Sales Tools for Presenters
It is very difficult for salespeople to sell without the right tools. It is especially difficult for presenters to sell without the right tools. An effective sales presentation can increase your overall sales by thirty per cent, but pitching with ineffective materials leaves presenters unprepared, and audiences underwhelmed.
Effective sales tools can really make a difference to presenters – but they really must be effective.
What exactly makes a sales tool effective?
The right message. What you want to say is not necessarily what you should say. Your presentation should focus on the five most powerful reasons why your prospect would pick you and reinforce these repeatedly, along with justification.
The right audience. You’re presenting to the right people. Your content is tailored to your audience, and you have different content for different situations. If you have a specific audience in mind, you’ve written your entire presentation to address their needs. If you’re delivering the same presentation to different people, you’ve worked out what areas you can go into more detail on depending on audience preferences. You’re delivering the right message to the right person.
You know how to use it. It’s all very well having the flashiest sales gadget around, but if you don’t know how to use it, it’s not going to do you any good. Your tools are either easy enough to use that everybody can pick them up, or you’ve supplied sufficient training to your team so that they know what they’re doing.
The results are measurable. You may think you have the best sales tool in the world – but how do you know? You should be able to compare the results of your materials to other materials. Which performs better? Which helps you close more deals more quickly and more profitably?
So what sales tools do presenters need?
Tools that work on different platforms and devices.
It’s not always appropriate to deliver a formal presentation from your laptop. Effective tools are adapted for iPads, iPhones, and other mobile devices, and can also be made available online. Content is now viewed in many different ways, and you should be flexible to your audience’s needs.
A teaser video to send to get you in the door.
Getting that first meeting can be the toughest step. If you have really good marketing collateral and a really intriguing teaser video, your prospects will be eager to meet with you to hear more.
A video of you delivering your key sales messages for your prospect to share with others within his business.
Often, the person you have your initial meeting with will not be the person who has ultimate decision making authority. Provide your prospect with the materials to take to the next level, and she will have a much easier time championing you.
A video portfolio your prospects and clients can look at online.
Many organisations have pdf brochures available online, but prospects rarely have the time to look through them all. Having short videos explaining your individual products and services is much more engaging, and being able to send your prospects a specific link means they are far more likely to go through your content.
Leave behinds with a difference.
Boring static handouts just don’t cut it any more. Leave your prospects with videos of you summarising the key points made and they’ll be able to review your content when they want – and you know it’s delivered in an engaging, persuasive way.
Interactive materials to delve into greater detail for those interested.
Your basic sales presentation does the job – but different people have different interests, and sometimes your prospects want to know more about certain aspects of your business. Have bite-size content that goes into greater detail on different points, and you can dip in and out of this according to audience needs.
A really good sales presentation with a really good message.
Your presentation should sell, and sell well. It should get your message across in an impressive, engaging and memorable way, so that your prospect remembers the key reasons to buy from you at the right time – which is when they’re making a decision.
In Summary: Sales tools should help presenters.
Technology is changing, and there are now more opportunities than ever before to produce sales tools with. Think about what would be really beneficial at the point of sale, and what will really have an impact on your bottom line. Don’t just use what you’ve always used – use what will help you sell.
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Brian Fenix, Client Principal, Hewlett-Packard
Staff within the university are now using a lot of the slides m62 produced in their internal communications to wider audiences. This is a real advantage that we received from m62: we didn’t just get the initial impact, but we also got collateral material we could reuse in multiple other scenarios.