Over time, your sales presentations may start to sound the same. It’s easy to get into a familiar flow, but when this happens, you might not be fully engaging your prospects. If you fall into a rut with your presenting, you also might not be addressing what really matters to them.
Mural’s Brianna Hansen says sales presentations can easily fall short if they’re not thoughtfully planned and executed. Many presentations miss the mark because the sales rep doesn’t properly tailor the message, or they focus only on the sale. Other presentations fall short because there’s no narrative and the presentation feels like a monologue.
If you want to turn your sales presentations into meaningful conversations, Hansen has some tips for you. We share her ideas in this issue of PromoPro Daily.
1. Know who you’re presenting to. Maybe it’s a group of senior executives or perhaps it’s a marketing team. It’s important to understand your audience, Hansen says, so you can tailor your data to their needs.
2. Don’t start from scratch every time. Instead of creating a brand-new pitch deck for each presentation, Hansen recommends starting with an interactive template. Explore AI-powered tools and interactive elements to make sales presentations more compelling and client-focused.
3. Kick things off with a story. What problem does the prospect want to solve? Hansen advises focusing on their pain point and asking questions up front. This way, you know if the information you’re about to share is relevant. Choose the right type of visualization for the story you want to tell, whether it’s line charts for trends or bar charts for comparisons.
4. Share actionable insights. Data alone doesn’t drive decisions, Hansen says. Share your promo expertise to guide prospects toward the next strategic move.
5. Focus on the outcome. Instead of presenting every detail, highlight the most important takeaways that align with your overall message. Hansen says it’s wise to keep coming back to the outcomes the prospect is looking to achieve.
6. End with clear next steps. Close with a strong, memorable conclusion that ties the data back to your objectives. At the close of your sales presentation, Hansen says the prospect should always have a sense of direction on what to do next.
Successful sales presentations are all about clarity and connection. If you’ve been running on autopilot, take a step back and review your presentation style. Small adjustments, like starting with a story or incorporating more promo data, can make your presentations more memorable and effective.
Compiled by Audrey Sellers
Source: Brianna Hansen is the senior integrated content manager at Mural, a digital collaboration platform.
