When delivering a sales presentation you are in a battlefield. It’s you against your prospective client. A war of ideas takes place. It is a one-time opportunity to make the right move. A second chance is unheard of in this game. Therefore, a better preparation should get you going places.

Know thy prospect

Many experts suggest that making a prospective client sit down and listen to what you have to say is a battle half won. You should first do a little research work; a laborious one is not required. At first contact, try to get the feeling of the prospect. As you go to meet the prospect, you should be able to understand what the person is and what would be his/her approach to you. Target the client in the way he/she understands best. Make sure you understand the jargon used in the business, this get you on a better footing in establishing your connection. Don’t try to impress anybody, just try to make your point in the simplest manner possible.

Rehearse your moves

Practice makes perfect. Prepare a mock sales presentation to assist you in analysing yourself and your potential to hit the target. Speak to the mirror, gives you the confidence to make a constant and strong eye contact. Give your voice a rough test drive in all gears, but don’t go too fast; you don’t want to lose the prospect. Being enthusiastic is a key to a good presentation. However, keep your voice at a medium pace and volume, in other words, make yourself audible and at the same time not be a pain to his/her ears. Another technique, normally adopted by telemarketers, is role-playing with friends or colleagues who can provide with appropriate criticism and guidance.

Be honest

If you are unable to answer the prospective client’s question, don’t feel guilty about it. There is nothing wrong in admitting your uncertainty. On the other hand, don’t back off if you know that you are playing your cards right. Don’t bluff. The client knows more about the business than you think. He/she can tell what a person is made of, although you will have room to breathe if you keep yourself within limits. Look the prospect in the eye, you shouldn’t have a problem with that if you are honest about what you sell.

Listen

You should prove to be a good listener. This will help you understand exactly what your prospect needs. The obvious question he would ask is “What’s in it for me?” What he wants is a tune that is music to his ears. Listen, understand and react according to the situation. Don’t make him listen to you forcefully, you won’t last a minute in his office.

Make sure the prospect understands what you say

Don’t rush ahead of your prospect. Make sure that he understands every single word you say. Keep monitoring any weakening communication signals. Any loss can turn the tables around. Design a presentation that seeks a response from your prospect without questioning his attentiveness.

Dress to kill

Watch what you wear. It pays to dress up as your prospects would imagine you to be. A well-dressed and formal outlook shows determination and quality. If not sure what you are going to encounter, wear something conservative yet appealing business attire.

Show stature on exit

Whatever the outcome of the presentation, address the attendants with confidence and leave with a firm stature. Do not fall back or give an image of failure. Leave an avenue for further communication and thank the prospect for his time. Be polite and show strong determination to succeed.