Tips for Top Presentations
					• Build stories into your presentation-People learn from stories that they can relate to and it makes the experience fun. • Emphasize key points- atleast three times. We learn by repetition and so does your client. 62% of what we learn we learn after 6 repetitions. • Speak Your customerís language-Learn industry terminology and use it in your presentation. • Be sensitive to customerís responses-Present information visually, auditorally or kinesthetically depending on how your customer responds. • Involve the customer by asking questions to keep them involved with the presentation. Remember that selling is not a spectator sport • Handle interruptions professionally-summarize where you left off, and get the prospect moving forward again with the use of a tie down question.
			Many salespeople give slick and seemingly powerful presentations and still donít manage to sell much. Creating a well-planned presentation is critical, yet giving a power presentation should never be the goal in and of itself. There is absolutely no merit in making a presentation that does not result in a sale or additional benefit for your company. In planning for sales presentations, consider the following: • Create Excitement-People buy emotionally for logical reasons. Most of our success in any presentation will be directly related to how enthusiastic we are. • Most salespeople spend 80% of their time presenting. Top salespeople spend only 45% yet still manage to turn twice as much business. • Qualify before the presentation- Diagnose before prescribing the solution. Your presentation should be constructed around the information that you gather in the qualification process. • Brag about the major objection-This has to be based on great qualification. If you know that there will be a particular issue, why not handle it right from the beginning.

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