How to Create & Deliver a Sales Presentation

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  • 0:00 Make the Meeting a Success
  • 0:43 Preparing for the Meeting
  • 1:45 Starting the Meeting
  • 2:47 Delivering Your Pitch
  • 4:24 Lesson Summary
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Lesson Transcript
Instructor: David Whitsett

David has taught computer applications, computer fundamentals, computer networking, and marketing at the college level. He has a MBA in marketing.

Congratulations - you've gotten a potential client to agree to a meeting. Now what? In this lesson, we'll examine the basics of building a winning sales presentation, what to do after the meeting and things you should never do.

Making the Meeting a Success

You've hung up the phone after a successful call seeking an appointment with a decision maker. Your prospect has agreed to give you 30 minutes to explain how your product is a potential fit. What do you do? What do you say? Let's dive into the details.

Each sales call is different and has a unique ebb and flow. Sales is both an art, being sensitive to nuances in the conversation and body language, and a science, rigorous prep time before a call. So how can you make your sales call a success? In this lesson, we are going to take a look at the important steps that can land you that sale.

Preparing for the Meeting

Let's begin with pre-appointment preparation. What are some things you can do prior to the meeting?

Research the company

Visit the company's web site and social media sites. Figure out how they make their money and what potential problems your product or service could solve.

Research the person you're meeting

LinkedIn is your best bet here. See what you can find out about your contact. Where did they go to school? Where have they worked? Who do they know? Look for common threads that you share and could discuss.

Develop an outline

Some salespeople think of themselves as nimble on their feet, able to wing a presentation by simply responding to client cues. Don't be this person. Develop an outline, if not a presentation with visual aids, so you keep your objective in mind and don't stray off track.

Develop pain questions

Make a list of questions to ask your potential client to help you determine what their pain is (the problem your product or service solves for them).

Starting the Meeting

Okay, now the big day has arrived. You arrive early (10 minutes early is a good rule of thumb) and are escorted into the customer's conference room to wait for the CEO. She walks in right on time and you exchange greetings. Now what? Here are some suggestions:

Don't skip the warm-up

It never hurts to build a little rapport in the beginning. You've researched this person on LinkedIn, so start the conversation with something other than your presentation. Don't overdo. You're there on a mission, but you should be able to feel when to switch to the sales presentation.

Recap how you arrived at this point

Providing a brief summary of why you got in touch with them can be a good way to lead into your pain questions.

Listen more, talk less

Ask your questions and really listen to their answers. Don't be thinking about your next question, but rather listen to the details. What they say contains keys to how they will buy from you. Make notes so that you can incorporate their answers into your presentation.

Delivering Your Pitch

Now you're on stage. The time has come to deliver your pitch. Here are the basics:

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