Every salesperson knows you have to get your audience involved in your sales presentation or you’ll never make the sale. Think back, how many boring sales presentations have you sat through? What was the result? Did you buy from the salesperson or did you thank them and walk away? As a sales professional, the last thing you want to do is talk and talk and bore your prospect. Getting them involved in the presentation is the best way to get them engaged in the message and excited about what you have to say.
Let’s take a look at some top tips and strategies to get your audience involved, and dare I say excited, in your sales presentation.
1. Ask Questions
One of the best ways for service professionals to really make sure that their prospect is engaged in the presentation is to make sure it’s targeted to them. So, how do you do this?
Chances are you already know what they need and why they’re in your office (or on the phone with you). However, asking them key questions will help ensure you understand their needs. It also makes your prospect feel as if they’re being listened to and that you care about their needs. Engage them and get them involved in your presentation by asking key, open-ended questions.
This information is incredibly valuable because you can then address their answers as you transition into the benefits of your services.
Side Note: In case you’re wondering, open-ended questions are those which can’t be answered with a “Yes” or “No”. You want to keep the dialogue open and open-ended questions work like a charm.
Consider using visuals as part of your presentation. You don’t have to play a video or share a PowerPoint presentation. What you can do is pull out key marketing pieces at the right time in your presentation.
For example, you can pull out a graph that visually represents a benefit of your services. You can share testimonials with the photo of the customer. Adding a visual element helps engage another sense and can hold the attention of your prospect.
Side Note: When you’re presenting visuals have a pen in your hand and draw attention to the information by using the pen to point to it and not your finger…a pen is professional, a finger, not so much.
3. Tell Stories – Real Stories
To help reinforce the benefits in your presentation, consider backing them up with customer success stories. Introduce the problem the customer was dealing with and talk about how you helped them solve it.
When you tell a story, you can insert humor and other storytelling tactics that can make your presentation more interesting and engaging. You may also find that your prospect is nodding their head, laughing, and relating to the person in your story. That’s the goal!
Side Note: When you start really engaging your prospect, you’re also building rapport which is one of the most important skills any salesperson needs. If you haven’t taken my Build Rapport Like a Pro course, go sign up for it and start building stronger business relationships.
4. Make it Memorable
Consider using cues and phrases that your prospect is sure to remember. A marketing consultant might talk about their 4 pillars of marketing success. The pillars can all begin with the same letter, using alliteration, or they can create a word that’s easy to remember, an acrostic.
For instance, you’ve heard of SMART goals, right? And doesn’t the acrostic SMART make it easier to remember each part? You can do this with anything, you just need to play around with the word concepts a bit.
To keep your audience involved in your sales presentation it has to be interesting and relevant to them. Leveraging storytelling, memorable phrases and words and asking them questions throughout the presentation will help you to be sure that they’re not only listening to you, but they’re also engaged. Now you are armed with four proven tactics to get your audience involved in your sales presentation. Practice them and put them to use in your customer appointment.
If your prospects are not engaging with you like you wanted, learn how to craft a message that resonates with your target audience and more importantly create a message that they remember when they’re ready to buy. Discover exactly how to be engaging and memorable.
Your success is my business!