Canva.

A glimpse into next steps. Give your prospects an understanding of what new customer onboarding looks like with a slide that includes a direct call to action offering next steps. For some companies, the training and customer support experience can be a value proposition in and of itself.

A note about text in your sales deck : Keep the slides simple and light on text. Your prospects don’t want to look at a wall of words to read. According to data from Venngage , 84% of presenters use visual data in their presentations – and for good reason: You don’t want to overwhelm your audience with text as they listen to you, look at your sales deck and watch the demo.

When you do include text, ensure you use a font (and font size) that can be easily read by everyone sitting in on your presentation.

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What else to bring to your sales presentation

Now that we’ve discussed the story elements of a sales presentation and your slide deck, what else should you bring to the meeting?

Most sales presentations are in-person affairs and include visual elements like a sales deck, handouts or even an in-person demonstration of the physical product. Here are a few things to think about including in your pitch.

13 examples of sales collateral you need to drive revenue

The product.

Nothing sells a product like seeing it in action.

Take Scrub Daddy, a sponge that changes shape depending on the heat of the water. When Aaron Krause, Scrub Daddy’s founder and inventor, presented the product on Shark Tank in 2012 , he demonstrated the sponge cleaning dirty kitchenware and greasy countertops. He also used bowls of water and two 10-pound weights to show the sponge’s amazing morphic abilities.

The tactic paid off: Scrub Daddy partnered with Lori Greiner for $200,000, in return for 20% equity in the business and is now considered one of Shark Tank’s most successful products.

Not all products are easy to demo, so you may have to improvise.

With a physical product, think of the perfect environment for a demo. What would show the product at its best?

With a digital product, make sure you have the technology on hand to show what your product can do (and check beforehand that the tech works). If it’s a mobile app, have your prospects download it. If it’s a platform, consider producing recorded or interactive product demos that can be embedded in your sales presentation.

For items that are too big to be brought in or which are location-specific, you may have to rely on a video as part of the presentation.

7 steps to putting together a brilliant sales demo

Leave behinds.

Depending on the nature of your solution, you may want to have materials you can leave with the prospects in the room.

This can be as simple as contact information or sales literature you pass out at the end of the presentation. It can also be something that’s part of the presentation, like a QR code that allows them to download the demo on their phones. Whatever format you choose, make sure the material is concise and to the point.

Tailoring your sales presentation to speak to your audience

Once you develop a strong sales deck template, it’s tempting to use it over and over with your target audience. Remember, personalization is essential in sales.

During lead generation , prospecting and sales calls, you know that prospects are more interested in buying if your pitches are tailored to them. It’s the same with your sales presentations, especially if you have an unusual prospect.

Let’s say your product is a CRM that’s normally used by sales organizations, but a human resources department is interested in using it to create a recruiting pipeline.

You wouldn’t use a sales deck with sales-related examples to sell it during the presentation.

Instead, you’d research talent acquisition challenges, ask your product department to create a template or a demo aimed at recruiting and build your sales deck accordingly.

Different industries have unique challenges and opportunities. It’s your responsibility to tailor your value proposition and key bullet points accordingly.

“To craft the perfect sales presentation pitch,” advises Danny Hayward, Sales Manager at Unruly , “ensure you take care of these three things:

Ask the right questions beforehand to understand the needs of the client, especially their flaws

Learn your product inside and out

Rehearse, rehearse and rehearse again

Danny Hayward Sales Manager, Unruly

How to nail your sales presentation delivery

Here are a few tried and true sales presentation techniques to make sure you close the deal.

Whether you’re presenting solo or as part of a team, it’s important to plan in advance. Follow these sales presentation tips for preparation.

Practice, practice, practice . You’ll need to get the timing right, especially if your presentation has a lot of moving parts. Go through it to make sure your timing works, so that you can nail the meeting itself.

Make sure everything works . You don’t want to go into a meeting with a faulty PowerPoint presentation or a broken sample – or find out there is no whiteboard when one is integral to your demonstration. Do your best to make sure everything goes to plan.

Decide on everyone’s roles . This one is just for those presenting as a team. Will different sales reps speak through each section? Will one rep talk while the others handle the sales deck and demo? Decide who will do and say what ahead of time.

Know your attendees. Make sure you know who from the prospect company will be in the meeting, their titles and the roles they each play in the buying process. Conducting light social media research can also clue you into attendees’ past experiences or alma maters (information that can fuel pre-presentation small talk and forge closer connections with your audience).

Practice confident body language

Presentations usually happen in person, which is why you need to practice strong body language. You want to look relaxed and confident (even if you’re shaking in your shoes).

Here are some ways you can improve your body language:

Eye contact . Make and maintain eye contact, even in virtual meetings. This shows people you’re interested in them and invested in what they have to say.

Stand up straight . Pull your shoulders back and straighten your spine; fixing your posture is an easy way to convey confidence. You’ll also feel better if you’re not hunched over.

Chin up. It’s hard when you’re in front of people, but don’t look at the floor or your shoes. Face straight ahead and make eye contact (or look at the back wall rather than the floor.)

Have a firm handshake. Some people judge others by their handshakes. Offer a firm handshake to make a good first impression.

Engage your audience

Presentations can span 30 to 60 minutes or more, so you need to be able to hold your prospects’ attention. There are a number of ways to keep everyone interested:

1. Understand your audience’s attention span

The beginning and the end of your presentation are the most memorable, so that’s where you want to use your strongest material.

Rather than leading with your product’s features, use the first few minutes of a presentation to briefly introduce yourself, and share the compelling story we mentioned earlier. If your demo itself is compelling, lead with that.

Then talk about product features and pricing. Your prospects might have already researched it or can look it up afterward, so it’s fine that it’s occupying real estate in the middle of the presentation.

Lastly, finish strong. Return to your story, sharing how your product solved an important problem. Close with confidence, and open the floor for questions.

2. Be funny

Humor can be tricky, so if you’re not comfortable making jokes, don’t force it. If, however, humor is part of your brand voice and you think it will be well-received by your audience, go for it. Humor can be a good way to connect with prospects, make your presentation memorable and relax everyone in the room.

3. Use a little showmanship

The best thing about a sales presentation is that it lets you show off your product. Unlike a pitch, a presentation lets you pull out the stops, make a splash and showcase your solution.

Use this to your advantage and be as memorable as you possibly can.

Sophie Cameron Business Development Representative, CAKE

What to do after the sales presentation to close the deal

The sales cycle isn’t over when the sales presentation ends. Here are some tips on how to wrap up loose ends and close the deal.

Take questions

Encourage questions to show prospects you care about their experience.

Sometimes prospects may want a question answered right in the middle of a presentation. Interactivity is a great sign of engagement. If that happens, stop the presentation and take their questions head-on to show you’re listening and validate their thoughts.

Other times they may sit silently waiting for you to give them all the information they need.

In either case, proactively ask for questions once you’ve ended your presentation. Encourage them to share their concerns. This is a consultative selling approach that works to build a relationship with your prospects.

By the end of your sales pitch, your prospect should be ready to come along with you and start your business relationship.

Outline the next steps of the process. The first could be offering a trial of your product, scheduling a follow-up meeting or sending over a proposal.

Whatever the steps, make sure they’re clearly defined. If you don’t hear from the prospect soon after the proposal, check back in with a follow-up email or call.

How to write a response-worthy follow-up email (with 15 templates)

Great sales presentation examples (and why they worked)

Here are some sales pitch examples you can use to inform your next sales presentation; these examples range from great sales decks to presentations and we’ll explain why they worked so well.

The successful demo

Stephen Conway of vegan chocolate brand Pure Heavenly opened his elevator pitch on the UK’s Dragons’ Den in 2019 by handing out samples of his chocolate. The product, paired with Stephen’s story about wanting to create an allergen-free treat that his young daughters could enjoy, led to three offers.

Why it worked: Conway knew the strength of his product and packaged it in a personal story, betting (correctly) that it would sell itself.

The data-driven presentation

Lunchbox is a restaurant technology company that specializes in online ordering, customer loyalty and guest engagement software. The sales deck the company used to raise its $50 million Series B in 2022 relied on bold visuals and graphs to illustrate its market opportunity, ARR history and competitive differentiators.

Why it worked: The deck tells two stories, one about the company itself and another about the way consumer dining habits have changed in the wake of COVID-19. Lunchbox used data to show how it met the industry’s new pain points for both itself and other companies.

Sales data: How to analyze sales data and a sample Excel spreadsheet

The presenters with overwhelming confidence

When Brian and Michael Speciale went on Shark Tank in 2017 to pitch their product, The Original Comfy, they had very little – no numbers or inventory, just a prototype of a big fleece blanket/hoodie and video of that hoodie being worn everywhere from the couch to the beach. What they did have was a good product and confidence in that product. Their presentation earned them an offer of $50,000 for 30% from Barbara Corcoran.

Why it worked: Corcoran says she bought in because the Speciale brothers had a good idea, the guts to present it and knew they had to strike while the iron was hot. While you probably should be more prepared for your own sales presentation, the Original Comfy story shows just how important confidence is in a sales presentation.

Begin your sales presentation by capturing your audience’s attention and establishing a solid foundation for the rest of your presentation. Here are some steps to consider:

Greet and introduce yourself

Establish rapport

State the purpose and agenda

Address the pain points

Present a compelling hook

Outline the benefits

Establish credibility

Set expectations

Remember to maintain a confident and enthusiastic demeanor throughout your presentation.

The ideal length of a sales presentation can vary depending on factors such as the complexity of the product or service, the audience’s attention span and the context in which the presentation is being delivered. However, keeping a sales presentation concise, focused and within the timeframe is generally recommended.

The conclusion of a sales presentation is a significant opportunity to leave a lasting impression and inspire action from your audience. Here are a few steps you should take to end your presentation effectively.

Include a call to action

Summarize key points

Showcase success stories

Open the floor to questions

Offer additional resources

Here’s an example of how to end your presentation:

“To quickly recap, we’ve covered these key points today: [Summarize the main features and benefits briefly].

“Now, let’s revisit our success stories. Our clients, like [Client A] and [Client B], achieved [mention their specific results]. These successes demonstrate how our product/service can deliver tangible benefits for your business.

“I’d be happy to address any questions or concerns you may have. Please feel free to ask about anything related to our offering, implementation process or pricing.

“Before we finish, I’d like to encourage you to take the next step. Schedule a demo, request a trial or start a conversation with our team. Don’t miss the opportunity to experience the advantages firsthand.

“Lastly, we have additional resources available, such as case studies and whitepapers, to provide you with more insights. Feel free to reach out to our team for any further assistance.

“Thank you all for your time and consideration today.”

Final thoughts

It can be tempting to play it safe with a sales presentation by keeping it to a sales deck and a speech – but a sales presentation should be a show-stopper.

The best sales presentation tells your customer’s story, validates with data, offers a demo and more. It’s a major undertaking that shows the strength of your product. Done well, it keeps your prospects engaged and will make them want to do business with you.

Show customers how your product can push their business forward (or better yet, how your product can make them the superhero) and you’ll have a winning sales presentation that sparks your customer’s interest and drives revenue.

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Sales presentation

Last updated: 11 November, 2023

What is a sales presentation?

What makes a good sales presentation, how to make a sales presentation, checkout our sales pipeline templates freebies.

Did you know people process visuals nearly 60,000 times faster than text? Our eyes are a predominant perceptual system for information coming from the outside world to the brain. Nearly 90% of the data we receive comes from observing, and images are stored in our memory for a very long time. 

It’s no coincidence that any advertisement, be it a video or a banner, includes both a verbal message and a visual aid. Marketers and sales reps exploit this quality of human memory to boost communication and close more deals. 

In particular — by creating effective sales presentations .

A sales presentation is a short presentation of your solution to prospects or existing customers that aims to persuade them to make a purchase.

The answer is simple. A winning sales presentation:

• Helps convince the client of the brilliance of your solution.
• Doesn’t simply describe a product or service but draws attention to the features that can solve the customer’s problems.
• Is not overloaded with facts and statistics.
• Doesn’t make your potential clients want to doze off (a boring sales presentation is a sales killer).
• Persuades the prospect that no one else on the market can satisfy their needs as well as your company can.

But what exactly should it include to get your prospects’ attention, establish good relationships with them, and accelerate the sales process?

We wish there were a recipe for a sales presentation, but there’s no one-size-fits-all recommendation about its ingredients: wording, style, format, or length. 

Still, there are some tips to help your presentation end in a sale: 

1. It’s all about the balanced layout

If you use PowerPoint or other presentation software, it’s better not to put multiple graphs, images, text, and statistics onto one slide. Your audience needs time to focus and concentrate. It hurts when you try processing the slide below, doesn’t it? 

Find the right balance between statistics and visual components. Charts, tables, and bulleted points are great, but if your presentation consists of grouped facts only, it won’t win the heart of your listener.

3 elements are just enough. If there’s more, break the slide into multiple slides instead!

Besides, as a speaker, make sure you don’t seem offhand or uninformed. Clients, especially in the B2B market , appreciate precision and professionalism. For them, the presentation packed with Google images just won’t do.

All the material presented should be of high quality and serve a point.

2. Make it short and sweet

Like any meeting, a sales presentation follows a clear agenda. Nothing will distract a client from the deal more than a prolonged conference that makes them want to escape the room. 

Here’s what works best for us: arranging 20 minutes for the speech plus 10-15 minutes for the Q&A section. This way, a sales presentation won’t take more than 30-35 minutes . It can be even shorter than that. After all, there’s a reason TED talks are 18-minute long.

If you think this time isn’t enough, schedule follow-ups, subsequent sales pitches , or agree to continue via email or phone. 

3. Work on the slide deck

Avoid adding meaningless slides; use an interactive presentation maker instead, to keep your audience engaged.

There are three conventional ones: a title, table of contents, and a “Thank you” slide. Apart from these, it’s up to you how many to include in the sales presentation. Typically, it takes from 1.5 to 3 per single key point. If we consider a 30-minute duration, that’ll sum up into 10-20 slides .

4. Start a sales presentation with a self-introduction and small talk

This is an act of courtesy to introduce oneself and briefly tell who you are. In particular, when you meet new people. Unfortunately, due to the stress, some speakers forget about it.

No less important is to catch the audience’s attention from the very beginning. A story from one’s life, a joke, a surprising fact — whichever magnet you choose, make sure it corresponds to the time and place. By the way, if you want to get inspired, check out these best TED talks ever .

5. End your speech by wrapping up and outlining further steps

Although a sales presentation may not result in a closed deal or a revenue boost (it can but on rare occasions), this is a business process. So, apart from having a good pastime with clients, a sales rep has to mildly yet distinctly drop a hint about how it’s better to proceed with the deal.

Define the purpose

Your speaking style will depend on what you’re trying to accomplish. Remember outstanding demonstrations of Apple’s new launches held by Steve Jobs? Each of these is an example of a winning sales presentation. 

The speaker aimed to persuade buyers that the product was so one of a kind, that it was a matter of life-and-death to purchase it. A speech was corresponding: the majority of time was devoted to demonstrating new UI / UX features, and less attention was paid to the technical side.

To succeed with the presentation, ask yourself what exactly you need to convey:

• Explain unique selling points
• Focus on money benefits
• Position your brand to competitors
• Create urgency around the deal, etc.

Adjust your sales presentation based on the audience

Does your audience consist of decision-makers , stakeholders, ordinary employees, or all three at once? What industry do your clients operate in? How old are these people? Is the audience multilingual? Any details are important because they will determine:

• The language and wording you choose
• Jokes you can or can’t tell
• Images you should and shouldn’t use, etc.

Consider means available

Your presentation may be doomed to fail if you don’t consider technical issues. Imagine, you expected to display a growth graph on the big white screen but were provided with a TV screen instead. Your audience won’t be able to see anything, and half of the speech will be lost.

Prepare key points & season them with data

It’s important to have a good understanding of what you are about to present. Let the numbers speak for themselves: prepare a few metrics or statistics and mention these during storytelling. However, don’t turn a presentation into a report — 2 or 3 graphs, tables, or diagrams will be more than enough.

If you plan to share the presentation among participants, you can include links to resources. This way, people interested in more details can retrieve the data.

Design the sales presentation structure

Use a “10-20-30” formula: 

• No more than 10 slides
• 20 minutes to speak
• No font smaller than 30 pt.

A good idea is to google some pre-designed sales presentation templates. This will save time on formatting plus give you useful ideas about the overall structure. Below are websites that might be helpful:

• Freecreatives

If you are in doubt, break your speech down into minute detail and align it with the sales presentation. Also, prepare cheat sheets — the latest price list, full specifications, etc. This way, you will be able to fend off any questions from the public.

Wrapping up

A good sales presentation fits the audience. Put yourself in the client’s shoes and wonder, what would YOU want to listen about? What facts might comfort you, and what questions might arise? With the customer in mind and with thorough preparation, your presentation will be a sure hit.

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8 Effective Sales Presentation Examples to Boost Your Close Rate

Winning sales presentations turn prospects into customers. But, constructing a winning presentation is often a source of dread for many sales folks. What is the perfect number of slides? Which is the best order? Should it be hyper-branded or simple?

Or, should we even be using slide decks at all in 2024?

Now, if you want to make the journey collaborative, or want to gain access to cool insights like whether they even looked at your presentation, the static deck just won't cut it.

Designing a beautiful and highly personalized sales presentation is great, but access to behavioral analytics through digital links is super powerful. Knowing whether the buyer clicked on that presentation, and then how long they viewed it, can help shape those next steps in your sales cycle.

In fact, by 2025, 80 percent of B2B sales interactions will happen in these digital channels, according to Gartner . This means that presenting your pitch digitally unlocks new opportunities to engage and collaborate with your buyer. Ultimately, this will help you close deals much faster.

Sales professionals of all types, from SDRs to Customer Success, make pitches at different points in the sales cycle. That's why it's super important to create presentations that are both enjoyable for buyers to watch and easy for sellers to navigate—especially if they’re pitching multiple times a day!

Sales Presentation Vs. Sales Pitch: Are They the Same?

Presentation? Pitch? What’s the difference? These two sales practices are often referred to interchangeably, but they’re not exactly the same.

Generally, a pitch is when you’re closing the deal. It’s short and effective—highlighting the benefits and value of the product and offering the sale. Now, it is also technically a sales presentation, but it’s not a “sales presentation.”

The sales presentation comes earlier in the process when you’re looking to get buyers interested in your product/service. Every good sales presentation gives prospects confidence in your brand and helps develop the customer relationship. It emphasizes the value your product delivers and provides clear direction for the next step in the sales process.

So really, the key differentiator between these two sales activities is the point in the sales process—the presentation introduces your product, and the pitch closes out the deal. This shifts your purpose and your approach when creating a presentation vs. pitch deck.

To create the best sales pitch ever, you can head over to our ultimate guide . But first things first. Let’s build a winning sales presentation that makes potential customers beg to buy.

6 Key Components of a Winning Sales Presentation

While there's no "one way" to make a pitch presentation, there are a few core ingredients that can transform a bland presentation into a show-stopping performance.

To keep your buyers engaged and prevent them from nodding off, make the presentation more interactive by fostering a conversation, using eye-catching visuals that leave an impression, and pacing your delivery to keep the energy level high.

1. Start Strong: Cover Slide + Confidence

First impressions matter. Your first slide and the first few moments of your delivery will shape perceptions and affect the ultimate success or failure of your sales presentation.

Your cover slide should instantly capture the audience's attention and convey your brand and industry. Later, we’ll explore some stellar examples. For now, just make sure your audience has a good idea of who you are and what you do from the very beginning—and make it interesting. Images are great at this.

Regarding your delivery, confidence is key — key— to both your sales career and presentation. The confidence you project about your solution will transfer to prospects, reducing their concerns and supporting an overall positive experience.

But you can’t get by on cover slides and confidence alone.

2. Sell Solutions (+ Value), Not Products

Gone are the days when you could simply shout that your product was the greatest thing since sliced bread—and expect customers to believe you.

Times have changed. Value-based selling is in . Today, the best approach is to inform your buyer with the right message through the right media, selling your solution and not your product.

In your sales presentation, make sure that each product feature that you include has a clear benefit for your prospective buyer. And don't just list the features. Explain why they make your product better, in the simplest way possible.

If your lead generation process produced high-quality leads, and your pre-presentation research uncovered pain points, you should have a pretty good idea what this prospective customer needs—and how your product can solve the issue.

At the end of the day, people want to know what's in it for them and how your product/service will make their lives better. Sell them the solution. The product is just a bonus.

3. Tell a Story

People remember stories. They’re more engaging than stats and figures—and humans connect with humans, not numbers. Research by cognitive psychologist Jerome Bruner suggests that facts are 22 times more likely to be remembered if they’re part of a story .

You want to harness that power for your sales presentation.

Consider your top-shelf customer success stories—or even the customer you just closed yesterday, who solved a major pain point with your solution. The key here is to find past customer situations that your current prospect can identify with. Maybe they serve a similar market niche, or are both struggling to keep their fully-remote team afloat.

Or, maybe, you want to tell your company’s story. Close itself started as a solution to our founders’ frustrations with existing sales CRMs.

Like any great story, you need an arc, characters, conflict—and a resolution. Include whatever graphs and metrics you think add value to the presentation. The numbers don’t speak for themselves, but they do play a supporting role to your storyline.

Turn your case study into a case story, illustrating how your product has helped someone else, and prepare to hook your target audience.

4. Keep It Simple

Be concise. Make your key points digestible. Prospects should be able to quickly scan your sales presentation—and then get back to the conversation.

However, many companies that offer complex products, such as software, tend to overcomplicate the delivery. Most buyers don’t have time to read white papers or long-winded info about your technical specs. Those details can come later.

There are ways to present content while neither boring nor overwhelming your audience:

• Video: Sixty-six percent of people will watch a company’s entire video if it’s less than 60 seconds. Give them something they can quickly digest, that effectively highlights your value prop and most important product features.
• Interactive demos: a great alternative to video calls, ideal with async presentations. You can use interactive demo software like Navattic or Walnut to let your buyer learn about your product on their terms, in their own time.

Whatever you do, get to the point. Time and attention spans are short. Be succinct.

Visually, don’t give your PowerPoint presentation the crafting kindergartner upgrade. Brand colors and fonts should be established early and kept consistent throughout.

In short—less is more. Don’t exhaust your audience visually or mentally.

5. Include the Proof

Your audience wants to know that your solution works. They also want to feel confident about their decision to pursue your product over the competition. How can you help ease these concerns? Include evidence in your sales presentation.

Social proof establishes your credibility and showcases how your solution has transformed the work lives of your customers. It’s an important element in building trust between you and your prospect . Social proof can include media mentions, G2 reviews, social media engagement, customer testimonials, and more.

Recent data from Statista, as of September 2023, indicates a shift in consumer behavior. Their survey, conducted among 10,021 consumers, revealed that 53 percent of U.S. respondents rely on search engines like Google for information about products. This highlights the evolving landscape of consumer trust and information sourcing.

Additionally, 34 percent of consumers used customer reviews as a source of information. This underscores the continued importance of positive reviews and testimonials in fostering trust in a business. The customer success story you've shared can be further enriched by integrating these insights, demonstrating not only the value of customer reviews but also the growing reliance on digital search engines for product information.

Including social proof in your presentation demonstrates how well your solution can meet customer needs —including theirs.

6. Call Them to Action

Nothing cleans out the sales pipeline like a well-timed, well-placed, and well-designed CTA . Success in sales relies on the success of your call to action. And that extends to your sales presentation.

Unlike the sales pitch, your sales presentation is probably not asking for the close. Instead, you are asking them to take the next step in the sales process—book a call, talk to their stakeholders, demo your product, or something else.

You want the CTA to be straightforward. Brief as possible. And effective. Make it easy for them to follow through. For example, if you want them to book a call, share a calendar link. Then follow up .

You have spent time and resources (yours and theirs) on this presentation, so don’t fumble the deal with a weak or confusing CTA. Your sales presentation should be the whole package. Literally.

But can we really tie all of this together into one mega-effective sales presentation? We’re about to find out.

8 Effective Sales Presentation Examples

Sales presentations come in all shapes and sizes. A great sales deck is one that is true to your brand, relevant to your target audience, and produces results.

Various factors can influence the structure, included elements, and delivery. For example, a self-directed presentation that prospects view online may require more text than one that’s delivered face-to-face (or via Zoom). A presentation given to industry experts will include different details (and language) than one delivered to your average, may-be-customer Joe.

As you build your next effective sales presentation, draw inspiration from these winning examples. We’ll share the presentation—and tell you why it works.

1. What + Why: Memento

Stating the problem, explaining the solution.

This sales presentation deck from Memento first describes the pain points of existing solutions—then showcases why Memento is different, emphasizing value and innovation.

This tried-and-true strategy keeps messaging simple and potent. The graphics and color-blocked backgrounds enhance that messaging, and the result? An eye-catching and powerful sales presentation.

2. Image-Rich Slides: Zuora

Is a picture worth a thousand words? Sometimes. It depends what that picture is, and what you’re trying to say.

Zuora uses an image-rich presentation to help differentiate themselves in the industry, and to support the storyline of their presentation. At the same time, text is kept to a minimum.

Visuals can create a supportive foundation upon which you can build your value proposition , company vision, and prospect-relevant story. You’ll probably include photos of your digital or physical product, but you can also add stock images or infographics.

Memorable presentations show , rather than just tell.

3. & 4. Personalize for Prospects: Trumpet

People aren’t numbers—and they don’t want to feel as such.

Personalize your sales presentation so that it speaks directly to your buyer. When possible, call them out by name and make sure that every aspect of the presentation is 100 percent relevant to their situation.

If you want to go the extra mile, incorporate their own brand identity. Make it about them, not about you. Our friends at Trumpet are on a mission to do just that with customizable presentation pods.

Check out this presentation pod example .

This prospect-specific presentation covers most of our key components for an effective sales presentation while taking personalization to the next level. Plus, it’s interactive—which adds value for both prospects and sales reps. Look for the comment section beside the presentation, where you can keep all communication and questions in one spot.

These customization options make your presentation stand out—and are bound to increase your CTA response rate. You can directly incorporate your online scheduling tool, such as Calendly, which also integrates with Close CRM to streamline prospect scheduling.

Here’s another winning example from Trumpet, featured as a use case for SDRs. Again, it’s got all the elements of an effective sales presentation (right down to customer testimonials), and even includes a short audio message specifically for the prospect, from the SDR.

So, ditch the generic sales script and personalize the presentation. Do your homework and make it relatable to each individual prospect, whenever possible.

Then, post-presentation, you can even follow up with a next-steps pod —again, created specifically for your prospect.

5. Be You(r Brand): Reddit

Remember earlier, when we said your sales presentation shouldn’t look like a kindergarten-age graphic designer let loose on Canva? There are always exceptions, right?

First and foremost, you must consider your audience and brand.

The best sales presentations are those that inform and persuade while being true to their brand identity. Sometimes that looks like minimalism: Short sentences, muted color palettes, and quiet power. Sometimes, that looks like pizazz.

Reddit has since updated its branding and slogan, but it once boasted to be “the front page of the internet.” At that time, this sales presentation got them a lot of love.

Talk about hooking an audience. But even the randomness isn’t random—it matches their brand, audience, and value proposition.

So consider your brand, audience, and value proposition, and build a sales presentation worthy of that. (But oh, to be on the sales team at Reddit.)

6. Adaptable Sales Story: Eigen Technologies

Eigen Technologies wanted a presentation to support a core sales story that could be tailored to different industry customers. An overview presentation like this one covers the bullet point features of the product while allowing the presenter to add any relevant prospect-specific slides.

Notice the decision to highlight how this solution stacks up against its industry competitors. This can add power to your own value proposition. Something else that adds power? The cohesive sales story that threads through the entire presentation, from stating the problem to showcasing the solution.

For some, this presentation might be a little text-heavy. When you’re presenting live, you want prospects to be listening to you, rather than simply reading all the information from your slides. For animated videos , take-home or self-guided presentations, however, use the amount of text necessary to support your message.

An animated sales presentation can also be a great addition to your sales and marketing materials. Save the static for your presentation, and get double-mileage with a video.

7. Out-of-the-Box: Apple

It’s hard to find live sales presentation examples because most are given privately in meetings, or directly between a salesperson and their prospect. However, explainer videos like this one can inspire your delivery—and your sales deck.

Steve Jobs, wearing his famous black turtleneck, was known for his potent yet simplistic Apple product presentations. Apple continues to lead with powerful sales messaging. Today, it has evolved to match its updated branding and sales style.

Watch how this presentation involves two different team members, both of whom add unique value to the messaging. Depending on the nature of your solution, the expertise level of your audience, and other factors, you might consider something similar—when it makes sense.

Note that every feature mention is immediately followed by its value. Your audience wants to hear about your product's benefit—don’t leave them with product details as bullet points.

8. Putting It Simply: Microsoft Office 365

This business presentation from Office 365 employs an attention-grabbing color scheme while spotlighting feature details via powerful, concise messaging.

With complex products especially, you need to filter out unnecessary information. Boil it down to your key points and features, then use simple graphics and copy to share your product. Let your value overwhelm prospects—not the presentation itself.

Are you ready to get started on your next super-effective sales presentation? Before you go, consider how it could impact your closing rate—and how you can optimize results.

Using Your Sales Presentation to Close More Deals

Every customer touchpoint should drive prospects toward your ultimate goal: closing more deals. An effective sales presentation is just one step in the customer journey, and tips and presentation templates will take you far.

Let’s look again quickly at the end of your presentation.

At the end of the presentation, you need a strong call to action—but you should also consider other ways to make your message stick. Based on the nature of your solution and how you’re delivering the presentation, you might need to leave behind handouts for your audience.

They should be focused and simple, supporting rather than detracting from your presentation. Maybe they even create a dynamic QR code for scanning to download your app or view contact information.

Then to fully optimize your sales presentation, you must follow up . Your sales presentation alone might not sell your solution—but your faithful follow-up game can push them to take the next step. Enter your CRM.

An agile CRM like Close can streamline this outreach and boost customer retention rates . Now you can optimize—and sustain—the success of your next sales presentation.

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6 Essential Elements of a Successful Sales Pitch or Presentation [Infographic]

Updated: January 28, 2020

Published: April 09, 2019

Calling a sales presentation a "pitch" is a little misleading.

In baseball, good pitchers strike batters out. But in sales, a successful pitch is one that connects -- and gets hit out of the park.

As a pitch, however, good selling is something of an art form. People want to be told a story, to understand how your value proposition is going to mesh with their business and enhance it. How you accomplish that is up to you.

But along with the art of sales is a bit of science. The types of information most likely to convince a person to buy, or help them understand what you're talking about, can be broken down to zeroes and ones.

For example, did you know 40% of people respond better to information in visual form than when it's written? Or that the best presentations are two-thirds stories?

What is a sales pitch?

The sales presentation is where a huge part of this work gets done. Though you'll be speaking with your prospects about different concerns and questions on the phone, a sales presentation may be the best chance you have to put all your cards on the table and demonstrate exactly why your service is perfect for the prospect.

This infographic from PPTPOP breaks down the six essential elements of a successful sales presentation and includes examples from other companies' winning pitches .

From limiting the service offerings you recommend for a particular customer to ease their decision, to the types of proof you should include to demonstrate your product's worth, these helpful tips will help juice up any sales presentation.

Read on for tips on creating the perfect sales presentation, or skip to the infographic here .

Structure of a Sales Pitch

• A Stellar Cover Slide
• A Value Proposition
• A Powerful Story
• Enticing Solutions
• A Clear Call-to-Action

1. A Stellar Cover Slide

Your cover slide should reflect your company stance and industry. Your audience needs to "get it" instantly. Since 40% of people respond better to visual information than plain text, Google , Flickr , Unsplash , and Fubiz can be great sources for images that immediately boost your pitch.

2. A Value Proposition

What do you do? Summarize the value of your promise to deliver to prospects, and explain why they should buy from you. To help hone your value proposition, try using the "VP" formula:

[Company name]

helps [target audience]

with [services]

so you can [benefits].

Still not quite breaking through? Check out these examples of great value propositions:

• Geekdom - "We're a new kind of collaborative workspace where entrepreneurs, technologists, developers, makers, and creatives help each other build businesses and other cool things together."
• Airbnb - "Airbnb is a trusted community marketplace for people to list, discover, and book unique accommodations around the world."

3. A Powerful Story

The most successful presentations are 65% stories. Present your story and your team to humanize your company and increase likeability.

Make sure you include the reason why your company and product came to be. Tell your audience what motivates your team to wake up and work every day. And offer tips that are personal and will make your audience smile, like, " John eats fast and makes things work. "

4. Enticing Solutions

First, focus on your client's problem. Here's how Airbnb did it:

Airbnb's first pitch extract: "Price is an important concern for customers booking travel online. Hotels leave you disconnected from the city and its culture. No easy way exists to book a room with a local or become a host."

• Problems - Price, convenience, access
• Aspirations - Have choice, unique experience, make money renting your place

Then, break down your value propositions into solutions tied to the benefits your clients want. Examples of benefits are, " Make more money and grow your business, " " Look good and impress, " and " Save time and money. "

How to list your solutions:

• Don't give too many choices
• Communicate results customers will get
• Make it easy and quick to understand
• Give examples that demonstrate your product's value.

The proofs you'll provide have to answer this question: " How do I believe you? " You should also:

• Add testimonials - They highlight what clients love about doing business with you. Use real client's pictures to enhance credibility impact.
• Share research data - Use expert quotes and findings that tie to the benefits of the product you're offering.
• Compare your products vs. competitors - Show your audience how you're better.
• Provide extra benefits - Offer a money-back guarantee, free trial, or free shipment to show and earn confidence.

6. A Clear Call-to-Action

A call to action is a simple command directing customers to take action (buy, start a free trial, sign up for our mailing list). To make your call-to-action even more enticing, include these sensory words to enhance your pitch .

Creating a Sales Presentation

• Build rapport with your audience.
• Lead with solutions.
• Include case studies.
• Ask for feedback.
• Be open to questions.

So, you're ready to create a sales presentation ? Here are some tips to keep in mind.

1. Build rapport with your audience.

If you want to give a successful presentation, you need to connect with your audience . Start out the presentation by addressing the audience and by appealing to them. This can be done by asking about their business (e.g., a new product launch or announcement).

2. Lead with solutions.

What's the biggest pain point your product or service will address? Start your presentation by providing the solution right off the bat. Not only will this capture your prospect's attention, but it will also keep them engaged and hungry to learn more about what you and your company have to offer.

3. Include case studies.

How can you support the solution you provided? Show the prospect how that solution can be applied. Case studies allow you to highlight specific aspects of your product or service that will positively impact the prospect's company. This helps you build credibility and further develop trust.

4. Ask for feedback.

It's important to connect with your audience and make sure they're engaged in your presentation. For example, you could ask, "Does this make sense?" or "Do you see how this would work for you/your team/your company?" Asking for feedback ensures that you're on the same page.

5. Be open to questions.

Let your audience know that they can ask questions at any time. Be aware of your audience and their reactions throughout the presentation. Sales strategist, Marc Wayshak , recommends, "Whenever a prospect interrupts you -- either with a verbal remark or subtle shift in their facial expression or posture -- stop immediately. Acknowledge the interruption, and welcome the opportunity to explore it with the prospect." You'll provide even more value to the prospect by addressing their questions and concerns during the presentation.

Your pitch is the fastest and easiest way to set yourself apart from your competitors. Make sure it pops with these tips -- and see the difference in your quota results.

Looking for more? Check out these sales pitch examples next.

Don't forget to share this post!

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How to Win a Deal on Shark Tank: The Anatomy of a Perfect Business Pitch [Infographic]

5 Steps to Telling a Better Story in Your Next Sales Presentation

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Powerful and easy-to-use sales software that drives productivity, enables customer connection, and supports growing sales orgs

Learn How to Start a Sales Presentation

The opening of a sales presentation is key, as it can determine its outcome . How you start a sales presentation will influence your audience’s impression of you. It can influence them positively towards what you’re going to say afterward, or on the contrary, make them decide that they’re not interested at all.

We know how important the start of your sales presentation is for your business’s success, and we want to help. That’s why we interviewed our Head of Sales, Robert Juul Glaesel , to give you the BEST tips and insights on making a strong first impression with your sales presentation’s opening. Let’s get started!

We’ll go over:

How to start a sales presentation: Why first impressions matter

• How should you begin a sales presentation? Let’s check out what our experts are saying

Let’s begin! Or, feel free to skip to your preferred section.

Research shows that first impressions are usually built between the first 7 to 10 seconds of meeting someone . And sales presentations are no exception to this rule! The opening to your presentation can definitely play a key role in how effectively you close business deals.

The beginning of any presentation has a strategic significance. It defines how the rest of your presentation is going to be read by your audience. The start of a sales presentation can help you convey trustworthiness and professionalism and make the rest of your presentation more credible.

Learning how to start an effective sales presentation is all about connecting with your audience . The more engaging you are, the more likely they will be positively predisposed to the rest of your presentation.

How should you begin a sales presentation: Lets check out what our experts are saying

There is no one true formula for how to start a successful sales presentation. Like most things, it can depend on many different factors. For example, the previous relationship you have with your audience, what kind of product or service you’re offering, how far into the sales funnel you’re working on, and so on. All these elements come into play when creating the perfect opening for your sales presentation.

Let’s take a look at some insights from Robert , our head of sales so that you can put them into practice in your next sales presentation:

Insight #1: Show curiosity

It’s important not to give the impression that you are going head-on to sell but that you genuinely care about the customer . How can you show that you care? First, give yourself some space at the beginning to show curiosity and see if they could actually benefit from your product or service.

Start by asking questions to see if they are the right prospect and if they are similar to your other success stories. As Robert says:

“First, you talk to the customer to understand their situation and see if they are experiencing the same kind of needs as other customers you’ve seen.”

You could ask these questions:

• How do you typically approach this situation or challenge in your organization?
• Could you share more about your business's usual process when dealing with [specific issue]?
• In your experience, is [the problem you’re discussing] something you see in your business?
• Have you identified any specific needs related to [the issue]?

Curiosity allows you to see if you actually are a good fit, and it allows you to create a good bond with your prospects from the start, as they feel that you’re really trying to understand them. As Robert mentions:

“They don’t feel like you’re just jumping in and trying to sell them something. They see that you ask them questions, challenging questions. It’s key that they feel like you’re asking them those questions to really understand their situation.”

Only when you have a clear picture of their business and needs, and their need actually fits with what you want to sell them, then you can start talking about solutions.

Insight #2: Create trust

Building trust is another of the best ways to start a presentation. For many salespeople (most, actually), their approach to selling is to push their solution , regardless of whether it will actually be valuable to their prospect. This way, they come across as untrustworthy, showing they only care about selling and not about improving the potential customer’s business.

Now, how can you get your prospect to trust you? Robert mentions a couple of ways:

• Show that you are incredibly competent about what you’re talking about

Obviously, you must show that you deeply understand your business: you know exactly how it works, the processes, the features, costs, etc. However, it goes beyond that; your speech should also reflect that you understand your audience . Avoid sounding like you’re repeating a rehearsed script, and instead, customize your message to them.

Demonstrate that you've done your homework by knowing:

• Their specific industry
• Their brand values and mission
• The pain points they probably face
• Their target audience
• Show that you are willing to put the collective over your own needs

It is crucial to show you’re not only interested in selling but that you’re really invested in helping them deal with their pain points. You should express that solving your prospect's need is more important to you than your need to sell . In Robert’s words:

"Instead of pushing your product, your message should be, "I don't want to sell you something; I rather want to improve your business." Because I don’t only care about selling something, but that it provides real value."

This should be a key message from the start of your sales presentation in order to foster trust. Let it be clear that you getting some revenue is a byproduct of them being more successful at whatever they want to achieve.

Something to keep in mind…

Along with being trustworthy comes the acknowledgment that sometimes, the prospect might not be a good fit for your product . It's essential to communicate this openly, promoting transparency. You can express it like this:

"You know, this solution may not be the best fit for you; having [your product] might not be ideal unless you [meet certain conditions]. Our goal is to provide you with something that truly benefits you.”

While it may not be the most pleasant conclusion, it's important to be honest. In such situations, you should keep looking for examples where your product aligns seamlessly, much like the success stories you've previously encountered. Remember, for a successful sale, there must be a match .

Insight #3: Connect your audience with a need

Another successful way to start a sales presentation is to connect your prospect with a need . How can you do this? Let them see a problem, a shift in the industry, or an undeniable transition. Present it as something they're definitely going through or will be soon. You can use Zuora’s first sales presentation slide as guidance:

This will allow you to swiftly present your service or product . Once they have recognized and accepted the need or pain point, you can start discussing your products as a solution, and it will come on as a logical answer to their problem. As Robert says:

“When the person recognizes that it will be a problem for their business, then they will be motivated to find a solution. They will start getting uncomfortable, thinking their company might face trouble soon, and getting eager to solve it. That's when... voilà, you step in and show them how you can solve it."

In this way, you are not pushing a product or forcing a sale, but rather, you are making them connect naturally. When you talk about your product or service, they are already looking for a solution . In Robert’s words:

“The best way to approach sales is to tie their needs together with your solution.”

Insight #4: Use storytelling techniques

Using storytelling is a good option for tackling how to start a sales pitch presentation. Storytelling gives a presentation an emotional charge and makes the audience feel closer to the issue presented . Stories can enhance a message and illustrate a point. And, they can also help you break the ice and make yourself feel closer to your audience.

These are some ideas of stories you could tell in your sales presentation introduction:

• Your customer reviews
• The employees’ success stories
• Your company’s mission
• Challenges you’ve overcome with your team

However, it’s important to remember that storytelling should be carefully planned out . It’s not just about sharing any emotional story; it should be strategically crafted to connect with your goal. You need to be clear on WHY you’re telling your story and HOW you’ll tailor it to a specific audience to promote a particular course of action.

Shawn Achor’s TEDTalk is the perfect example for those looking for examples of how to use storytelling to begin a presentation.

You might also like 7 Essential Storytelling Techniques for Your Business Presentation

Insight #5: Share statistics

Statistics can be a powerful tool to start your sales presentation with. They can help you show your value proposition, create a sense of urgency, and really connect your prospects with a pain point . Likewise, they demonstrate your commitment to thorough research and investigation, showing dedication to understanding their needs.

You can use statistics to prove how your product or service can improve your prospect’s performance and save them time or money. Check out how Spendesk is doing it:

Check the complete presentation for a sales presentation introduction example .

However, there are some things to keep in mind about starting your presentation with statistics:

• Make sure to show where your numbers came from. Like in the example, you should definitely cite your sources; they could be articles, research, a study, or a poll you conducted. Remember to ensure that you use reliable sources.
• Be careful about using too many statistics: Use just enough statistics to prove your point, but not too much that you bore the audience and end up sharing irrelevant information. You could end up distracting and distancing them from the main message.

Insight #6: Add an inspiring quote

When thinking about how to start your sales presentation, a quote might be an idea to consider. Especially when it comes from a renowned source, a quote can help give authority to your presentation . Letting your audience read and reflect on the quote can be a great starting point for a more engaging, participative presentation!

Check out the quote that Klima starts their presentation with . Just from the first slide, you can feel that your company, and the world, will be better once you start using their product:

Click here to view another great sales presentation introduction example.

Insight #7: Engage with your audience

Building rapport with your audience is one of the most effective ways to get them to listen to you. PowerPoint offers a wide array of options for making a presentation more engaging. Polls and quizzes are a great option to make your audience feel like an active participant .

How can you engage with your audience? Encourage them to talk, you can say something like:

“Feel free to jump in with any comments or questions at any time…”

“It would be great for this presentation to be a discussion…”

“You’re the experts in your business here, so feel free to share your insights..”

By opening your presentation this way, you’ll not only create a more friendly environment by inviting them to participate in the presentation, but also make them more receptive to learn more about the potential solutions you’ll offer.

You might also be interested in how to improve your business presentations .

The beginning of your sales presentation can determine the outcome

Preparing a sales presentation takes time and effort, and there’s no easy way around it . If you want to get the results, you must work on it first! There’s no one magic formula for learning how to start a sales presentation. But putting some work into it will definitely pay off. Whether through a quote, a story, or a poll, engaging your audience will help you get a better disposition toward the rest of it.

Don’t forget that the visual elements also play a huge role in your sales pitch first impression . Just like you should invest some time and effort in looking as polished and professional as possible, the same goes for your PowerPoint! Your presentation slides can become an exceptional tool to convey your message more effectively. Professional custom PowerPoint design can help you get outstanding results you couldn’t achieve on your own.

And, it’ll free you some time to invest in improving your delivery and content! Learning how to start a truly outstanding sales presentation is a process of trial and error. It’s all about defining your personal style, what works best for you and your product, and what values and messages you can convey through your slides.

Want to learn more?

• The Best Sales Presentation Services for Winning Sales Decks
• How to Create the Perfect B2B Sales Presentation
• +10 Sales PowerPoint Presentation Examples to Get Inspired!
• Top 20 Free Templates for Corporate and Business Presentations
• +20 Self Introduction PowerPoint Templates: Download for free!

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10-Steps to Your Ultimate Sales Presentation (with Examples)

One of the first things every new salesperson needs to learn, if they are to succeed, is how to develop and deliver a sales presentation. A lot of factors go into developing a sales presentation for a specific situation. However, by following a logical series of steps, it will greatly enhance the chance of making a sale.

A sales presentation is defined as “a talk giving information about a product or service that you are trying to sell, intended to persuade people to buy it.” Historically, sales presentations were delivered one-on-one with the salesperson, presenting directly to a buyer.

However, technology has expanded the traditional in-person sales presentation to include the potential for video conference presentations, telephone presentations, presentations delivered via email, and even long-form presentations delivered via internet web sales pages.

Regardless of the delivery method, a salesperson who follows a logical series of steps will have the greatest chance of making a sale.

The graphic below depicts an outline of the Ultimate 10-Step Sales Presentation:

Each step of the Ultimate Sales Presentation is important and contributes to the likelihood of making a sale. That said, not every step is needed in every selling situation. Sometimes the buyer is ready to buy after Step 4: Presentation. Sometimes the buyer will inject objections immediately as the salesperson begins, Step 3: Approach.

As I said, every salesperson/buyer interaction is different. The relational salesperson is acutely aware of this difference and will flex their presentation to meet the needs of the buyer.

10-Step Ultimate Sales Presentation

So now, let’s take a quick look at each of the 10-Steps of the Ultimate Sales Presentation.

1. Prospecting

Prospecting is the first step in the selling process. A prospect is a buyer who has the potential to buy your product or service. A lead is not the same thing as a prospect! A lead is simply someone for whom the salesperson has contact information. Once the lead has been qualified, they then become a prospect.

A lead becomes a qualified prospect when they exhibit these three characteristics:

• They must have the money to buy.
• They must have the authority to buy.
• They must have a desire to buy.

Prospecting is the lifeblood of many sales roles. Keeping a pipeline full of potential prospects is critical in industries like real estate, insurance, and vehicle sales. Even many retail businesses (like department stores) rely on prospecting to develop new customers.

2. Pre-approach/Planning

Planning is the second step in the selling process. Planning is done after we have identified a qualified prospect, and before we approach the customer.

A plan is a sales presentation strategy designed to achieve a specific end goal. A plan describes what you want to achieve and how you will do it.

The desire of a relational salesperson is to help people. The purpose of meeting with a buyer is to help that person in some way. The purpose of the plan you create is to help the person by selling the right product or service to meet their needs.

Planning is critical to the sales process because it accomplishes four things:

• Planning builds the confidence of the salesperson.
• Planning demonstrates the salesperson’s professionalism.
• Planning often builds goodwill between the salesperson and the buyer because the buyer sees the effort taken by the salesperson to meet their needs.
• Planning increases the probability of making the sale because the salesperson better understands the buyer’s needs.

3. Approach

The approach is the third step in the selling process. It is the period of time between when the salesperson first sees the buyer up until they start to discuss the product. The approach is the first step of the actual sales presentation.

The approach step of the sale presentation process consists of two distinct, yet equally important, parts. First is the rapport building, “small talk.” This is usually the first minute or two of the sales meeting where the salesperson might talk about something you know the buyer is interested in (sports, weather, family, children, etc.).

The second part of the approach step is the planned, formal lead-in to the actual discussion of the product.

The main thing every buyer wants to know is whether the product you’re about to discuss will meet their needs. As a salesperson, your approach to lead-in to the presentation with the buyer must accomplish three things:

• You must capture the buyer’s attention .
• You must stimulate their interest in your product or solution.
• You must then transition smoothly into the presentation.

The approach lead-in might take the form of a statement, a question, or a demonstration. Whichever method you choose (statement, question, or demonstration), you must capture the buyer’s attention, stimulate their interest in the product, and transition into the main body of the presentation.

Approach Example

An example of the statement/question approach is, “What a wonderful picture of your two children! How old are they?… That’s a wonderful age. Mrs. Buyer, the reason I wanted to meet with you today is I have an idea that I think will increase your sales and profit. Is that something you are interested in?”

As soon as you have the buyer’s attention and gained their interest, it’s time to transition directly to the main body of your presentation.

4. Presentation

The presentation is the fourth step in the selling process. The presentation is your persuasive verbal and visual explanation of your selling proposition. The presentation follows the approach.

The presentation takes the buyer through five distinct stages in the buying cycle that build upon one another:

• To provide knowledge in the form of features, advantages, and benefits so that the buyer can make an informed decision.
• This knowledge translates into positive beliefs about you and your product/service.
• The positive beliefs result in the buyer having a desire for the product.
• The desire for the product becomes an attitude that your product is the best product to fulfill the buyer’s need.
• When the buyer realizes you have the best product to meet their needs, they move into the conviction stage. They are now convinced yours is the product they need to buy.

Once the buyer has reached the conviction stage, it is time for a trial close.

5. Trial Close

A trial close is the fifth step in the selling process. The trial close is not asking the buyer to decide to buy. Rather, the trial close asks for the buyer’s opinion regarding what they have heard so far.

The trial close allows the salesperson to determine:

• Whether the buyer likes your product or service.
• Whether you have successfully answered any questions from the buyer.
• Whether any additional questions remain unanswered.
• Whether the buyer is ready for you to close the sale.

The trial close is an important yet often underutilized tool. A trial close can be used:

• After making a significant point in the presentation.
• After answering any questions or objections from the buyer.
• After the close of the main body of the presentation, and before you move to close the sale.

Trial Close Examples

Examples of a simple trial close include,

• “Does that answer your question?”
• “How does that sound to you?”
• “What do you think about what we’ve discussed so far?”

If the trial close results in a positive response from the buyer, jump to Step 9: Close. However, most trial closes will result in some questions or objections from the buyer. It’s time to determine and handle objections.

6. Determine Objections

Determining objections is the sixth step in the selling process. Assuming the trial close has resulted in questions or objections from the buyer, we now must begin the process of discovering those questions and handling those objections.

Some salespeople bristle and get defensive when asked questions or confronted with objections from a buyer. But this is the wrong way to think about objections! Salespeople should be grateful for questions and objections because they indicate the buyer’s interest. They also help the salesperson determine which stage of the buying cycle the buyer is in—attention, interest, desire, or conviction.

If the buyer has raised an objection, the salesperson needs to ensure their understanding of the objection. One easy way to do that is to restate the objection and ask for confirmation.

Determine Objection Example

For example, if the buyer has raised an objection about the expected life of a machine, the salesperson might say, “If I understand you correctly, your main concern with this machine is that it will provide you with trouble-free service for several years. Is that right?”

When the buyer confirms your understanding of the objection its time to move to the next step in the selling process and handle the objection!

7. Handle Objections

Meeting or handling objections is the seventh step in the selling process. Once you have determined you understand the buyer’s objection, you need to handle the objection. Usually, objections should be handled as soon as they are brought up. However, you may want to delay handling the objection if you are just about to talk about the question in your presentation.

There are four important points to consider when handling objections:

• Handle objections when they arise.
• Be positive when responding to objections.
• Listen carefully to the buyer as they state their objection.
• Confirm your understanding of the objection.

Some objections are false, and these can usually be ignored. However, if a buyer brings up an objection a second time, it is most likely a real issue, which needs to be addressed.

Real objections are almost always a request for more information. So, the best way to handle them is to answer the question with the specific relevant information the buyer needs.

Handle Objection Example

Going back to our machine question in the Determine Objection section above, the salesperson might continue, saying, “I certainly understand your concern. Our company has placed over 300 of these machines in companies like yours over the past ten years, and I’m proud to say they have a 99% run rate with no failures!

8. Trial Close

A follow-up trial close is the eighth step in the selling process. Whenever a question or objection is raised and handled, it’s time to try a trial close. As before, the point of the trial close is to ensure you have answered the buyer’s question to their satisfaction. If there is any doubt that the buyer is satisfied with your answer, you need to dig in to discover what other issues the buyer might have.

Trial Close Example

In our machine example, the salesperson might simply say, “Does our machine’s long life and 99% run rate answer your concern for our product’s reliability?”

When the salesperson feels that all the questions and objections have been addressed satisfactorily, it’s time to move on to the Close!

The close is the ninth step in the selling process. Closing is simply the process of helping the buyer make a decision that benefits them. The salesperson should attempt to close the sale when they feel the buyer is in the Conviction stage of the buying process.

Unfortunately, research shows a whopping 64% of salespeople fail to close. They fail to ask for the order! There are several reasons why this is the case, but generally, most of them revert to fear. The salesperson is afraid of failure, of being told “no.” Whereas, relational salespeople who are selling to solve problems and help people should never be afraid to ask for the order!

Good closers plan the close of their sale as carefully as they plan all the rest of their presentation. The close is not something you tack on to the end of the presentation, hoping that the buyer will say “yes.”

Close Example

There are many ways to close, but the simplest way is just to ask for the order and stop talking.

A salesperson might say, “Mr. Buyer, we’ve covered a lot of ground today, and I think you agree this machine will increase your production and improve your sales and profit. I have the order contract ready for your signature.” Then stop talking!

Another form of the close that I personally like is the assumptive option close. The salesperson might say, “Mr. Buyer, we’ve covered a lot of ground today, and I think you agree this machine will increase your production and improve your sales and profit. Would you like to have it delivered and installed next week, or would the following week be better for you?”

10. Follow-Up and Service

Finally, follow-up and service after the sale is the tenth step in the selling process. Sales are not about you. It’s about you taking care of your customers, and that happens after the buyer says “yes.”

What you do after the sale to provide follow-up and service to the customer is critical. It makes the difference between making a sale to a customer one time and making a sale to the same loyal customer many times year after year!

A salesperson who is diligent about providing follow-up and service after the sale will outperform the salesperson who does not perform that service. This maxim holds true simply because it is always easier to sell more to a current happy customer than find new customers. Happy, satisfied customers tell others and provide a flow of new business leads to the salesperson.

There are six steps the salesperson should take after the sale:

• Focus on improving account penetration. Get to know as many people in the account as you can. Look for needs or problems that you might be able to solve.
• Continue regular contact with the customer. Make sure every promise made in the presentation is kept.
• Handle any issues or customer complaints immediately. Things will go wrong, and the speed at which you handle even a minor issue demonstrates your commitment to the customer.
• Always keep your promises. Nothing destroys a developing relationship, like not keeping your promises. Stay true to your word. The customer placed their faith in you when they bought your product. You need to respect that faith by keeping your word.
• Become the customer’s business advisor. Do what you can to shift from the role of the salesperson to that of the trusted advisor by providing helpful industry insights, new information, or problem-solving solutions. Become a valued partner in the business!
• Show your appreciation. Showing your appreciation is a simple way to demonstrate you are thinking about the customer. Never underestimate how much a handwritten thank-you note, a congratulatory phone call, or a birthday card will mean to a buyer!

There you have it, a quick overview of the Ultimate 10-Step Sales Presentation Model!

The Ultimate 10-Step Sales Presentation Series

I hope what I shared with you here has helped you understand and appreciate the power of the Ultimate 10-Step Sales Presentation model. But I’ve just scratched this surface here! Over the next few months, I’ll be sharing more detail about each step of the model with more examples.

If you want to learn more about the Ultimate 10-Step Sales Presentation model, you can subscribe to the series here. That way you won’t miss any of this valuable information!

Join the Conversation

As always, questions and comments are welcome. What questions do you have about the Ultimate 10-Step Sales Presentation model? Are there any steps you think are more or less important than others?

I’d love your help. This blog is read primarily because of people like you who share it with friends. Would you be kind enough to share it by pressing the share button?

Category: Salespeople

Related Posts

Your Complete Guide to Customer Retention: Service and Follow-Up (with Examples)

Your Complete Guide to Closing the Sale (with Examples)

Your Complete Guide to Flushing Out Buyer Objections

How to Leverage the Trial Close in Your Ultimate Sales Presentation

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8 Different Types of Sales Pitches (+ Examples & Templates) That Work

Buyers are savvier and more skeptical of salespeople than ever before. They’re fatigued by the same old sales messages and pitches, preferring to default to Google for information and research around possible solutions. As a result, if you want any sales pitch to be successful, you need to talk directly to your prospect’s pain points and challenges. Not only that, but it has to be structured to resonate with the prospect at the right time. No one likes being sold to, so stop trying to convince prospects to make a purchase. Instead, learn how to use 6 different types of sales pitches for the relevant scenarios and help prospects take the next step in the sales process.

What is a Sales Pitch?

5 elements of a perfect sales pitch, 8 different types of sales pitch examples, when to use different types of sales pitches, tips for writing a winning sales pitch, get the skills to present the perfect sales pitch.

A Sales Pitch is a  messaging framework  (also known as a script) salespeople use to  lead audiences to a particular action,  like scheduling a follow-up meeting or demonstration. 

Sales Pitches can be informal or formal and don’t have a set format, often occurring anywhere, for example, verbally (cold call), nonverbally (email outreach) or something else entirely. 

As  Sales Pitches  are a less formal version of a  Sales Presentation , they’re also known as the Elevator Pitch; they are named as such because they should be able to be delivered within the time constraints of a single elevator ride.

Having a framework to shape your narrative will allow you to connect with your prospects on a deeper level.

However, they’re not a one-time thing. You can use different Sales Pitches for the same prospect throughout all the sales process stages. 

For example, you may raise awareness of your solution by giving a prospect an elevator pitch at a networking conference. 

Later, you may send them a quick Email or Social Media Pitch and finish by delivering a sales presentation to a room full of decision-making executives.

Ultimately, an effective Sales Pitch sets the tone for the rest of the customer relationship by getting the buyer’s attention and communicating the value and benefits of your solution to the specific pain points and challenges of the prospect’s situation.

You know what it does, but what makes a good sales pitch? Regardless of the situation, the following elements are essential for any sales pitch to be effective:

1. Research

Sadly, only  13% of buyers  agree that salespeople genuinely understand their needs. 

This a pretty damning statistic considering that if you can’t understand your prospect’s problems, you don’t stand a chance of becoming a part of their solution. 

More so, prospects don’t care about solutions or features; they care about the value that comes with a suitable solution. 

If your sales pitch is to be successful, you must thoroughly research prospects to understand what motivates them.

Identify pain points as you delve deeper into how they operate so that you can tailor their journey to provide insightful and value-based solutions.

2. Storytelling

At the heart of every perfect sal e s pitch is a story . 

Stories help prospects visualize the value of your offering, especially when you make them the hero. 

A great story always starts with a likable protagonist who has an obstacle. 

The hero can overcome the challenge through sheer determination and a little help from the product or service you are selling. 

Usually, the story has a chronological beginning, middle, and satisfying ending. Regardless of format, every Sales Pitch often sounds something like this:

• States a change or issue affecting the prospect’s ability to perform to a certain standard
• Names the “enemy” or the problem
• Teases the prospect with the idea of what the situation would look like with a solution
• Highlights certain features of your solution that solve the prospect’s most significant challenges
• Concludes and legitimizes the story with proof that the story itself is true (testimonials, data) 

Your job as a salesperson is to connect your product and your prospect’s happy ending in a way that deeply resonates with them enough to take action. 

How to Start a Sales Pitch?

You’re giving a sales presentation because you can provide a solution to a prospect’s problem. So start with the problem itself and the subsequent  challenges and pain points  your prospect experiences because of it.

3. A Value-Proposition

“What’s really in it for me?” is what every prospect wants to know. Why should they, or anyone, buy your product or service? 

Suppose you can’t convince someone else that your product or service offers better value than your competitors. 

In that case, there is no point in wasting any more time trying to sell your solution because you’ll only ever hear, “we’ll be in touch”, or worse, nothing at all. 

To deliver a compelling sales pitch that wins, always ensure you arrive prepared with a  value proposition  that explicitly states how your company’s product or service benefits prospects. 

For example, you can always follow the “value proposition formula” to get started. It goes like this:

(Your company name) helps (target audience) with (services) so you can (benefits). Value Proposition Formula

Prospects are more likely to agree to the next steps if they’ve seen or heard proof that others benefit from your solution.

To achieve this, always ensure you can back up what you’re saying with facts; have plenty of proof, like data or stats, when meeting with your prospect. 

Any proof of your solution being compelling helps answer the “how can I believe you” question from prospects. 

To do so successfully, consider sharing evidence such as:

• Client testimonials:  Enhance your credibility impact with reasons other customers love doing business with you. 
•   Research data:  Use industry expert quotes to create bridge statements from your features and benefits. 
•   Product comparisons against key competitors:  Tell them why your solution is better. 

5. A Specific Call-To-Action

A strong call to action at the end compels prospects to take action.

Whether buying now, taking the following steps internally, or even starting a free trial, you need to tell prospects what to do next.

While 5 core elements shape every sales pitch, having a concise framework can help deliver your message and narrative to prospects compellingly by assisting them to connect with your solution on a deeper level.

To shape this story into the appropriate scenario, salespeople will need to choose the right one from the 8 different types of sales pitches below:

• Elevator Sales Pitch
• Executive Sales Presentation Pitch
• Phone Sales Pitch
• Email sales pitch
• 60-second video pitch (One-minute sales pitch)
• Social media pitch (Including connection requests)
• Follow-up sales pitch
• Pain-point pitch

Now that you’ve discovered the 8 different types of sales pitches check out examples of each that you can swipe and use today:

1. Elevator Sales Pitch

An elevator pitch is a compressed type of sales presentation where a salesperson has to explain the nature, the benefits and the solution their business offers all in under 60 seconds or less – hence the name. If you can concisely and accurately articulate what you do, why it’s important, and why the prospect should care, you’ll have much more time to talk specifics in the subsequent rest of the sales process. Discover how to craft an effective elevator sales pitch in the infographic below; alternatively, you can read our full guide.

When to Use an Elevator Sales Pitch?

Most people don’t talk in elevators, but it doesn’t make elevator sales pitches only helpful in pitching products and services to prospects. Elevator sales pitches are versatile and can be used or back-pocketed for reasons such as selling a new idea to your CEO, explaining a change initiative you’re leading, or simply concisely explaining what you do for a job!

2. 60 Second Video Sales Pitch Template

A sales pitch video is invaluable for increasing conversions on your website’s product and service landing pages. Start crafting your 60 Second Video Sales Pitch with our template and formula below:

3. Follow-Up Sales Pitch

Very few leads are ready to buy after just one discussion or interaction. That’s why you must ensure you have multiple ways to reach out to prospects and engage and influence them as they continue to make their buying decision. Follow-up sales pitches are conducted in several ways, usually by telephone, email and social media. Discover some of our best follow-up sales pitch templates below

 The Initial Follow Up

Did you get a chance to see my message about [product name]? I know it’s a busy Wednesday, but are you available this week to discuss [product name]? Thanks, [your name] Follow-Up Sales Pitch Example. 1

The Unresponsive Call Setter

Last week I sent through our brochure that details our [product name]. I haven’t heard from you since and just wanted to check if you received it, and if you had any questions? I’d like to organise a quick call to talk it over. Would Tuesday at 3PM work for you? Follow-Up Sales Pitch Example.2

Discover additional follow-up sales pitch templates here in “ How to follow up with unresponsive clients in 4 steps “

4. Social Media Sales Pitch

Too many people use Social Media, particularly LinkedIn, solely as a broadcasting tool. However, Social Media is noisy – even in your prospects’ message inbox – so try listening to your customer base first instead of competing to see who can shout the loudest at potential customers.

Before sending any social media sales pitch, think about your buyer. What is relevant for them?

Don’t make the mistake of immediately sending out promotional material. That’s the quickest way to compromise or even lose the connection. Instead, focus on adding value. Tom Abbott, Social Selling: 10 Strategies To prospect, position and present on social media

The best way to approach LinkedIn sales pitches is to personalize the connection message by letting them know who you are and why you want to connect. Showing a real-world association of having friends, schools or interests in common is a great way to get their attention and increase your chances of them wanting to connect with you. Therefore, to recap, when it comes to sending your prospect an initial LinkedIn connection, you must always follow these four rules for success:

For example:

Our company helps business owners like you, build high-performance sales teams. In fact, one of our recent client’s closing percentages increased from 20% to 50% within months of our training, based on the methodology from my sales book ‘The SOHO Solution’. SOCO Sales Training’s Social Media Sales Pitch

5. Phone Sales Pitch

A phone sales pitch is very different from an in-person sales pitch. With phone sales pitches, you need to consider that you’ll have less overall time to engage the prospect and that they are generally less receptive to cold calls – which is why sales reps struggle to make them. Overall, the phone sales script has six different, equally important sections salespeople need to get right to engage prospects:

• Introducing yourself
• Building rapport
• Establishing credibility (why should they listen to you)
• Making your offer
• Getting a commitment
• Ending your sales call

You can use the following 6-part b2b phone sales script infographic to create compelling scripts for scheduling appointments that resonate with prospective customers, helping you schedule more appointments and ensure you’re dealing with a decision-maker.

6. Email Sales Pitch

Prospects are constantly prioritizing their time, especially when it comes to emails. The average professional receives around 100 emails daily, so if you want your email sales pitch to be successful, you have to be serious about getting your foot in the door.

You have very little time to make a lasting impression. Make one key point rather than listing a million of your attributes, which gives the person a reason to skim your e-mail or close it. Tell them how you can add value or what it is about you that makes you perfect for them.

Check out our subject line and  email sales pitch templates  below to help you get started: 

Cold Sales Email Example Subject Lines

• [Name], [Question]?
• [Number] tips for [pain point]
• Can I help?
• We have [Insert Common Fact] in common
• Quick question [Name]…

Cold Sales Email Pitch Examples & Templates

• [Prospect name], need help with [specific challenge]?

Hi (Prospect name), Are you struggling with (specific issue) at (company name)? I know from working with companies like yours, such as (name drop competitors) that the struggle is real. I have a couple of ideas that might help – can we schedule a time to discuss this? (Your signature) P.S. In the meantime, check out these resources I’ve put together that address (specific issue).

• [Pain-point] making you [emotion]? I can help.

Hi (Prospect name), From your website and socials, I can tell that you’re trying to (accomplish/solve a specific goal or challenge your solution addresses). Without making too many assumptions about your goals, I’m optimistic (your solution) can play a pivotal role in your success. While I’m familiar with your company, you might not be familiar with (your company name). We help businesses in (prospect industry) with three main goals: (Your benefit #1) (Benefit #2) (Benefit #3) Are you free on [day] at [time] for a short call to discuss how I can help? [Your email signature]

The way salespeople sell to different types of prospects is entirely different. That’s why salespeople use different types of sales pitches to connect with different types of prospects. Not every prospect’s communication style will be the same, and the method you use to connect with them varies throughout the sales process. As a result, the method you use (email, sales presentation, social selling , phone) will not only affect the length and tone of your message but will also require different pitch templates to be successful. Below are the different processes and sales activities that often require effective, repeatable and adjustable sales pitches:

Cold Calling

The one surefire way to fail in cold calling is not having a clear-cut plan beforehand. Having a sales pitch ready lets you get to the heart of your message quicker, giving prospects a compelling reason to keep listening in those crucial first five seconds. To be successful in this instance, salespeople invest the time to create a goal for each call and use what they know about the lead to come up with personalized points to cover before dialing. You will also need to know how you want to end the call and whether the customer seems interested or not in what you are selling. Don’t just say goodbye. Instead, provide an actionable next step your prospect can take. 

Social Selling

Establishing common ground is an essential key to social selling . Social media sales pitches on platforms like LinkedIn help quickly explain why you’ve chosen to reach out to the prospect – and why they should accept your connection.

Networking events are hectic; tell prospects what you do and why they should care in less than a minute to help stand out from the crowd.

Following-up

Prospects are busy people, especially  C-level executives . While your offering, deal or solution may not be their top priority, that doesn’t mean you should give up altogether. Use sales pitches to follow up and confirm that prospects still want to continue with the next steps.

Inbound Sales

While inbound sales leads are already aware of your solution, they may not know the complete array of benefits. Tailoring a sales pitch to ask questions and help uncover specific needs ensures you can better present the proof and value of the benefits of your solution.

Outbound Sales

The key to outbound sales is prioritizing the prospect’s time while educating them on possible solutions in a way that resonates – following a sales pitch template can help ensure you include all your key information.

While templates are a great place to start with a great sales pitch – following best practices is even better. Discover some top sales pitch tips below to deliver your message in a way that resonates:

Keep it Brief

Don’t overwhelm your audience; avoid presenting too much information too quickly. It is much better to focus on one or two main points for the initial call and use a follow-up email to delve into more details. Present information in organized short chunks, similar to bullet points, and remember to give your prospect time to ask questions.

Anticipate Objections

List the  common objections  people have given you in the past, and then write a short rationale for each objection. Frame your response to each objection in a positive way and practice it. Consider examples of clients that had the same objection, found a way to overcome it and consequently benefited from using your products and services.

Ask for Feedback

No one stays engaged with a sales rep who talks for minutes without stopping. By asking for and receiving feedback throughout your sales pitch, you can tell if it’s hitting the mark – or whether you need to adapt the approach.

Always Follow Up

Even if you’ve met the person in person (unheard of!) and they seem interested – sometimes your leads go cold. That’s why the key to success in sales is that when you think you’ve followed up too many times – follow up again. It’s been reported that it takes an average of 4 attempts to get a response from a prospect, so if you’re giving up after one email, phone call or message after the fact of the sales pitch – you’re losing business.

Sales skills need to be learned, practiced, and mastered. In our  Sales Accelerator pack , we teach you the skills all sales professionals, entrepreneurs, and small business owners need to sell effectively. Join us in mastering the sales process, starting with getting the right mindset , differentiating from the competition , building strong relationships , and delivering compelling sales presentations using stories .

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Sales Process: The Importance of Presenting

By   Hanson Cheng

June 20, 2023

• minute read

Last Updated on June 20, 2023 by Hanson Cheng

Presenting is a crucial step in the sales process and refers to the act of showcasing a product or service to a potential buyer with the intention of convincing them to make a purchase. The purpose of presenting is to provide valuable information to help the prospect understand how the product or service can meet their needs and add value to their lives. If done effectively, presenting can build trust and drive sales. This article will delve deeper into the art of presenting in the sales process and offer tips for maximizing its impact.

What is Presenting in Sales?

Presenting is a critical step in the sales process that involves demonstrating the value and benefits of a product or service to a prospective customer. It is the process of communicating information and persuading someone to make a buying decision. Presenting can take various forms, including in-person presentations and virtual presentations through video conferencing or other online platforms. In-person presentations are typically done face-to-face with a prospect or customer, while virtual presentations are done remotely using technology.

Presenting is essential to the sales process because it allows salespeople to establish relationships with their prospects, build trust, and demonstrate their expertise and knowledge about the product or service. It helps to convey the value and benefits of the offering, answer any questions the prospect may have, and address any objections or concerns that the prospect may have. Effective presenting requires a combination of knowledge, skills, and preparation.

Salespeople need to understand their prospects’ needs, pain points, and goals so that they can tailor their message and presentation to meet their specific needs. They also need to have excellent communication and listening skills to convey information clearly and effectively and respond to any questions or objections that may arise during the presentation.

The Importance of Presenting

Presenting is a critical step in the sales process. It is the art of effectively communicating the value proposition of a product or service to a potential client or prospect. A well-executed presentation can captivate the audience and persuade them to take action. This step is crucial because it provides the opportunity to connect with the client personally, understand their needs, and build a relationship of trust. An effective presentation is not just about presenting information; it is about delivering a message that resonates with the audience, addresses their concerns, and engages them emotionally.

DIiferent Types of Presenting

Presenting is a fundamental step in the sales process where the salesperson gives valuable information to a prospective client to convince them to buy a product or service. There are two main types of presenting – in-person and virtual. In-person presenting is when the salesperson meets with the client face-to-face. This presenting allows for a personal touch and the ability to read the client’s body language, which can be beneficial in tailoring the presentation to the client’s needs. Virtual presenting, on the other hand, involves presenting through video conferencing or other online platforms.

With the rise of remote work and COVID-19, virtual presenting has become essential to the sales process. While this presenting may lack the personal touch of in-person presenting, it offers the ability to present to clients who are located far away or in different time zones. It also gives salespeople the opportunity to share screens and various visual aids during the presentation.

Preparation

The first step in delivering an effective sales presentation is conducting thorough research about the target audience. This step is crucial for several reasons. First, it helps the salesperson understand the potential client’s needs and interests, which enables customization of the presentation to address those needs better. Secondly, researching the client’s background and history can help build rapport and establish trust, which is important in developing a long-term relationship.

Gathering information about the client’s industry, competitors, and challenges can also allow the salesperson to position their solution in a way that speaks to the client’s pain points. Furthermore, researching the client’s decision-making process and the key stakeholders can help the salesperson anticipate objections and prepare a persuasive argument addressing those concerns. Effective research requires accessing a variety of sources, including company websites, social media profiles, industry reports, news articles, and media interviews.

This research should be conducted deliberately and organized, with notes and observations carefully documented and synthesized to inform the next steps in the sales process.

Customization

Customization is an important stage in the sales process where the salesperson must tailor their presentation to meet the client’s or prospect’s specific needs and interests. By conducting thorough research on the client beforehand, the salesperson can gain valuable insights into what the client is looking for and their pain points. This information can then be used to customize the presentation to focus on the areas that are of most interest to the client, highlighting how the product or service can specifically benefit them.

It’s important to note that customization doesn’t mean changing the content of the presentation entirely but rather adjusting it to better align with the client’s preferences and goals. This can involve emphasizing certain features or benefits, using specific language or examples, or even adjusting the pace of the presentation to suit the client’s communication style better. The goal of customization is to create a more engaging and relevant presentation that is tailored to the client’s unique needs, resulting in a more successful sale.

When it comes to giving a successful sales presentation, practice is key. Rehearsing the presentation allows the salesperson to ensure that the delivery is smooth and effective. During the practice stage, reviewing the entire presentation several times is important to become comfortable with the content and flow. The salesperson should also focus on their tone of voice, body language, and eye contact, as these nonverbal cues can greatly impact the effectiveness of the presentation.

Additionally, practicing allows the salesperson to identify any parts of the presentation that may need additional information or clarification. Through this process, the salesperson can tailor the presentation to fit the needs and interests of the specific client or prospect. Practicing can also help to build confidence, which is crucial in delivering an effective sales presentation.

By rehearsing the presentation beforehand, the salesperson can feel more prepared and less nervous when presenting to the client or prospect. Overall, practice is necessary to ensure that a sales presentation successfully achieves its intended result.

Sales Presentation – FAQs

1. what is the importance of preparing before a sales presentation.

Preparing before a sales presentation is crucial as it helps you understand your potential client’s interests, needs and expectations. This knowledge allows you to tailor your presentation to address the customer’s needs better and increases the chance of a successful sale.

2. How can I make a great first impression during a sales presentation?

To make a great first impression during a sales presentation, ensure that you are dressed professionally, have proper grooming, and maintain eye contact with your audience. Also, display confidence and enthusiasm throughout your presentation and focus on positive messages to engage your client.

3. How do I effectively demonstrate the benefits of my product or service during a sales presentation?

To effectively demonstrate the benefits of your product or service, focus on how it solves the customer’s needs or challenges. Use examples of how the product or service has helped other customers and provide evidence that shows the value of your offering. Aim to connect with your customers on an emotional level by highlighting the positive impact the product or service will have on their lives.

4. What is the importance of active listening during a sales presentation?

Active listening demonstrates that you value the customer’s perspective, helps you gain a deeper understanding of their needs, and promotes a sense of trust and connection. It also enables you to personalize your message, respond to the customer’s objections, and clarify misunderstandings.

5. How can I overcome objections during a sales presentation?

To overcome objections during a sales presentation, show empathy, restate the prospect’s concerns, and identify the root of the objection. Address their concerns with relevant information, rather than dismiss their objections without addressing them, and offer alternative solutions that demonstrate you understand their concerns.

6. What are the follow-up steps after a sales presentation?

After a sales presentation, the follow-up steps may include emailing a summary of the discussion and proposed solution, sending samples or demos, requesting feedback, securing a next meeting, sending a thank-you note, and updating your sales pipeline. This approach ensures that you maintain contact with the potential customer, and continue building a relationship that may lead to a successful sale.

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Hanson Cheng

About the author

Living in Portugal with my wife and puppies. Scaling online businesses and sharing lessons learned on this website and in our email newsletter. Always happy to hear from you, so find me on Instagram if you want to say hi!

• HR & Payroll

Sales Process Explained: 7 Stages of the Selling Cycle

One of the main reasons a lot of people enjoy working in sales is for the freedom that the profession allows. Being charismatic, passionate, and enthusiastic is a considerable part of the job description.

With that being said, working as a salesperson also involves technical skills, as well as understanding a handful of selling methods and techniques.

One of the most fundamental processes that every business person needs to follow, in order to see a consistent success rate in sales, is the sales process.

A sales process is the sequence of actions that helps salespeople find their customer base, make their product presentation, and ultimately, close deals.

This guide will introduce you to the seven stages of the sales process and how you can effectively put it to motion for your own business.

Read along, to learn:

What Is the Sales Process?

Why is the sales process important, the 7 steps of the sales process, how to use a crm for sales process automation.

The sales process refers to the step-by-step, logical actions a salesperson takes, to eventually lead potential customers towards buying a product or service.

The sales process is generally made up of 7 steps.

At each of these steps, the salesperson tries to push leads and potential customers further down the sales funnel.

Some of the tools that salespeople use to convince potential customers to make a purchase are advertising, promotional offers, cold calling/ emailing , content marketing , and more.

Now, it’s important to understand that what makes a sales process a process is documentation.

If your salespeople all have different ways of closing deals and nurturing leads, then it will be hard to document each employee’s knowledge. And once those employees leave the firm, their knowledge and expertise leaves with them.

Additionally, not having a documented sales process makes training new employees harder, and therefore scaling your sales efforts even harder.

Documenting your sales process isn’t hard. You can use three methods: pen & paper (the traditional way), flowcharts, or dedicated sales software (CRM).

Ability to Scale Sales

Businesses with a predefined sales process see 18% more revenue growth than those without one. That’s because, without a process in place, deals are simply marked as a win or loss, and there’s hardly any measurable data to show which specific actions are working or failing.

Whereas continuously keeping track of your sales on a customer management system (CRM), provides you with a lot of valuable insights, that can be analyzed to identify improvement possibilities.

For instance, you can easily understand at which point in time your deals are getting stuck or slipping away, just by looking at the data reports of your sales process.

These reports can then be further analyzed and reviewed, to identify the root problem, brainstorm solutions, and adjust the necessary improvements.

If you want more tips on how to increase your business’ sales, check out our full guide on small business sales .

Predict Future Sales

A repeatable sales process makes it simpler to predict your future results.

You can get insights on your average win rate, focus on prospects and leads proven to deliver more business, forecast how long each stage of the process will take, and overall go through the process faster and more efficiently.

Faster Employee Training

Having a standardized sales process makes the training of sales representatives a fast and simple process, as you can show them almost exactly what actions to take in various sales situations.

As a small business owner, this can take a lot of weight off your shoulders, and give you extra time to focus on other business operations.

When talking about the sales process, keep in mind that there are countless variations of the process in terms of the number of steps and nomenclature of these steps.

The strategy behind it, however, remains the same, and businesses adapt to it according to their specific products and services.

In this guide, we will be breaking down the process into 7 steps, which include planning and preparing for a sales presentation, the presentation itself, closing the sale, and following up to ensure customer satisfaction.

1.  Prospecting For Leads

Prospecting is the process of identifying potential customers and buyers. It’s the very first step in the sales process because, in order to market something, you must first have a fitting audience for it.

An important part of prospecting is creating an ideal customer profile (ICP) that you’ll be selling to. An ICP basically contains descriptive information about your target audience, such as their demographics, interests, behavioral traits, personal background, how you’ll reach out to them, and more.

Once you’ve got your ICP figured out, you can look for potential prospects and leads.

Now, it’s important to note the differences between a prospect and a lead, as the terms shouldn’t be confused.

Leads are the names and identities of the individuals, businesses, and other potential buyers who have expressed interest in one of your goods and services. This interest can be seen as them visiting your company website, subscribing to your blog, signing up for a free trial, commenting on social media, and so on.

Once a lead has been qualified and aligns with your target audience and buyer persona, they can then be considered a prospect. We will talk more about how this qualification is done as we go along, as it is a crucial part of the third step in the sales process.

2.  Contacting Prospects

After you’ve found your group of leads, it’s time to make the first contact. The goal of this contact is to hopefully set up a more formal meeting, in the near future.

The communication channel you decide to contact them through depends largely on what stage of their buyer journey they’re in.

So, say for instance your lead is navigating through your website for help, and looking at the related FAQ section. At this point, your potential customer might not be looking to make a purchase just yet. That’s why in this scenario, it would be best for you to reach out to them via email, rather than trying to set up a face-to-face meeting.

But if your lead has submitted a query, or is requesting a product demonstration, that’s a clear indicator that it’s time to step it up and maybe give them a phone call.

After choosing a communication channel, pay close attention to the way you present yourself and the product in this interaction.

Tailor the key benefits of your good or service for each prospect, and try to express a sincere desire to solve their problem, and satisfy their needs. If you’re sending a message or email of any kind, use clear, descriptive language, proper punctuation, be concise, and end it with a friendly closing note.

3.  Qualifying Leads

After you’ve had your handful of sales calls, and some of your leads are interested in learning more, it’s time to dig into research and decide which of these buyers qualify as prospects.

Now, there are multiple ways you can go about this, but as a start, try to focus your analysis around answering these three main questions:

• Does the prospect have enough money to buy?
• Does the prospect have the authority to buy?
• Does the prospect have the desire to buy?

A simple way to remember these qualifying questions is to think of the word MAD, which stands for Money, Authority, and Desire. So, when in doubt, remember to focus on people that are MAD.

Want to learn more about how to effectively qualify leads and easily sift through the unqualified ones? Then, head over to our guide on understanding the sales funnel .

4.  Presentation

Now, it’s finally time for your presentation, also known as your sales pitch . The presentation is a continuation of the initial contact, and its main goal is to provide the prospect with as much valuable information as possible and persuade them into buying.

Presentation approaches vary and are usually customized to the unique interests of each prospect.

With that being said, regardless of the method of presentation, it’s important you always touch upon the following topics:

• Your product. Fully discuss its features, advantages, and benefits.
• Your marketing plan. If you’re presenting for a wholesaler or retail company, suggest ways on how they can resell your product. For end consumers, talk about how they can use it.
• Your business proposition. This is the value of your product to its cost. Try thinking of the answer to the question “What’s in it for the customer?”

Another key part of the presentation you need to pay attention to is body language. Just as you’re studying your prospect for any buying signals, they are carefully watching your movements and mannerism and looking for sincerity. And yes, this applies to online presentations via Zoom or Hangouts too.

Smile, make eye contact, keep a confident posture, and try to radiate only green signals to show the customer that you’re prepared and that you care.

5.  Address Objections

The road to success is always under construction. That’s why you shouldn’t be discouraged if your prospect has some resistance or objections regarding the product or the terms of your offer.

Here are some helpful tips you can use, to handle objections properly:

• Plan beforehand, by considering any reasons the prospect wouldn’t be interested or benefit from your product. Figure out ways to overcome these disadvantages, and structure your presentation in a way that minimizes the possibility of them arising in the conversation.
• Listen all the way through , and show sincere interest when they’re speaking. One big mistake salespeople make is leaping on an objection before the prospect even has the chance to finish their thought.
• Keep it friendly, and don’t take the objection to heart. Attempt to respond in a way that’s respectful to avoid appearing hostile.
• Be realistic. No product is without a fault or drawback. Acknowledge hopeless disadvantages when they’re brought up, and move forward with the conversation by putting the focus on the major benefits of your product.

6.  Closing the Sale

A big part of closing a sale is knowing how to read buying signals.

A buying signal can be anything that hints prospects are being convinced to purchase your product. If they relax and become friendlier, ask questions about your return policies or payment terms , or pull out an order form, it may be time to move towards the close.

A second, really important part of the closing process is the closing technique you use to ask the buyer for the order.

One of the most effective closings is called the alternative-choice close. With this approach, you don’t give prospects the option of buying or not buying, but rather you just ask how many, or which item they would prefer. Take, for example, a salesperson who asks: “Which would you like - the red or the blue necktie to go with your suit?”.

Another closing technique is the assumptive close, which assumes the prospect will buy. It can be made with statements such as “I’ll have this shipped to you in a week”.

For more effective sales techniques that lead to a fast close, head over to our guide on sales strategies .

7.  Follow-Up

As a business owner, you work hours, days, weeks, and sometimes even months to convince prospects into becoming customers. To prevent the sales process from ending with just one sale, it’s important that you follow-up and make sure your customers are satisfied.

Here are some practical actions you can take that go a long way in maintaining great customer relationships:

• Keep your word. If, for example, during the closing process you promised to offer an early payment discount, make sure to include that discount when sending the invoice . Failing to do so can destroy the relationship in an instant.
• Respond to complaints. Nothing shows that you value customers like being responsive, and listening to their needs. If a customer is dissatisfied with your service for an honest reason, such as being delivered the wrong size, color, or quantity, always compensate them.
• Be appreciative. Send personalized holiday or special occasion cards, annual birthday emails, mail clippings that may interest them, so that they are aware of your appreciation.

A very big part of the sales process can be automated with the help of CRM (customer relationship management) software, like Deskera.

Deskera CRM equips your business with an intuitive platform that gives you full visibility across all stages of your sales process.

Through the Deals dashboard, you can split up your leads by status, and be aware of which stage any given prospect is, in real-time. You can also add notes, documents, and email conversations to these stages, and mark them as won or lost once the process is over.

The software then uses the data stored to automatically generate reports and provide you with valuable insights into how your sales process is going. View loss and won statistics, monitor your sales team’s progress, keep track of upcoming activities, and more, in one dashboard.

The best part?

Deskera CRM is integrated with both payroll and accounting software so that you can get a complete 3-in-1 enterprise tool, and take full control of your small business management, through one platform.

Take control of your workday, and start automating with Deskera, for just $149 a year.

Give the software a try right away, by signing up for our free trial . No credit card details necessary.

Wrapping Up

Understanding how the sales process works is one of the most important steps to becoming a successful business owner. Not only does the process help you generate more revenue and locate improvement possibilities, but it also paves the way for healthy, long-term relationships with customers.

Here are some of the key takeaways of our guide, you should always keep in mind when putting your business’ sales process into motion:

• The very first step of the sales process is prospecting, and it includes searching for potential leads to reach out to.
• The second step involves making the first contact with these leads, to hopefully set up a more formal meeting, in the near future.
• After some contact, you have to qualify leads into prospects by looking for customers that have MAD (money, authority, desire).
• Once you’ve qualified the right prospects, it’s time to make your sales pitch, where you describe your product, marketing plan, and business proposition. Some objections may arise during or at the end of the presentation, so remember to listen to these all the way through, and always respond respectfully.
• If everything else is done right, closing the sale comes naturally. Try to look for buying signals, and then, ask the buyer for their order.
• The sales process doesn’t end with the sale. You have to follow-up and make sure your customers are satisfied, so that the customers continue to purchase from your business.
• Almost every step of the sales process can be automated by using CRM software like Deskera.

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