Question

From a sales person's perspective, what was the most difficult aspect of completing the sales presentation (other than time restraints)? As a salesperson, how could you overcome these challenges?

Answer 1

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Challenges:

Most companies, usually owned by marketing, have one master selling list. These decks are stunning and well thought out, carefully selected and designed by the design team for each picture and phrase. Ideally, this "hot" presentation would be used by any sales rep. But the reality is, sadly, that a "one size fits all" approach does not work for sales, especially in a 1:1 environment. At 57% of the transaction complete before the customer even meets with your sales representative, presentations need to be personalized more than ever before. It would be counterproductive to the sale to create a "canned" sales pitch that does not rely on customer needs.

With the emphasis on customization, particularly in those complicated 1:1 selling scenarios, it can take hours, if not days to create the perfect presentation. Within sales representatives spend just 33 percent of their time selling each week; the rest is spent on non-selling activities such as preparing presentations and other administrative tasks. Many sales reps each week have several presentations to craft and they all need to be personalized, but they just don't have time to create a flawless list. Therefore, many sales reps are doing their best and the outcome is a rather poor end-product.

Sales events inundate customers, and many still look the same. Sales will sometimes attempt and add pictures, GIFs, animations or videos, but this bogs down the presentation or disconnects the presentation because videos need to be played in other players or take too long to load. Sales reps need to use this form of interactive content to really involve their customers, but they need to improve the story, not take it away. Transitions must be seamless, images must be high-res and videos must be easy to play in a cloud-based environment. Let the prospect focus on the post, not on the problems of your technology.

Handle Challenges During Sales Presentations:

Perhaps the most critical selling skill during a sales presentation is being able to handle customer objections. Keeping the sale depends on being able to deliver the sales message regardless of what, so training yourself for common issues and keeping the sales presentation on track is crucial.

Perhaps customers don't know about what you're offering. You may believe they don't pay attention to your message, for example, or they don't take you seriously. By being optimistic, competent and, above all, entertaining, avoid this problem. According to Charles W. Lamb's book "Essentials of Advertising," a dull presentation is the worst way to present a product. Keep direct eye contact, avoid getting lost in technical details and stick to your sales message's key points. Practice your presentation until you are able to do it in your sleep and check it on friends and colleagues to make sure you communicate with your audience.

Buyers may not accept that your product is in line with their needs. They may not understand the solution that you propose, or they may not believe your arguments. In either case, clarifying what points they question is crucial. Repeating their complaints back to them, according to MTD Training's book "Sales Presentation Strategies," helps you find sources of confusion. For instance, summarize an argument briefly, verify that you understand their issue and then give your answer.

Buyers may think that elsewhere they can get a better deal. For example, a product similar to yours could be sold by your rivals but at a cheaper price. According to the book "Sales and Distribution Management," by Krishna K. Havaldar and Vasant M. Cavale, an effective response is to cast the buyer's opposition in terms favorable to you. You might, for example, interpret your higher price as proof that your product provides better value, which opens the door for you to address the strengths of your product while pointing out the disadvantages of the competing product.

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