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Sales presentation

Last updated: 11 November, 2023

What is a sales presentation?

What makes a good sales presentation, how to make a sales presentation, checkout our sales pipeline templates freebies.

Did you know people process visuals nearly 60,000 times faster than text? Our eyes are a predominant perceptual system for information coming from the outside world to the brain. Nearly 90% of the data we receive comes from observing, and images are stored in our memory for a very long time. 

It’s no coincidence that any advertisement, be it a video or a banner, includes both a verbal message and a visual aid. Marketers and sales reps exploit this quality of human memory to boost communication and close more deals. 

In particular — by creating effective sales presentations .

A sales presentation is a short presentation of your solution to prospects or existing customers that aims to persuade them to make a purchase.

Email drip campaigns

The answer is simple. A winning sales presentation:

  • Helps convince the client of the brilliance of your solution.
  • Doesn’t simply describe a product or service but draws attention to the features that can solve the customer’s problems.
  • Is not overloaded with facts and statistics.
  • Doesn’t make your potential clients want to doze off (a boring sales presentation is a sales killer).
  • Persuades the prospect that no one else on the market can satisfy their needs as well as your company can.

But what exactly should it include to get your prospects’ attention, establish good relationships with them, and accelerate the sales process?

We wish there were a recipe for a sales presentation, but there’s no one-size-fits-all recommendation about its ingredients: wording, style, format, or length. 

Still, there are some tips to help your presentation end in a sale: 

1. It’s all about the balanced layout

If you use PowerPoint or other presentation software, it’s better not to put multiple graphs, images, text, and statistics onto one slide. Your audience needs time to focus and concentrate. It hurts when you try processing the slide below, doesn’t it? 

It’s all about the balanced layout

Find the right balance between statistics and visual components. Charts, tables, and bulleted points are great, but if your presentation consists of grouped facts only, it won’t win the heart of your listener.

3 elements are just enough. If there’s more, break the slide into multiple slides instead!

Besides, as a speaker, make sure you don’t seem offhand or uninformed. Clients, especially in the B2B market , appreciate precision and professionalism. For them, the presentation packed with Google images just won’t do.

All the material presented should be of high quality and serve a point.

2. Make it short and sweet

Like any meeting, a sales presentation follows a clear agenda. Nothing will distract a client from the deal more than a prolonged conference that makes them want to escape the room. 

Here’s what works best for us: arranging 20 minutes for the speech plus 10-15 minutes for the Q&A section. This way, a sales presentation won’t take more than 30-35 minutes . It can be even shorter than that. After all, there’s a reason TED talks are 18-minute long.

If you think this time isn’t enough, schedule follow-ups, subsequent sales pitches , or agree to continue via email or phone. 

3. Work on the slide deck

Avoid adding meaningless slides; use an interactive presentation maker instead, to keep your audience engaged.

There are three conventional ones: a title, table of contents, and a “Thank you” slide. Apart from these, it’s up to you how many to include in the sales presentation. Typically, it takes from 1.5 to 3 per single key point. If we consider a 30-minute duration, that’ll sum up into 10-20 slides .

4. Start a sales presentation with a self-introduction and small talk

This is an act of courtesy to introduce oneself and briefly tell who you are. In particular, when you meet new people. Unfortunately, due to the stress, some speakers forget about it.

No less important is to catch the audience’s attention from the very beginning. A story from one’s life, a joke, a surprising fact — whichever magnet you choose, make sure it corresponds to the time and place. By the way, if you want to get inspired, check out these best TED talks ever .

5. End your speech by wrapping up and outlining further steps

Although a sales presentation may not result in a closed deal or a revenue boost (it can but on rare occasions), this is a business process. So, apart from having a good pastime with clients, a sales rep has to mildly yet distinctly drop a hint about how it’s better to proceed with the deal.

Define the purpose

Your speaking style will depend on what you’re trying to accomplish. Remember outstanding demonstrations of Apple’s new launches held by Steve Jobs? Each of these is an example of a winning sales presentation. 

The speaker aimed to persuade buyers that the product was so one of a kind, that it was a matter of life-and-death to purchase it. A speech was corresponding: the majority of time was devoted to demonstrating new UI / UX features, and less attention was paid to the technical side.

To succeed with the presentation, ask yourself what exactly you need to convey:

  • Explain unique selling points
  • Focus on money benefits
  • Position your brand to competitors
  • Create urgency around the deal, etc.

Adjust your sales presentation based on the audience

Does your audience consist of decision-makers , stakeholders, ordinary employees, or all three at once? What industry do your clients operate in? How old are these people? Is the audience multilingual? Any details are important because they will determine:

  • The language and wording you choose
  • Jokes you can or can’t tell
  • Images you should and shouldn’t use, etc.

Consider means available

Your presentation may be doomed to fail if you don’t consider technical issues. Imagine, you expected to display a growth graph on the big white screen but were provided with a TV screen instead. Your audience won’t be able to see anything, and half of the speech will be lost.

Prepare key points & season them with data

It’s important to have a good understanding of what you are about to present. Let the numbers speak for themselves: prepare a few metrics or statistics and mention these during storytelling. However, don’t turn a presentation into a report — 2 or 3 graphs, tables, or diagrams will be more than enough.

If you plan to share the presentation among participants, you can include links to resources. This way, people interested in more details can retrieve the data.

Design the sales presentation structure

Use a “10-20-30” formula: 

  • No more than 10 slides
  • 20 minutes to speak
  • No font smaller than 30 pt.

Design the sales presentation structure

A good idea is to google some pre-designed sales presentation templates. This will save time on formatting plus give you useful ideas about the overall structure. Below are websites that might be helpful:

  • Freecreatives

Design the sales presentation structure

If you are in doubt, break your speech down into minute detail and align it with the sales presentation. Also, prepare cheat sheets — the latest price list, full specifications, etc. This way, you will be able to fend off any questions from the public.

Wrapping up

A good sales presentation fits the audience. Put yourself in the client’s shoes and wonder, what would YOU want to listen about? What facts might comfort you, and what questions might arise? With the customer in mind and with thorough preparation, your presentation will be a sure hit.

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7 Amazing Sales Presentation Examples (And How to Make Them Your Own)

7 Amazing Sales Presentation Examples (And How to Make Them Your Own)

7 Types of Slides to Include In Your Sales Presentation

Inside the mind of your prospect: change is hard, before-after-bridge: the only formula you need to create a persuasive sales presentation, facebook — how smiles and simplicity make you more memorable, contently — how to build a strong bridge, brick by brick, yesware — how to go above and beyond with your benefits, uber — how to cater your content for readers quick to scan, dealtap — how to use leading questions to your advantage, zuora — how to win over your prospects by feeding them dots, linkedin sales navigator — how to create excitement with color, how to make a sales pitch in 4 straightforward steps, 7 embarrassing pitfalls to avoid in your presentation, over to you.

A brilliant sales presentation has a number of things going for it.

Being product-centered isn’t one of them. Or simply focusing on your sales pitch won’t do the trick.

So what can you do to make your offer compelling?

From different types of slides to persuasive techniques and visuals, we’ve got you covered.

Below, we look at data-backed strategies, examples, and easy steps to build your own sales presentations in minutes.

  • Title slide: Company name, topic, tagline
  • The “Before” picture: No more than three slides with relevant statistics and graphics.
  • The “After” picture: How life looks with your product. Use happy faces.
  • Company introduction: Who you are and what you do (as it applies to them).
  • The “Bridge” slide: Short outcome statements with icons in circles.
  • Social proof slides: Customer logos with the mission statement on one slide. Pull quote on another.
  • “We’re here for you” slide: Include a call-to-action and contact information.

Many sales presentations fall flat because they ignore this universal psychological bias: People overvalue the benefits of what they have over what they’re missing.

Harvard Business School professor John T. Gourville calls this the “ 9x Effect .” Left unchecked, it can be disastrous for your business.

the psychology behind a sales presentation

According to Gourville, “It’s not enough for a new product simply to be better. Unless the gains far outweigh the losses, customers will not adopt it.”

The good news: You can influence how prospects perceive these gains and losses. One of the best ways to prove value is to contrast life before and after your product.

Luckily, there’s a three-step formula for that.

  • Before → Here’s your world…
  • After → Imagine what it would be like if…
  • Bridge → Here’s how to get there.

Start with a vivid description of the pain, present an enviable world where that problem doesn’t exist, then explain how to get there using your tool.

It’s super simple, and it works for cold emails , drip campaigns , and sales discovery decks. Basically anywhere you need to get people excited about what you have to say.

In fact, a lot of companies are already using this formula to great success. The methods used in the sales presentation examples below will help you do the same.

We’re all drawn to happiness. A study at Harvard tells us that emotion is contagious .

You’ll notice that the “Before” (pre-Digital Age) pictures in Facebook’s slides all display neutral faces. But the cover slide that introduces Facebook and the “After” slides have smiling faces on them.

This is important. The placement of those graphics is an intentional persuasion technique.

Studies by psychologists show that we register smiles faster than any other expression. All it takes is 500 milliseconds (1/20th of a second). And when participants in a study were asked to recall expressions, they consistently remembered happy faces over neutral ones.

What to do about it : Add a happy stock photo to your intro and “After” slides, and keep people in “Before” slides to neutral expressions.

Here are some further techniques used during the sales presentation:

Tactic #1: Use Simple Graphics

Use simple graphics to convey meaning without text.

Example: Slide 2 is a picture of a consumer’s hand holding an iPhone — something we can all relate to.

Why It Works: Pictures are more effective than words — it’s called  Picture Superiority . In presentations, pictures help you create connections with your audience. Instead of spoon-feeding them everything word for word, you let them interpret. This builds trust.

Tactic #2: Use Icons

Use icons to show statistics you’re comparing instead of listing them out.

Example: Slide 18 uses people icons to emphasize how small 38 out of 100 people is compared to 89 out of 100.

Why It Works:  We process visuals 60,000 times faster than text.

Tactic #3: Include Statistics

Include statistics that tie real success to the benefits you mention.

Example: “71% lift driving visits to retailer title pages” (Slide 26).

Why It Works:  Precise details prove that you are telling the truth.

Just like how you can’t drive from Marin County to San Francisco without the Golden Gate, you can’t connect a “Before” to an “After” without a bridge.

Add the mission statement of your company — something Contently does from Slide 1 of their deck. Having a logo-filled Customers slide isn’t unusual for sales presentations, but Contently goes one step further by showing you exactly what they do for these companies.

sales presentation

They then drive home the Before-After-Bridge Formula further with case studies:

sales presentation

Before : Customer’s needs when they came on

After: What your company accomplished for them

Bridge : How they got there (specific actions and outcomes)

Here are some other tactics we pulled from the sales presentation:

Tactic #1: Use Graphics/Diagrams

Use graphics, Venn diagrams, and/or equations to drive home your “Before” picture.

Why It Works:  According to a Cornell study , graphs and equations have persuasive power. They “signal a scientific basis for claims, which grants them greater credibility.”

Tactic #2: Keep Slides That Have Bullets to a Minimum

Keep slides that have bullets to a minimum. No more than one in every five slides.

Why It Works:  According to an experiment by the International Journal of Business Communication , “Subjects exposed to a graphic representation paid significantly more attention to , agreed more with, and better recalled the strategy than did subjects who saw a (textually identical) bulleted list.”

Tactic #3: Use Visual Examples

Follow up your descriptions with visual examples.

Example: After stating “15000+ vetted, ready to work journalists searchable by location, topical experience, and social media influence” on Slide 8, Contently shows what this looks like firsthand on slides 9 and 10.

Why It Works:  The same reason why prospects clamor for demos and car buyers ask for test drives. You’re never truly convinced until you see something for yourself.

Which is more effective for you?

This statement — “On average, Yesware customers save ten hours per week” — or this image:

sales presentation

The graphic shows you what that 10 hours looks like for prospects vs. customers. It also calls out a pain that the product removes: data entry.

Visuals are more effective every time. They fuel retention of a presentation from 10% to 65% .

But it’s not as easy as just including a graphic. You need to keep the design clean.

sales presentation

Can you feel it?

Clutter provokes anxiety and stress because it bombards our minds with excessive visual stimuli, causing our senses to work overtime on stimuli that aren’t important.

Here’s a tip from Yesware’s Graphic Designer, Ginelle DeAntonis:

“Customer logos won’t all necessarily have the same dimensions, but keep them the same size visually so that they all have the same importance. You should also disperse colors throughout, so that you don’t for example end up with a bunch of blue logos next to each other. Organize them in a way that’s easy for the eye, because in the end it’s a lot of information at once.”

Here are more tactics to inspire sales presentation ideas:

Tactic #1: Personalize Your Final Slide

Personalize your final slide with your contact information and a headline that drives emotion.

Example: Our Mid-Market Team Lead Kyle includes his phone number and email address with “We’re Here For You”

Why It Works: These small details show your audience that:

  • This is about giving them the end picture, not making a sale
  • The end of the presentation doesn’t mean the end of the conversation
  • Questions are welcomed

Tactic #2: Pair Outcome Statements With Icons in Circles

Example: Slide 4 does this with seven different “After” outcomes.

Why It Works:  We already know why pictures work, but circles have power , too. They imply completeness, infiniteness, and harmony.

Tactic #3: Include Specific Success Metrics

Don’t just list who you work with; include specific success metrics that hit home what you’ve done for them.

Example: 35% New Business Growth for Boomtrain; 30% Higher Reply Rates for Dyn.

Why It Works:  Social proof drives action. It’s why we wait in lines at restaurants and put ourselves on waitlists for sold-out items.

People can only focus for eight seconds at a time. (Sadly, goldfish have one second on us.)

This means you need to cut to the chase fast.

Uber’s headlines in Slides 2-9 tailor the “After” picture to specific pain points. As a result, there’s no need to explicitly state a “Before.”

sales presentation

Slides 11-13 then continue touching on “Before” problems tangentially with customer quotes:

sales presentation

So instead of self-touting benefits, the brand steps aside to let consumers hear from their peers — something that sways 92% of consumers .

Leading questions may be banned from the courtroom, but they aren’t in the boardroom.

DealTap’s slides ask viewers to choose between two scenarios over and over. Each has an obvious winner:

sales presentation example

Ever heard of the Focusing Effect?

It’s part of what makes us tick as humans and what makes this design move effective. We focus on one thing and then ignore the rest. Here, DealTap puts the magnifying glass on paperwork vs. automated transactions.

Easy choice.

Sure, DealTap’s platform might have complexities that rival paperwork, but we don’t think about that. We’re looking at the pile of work one the left and the simpler, single interface on the right.

Here are some other tactics to use in your own sales presentation:

Tactic #1: Tell a Story

Tell a story that flows from one slide to the next.

Example: Here’s the story DealTap tells from slides 4 to 8: “Transactions are complicated” → “Expectations on all sides” → “Too many disconnected tools” → “Slow and error prone process” → “However, there’s an opportunity.

Why It Works:   Storytelling in sales with a clear beginning and end (or in this case, a “Before” and “After”) trigger a trust hormone called Oxytocin.

Tactic #2: This vs. That

If it’s hard to separate out one “Before” and “After” vision with your product or service because you offer many dissimilar benefits, consider a “This vs. That” theme for each.

Why It Works:  It breaks up your points into simple decisions and sets you up to win emotional reactions from your audience with stock photos.

Remember how satisfying it was to play connect the dots? Forming a bigger picture out of disconnected circles.

That’s what you need to make your audience do.

commonthread

Zuora tells a story by:

  • Laying out the reality (the “Before” part of the Before-After-Bridge formula).
  • Asking you a question that you want to answer (the “After”)
  • Giving you hints to help you connect the dots
  • Showing you the common thread (the “Bridge”)

You can achieve this by founding your sales presentation on your audience’s intuitions. Set them up with the closely-set “dots,” then let them make the connection.

Here are more tactical sales presentation ideas to steal for your own use:

Tactic #1: Use Logos and Testimonials

Use logos and  testimonial pull-quotes for your highest-profile customers to strengthen your sales presentation.

Example: Slides 21 to 23 include customer quotes from Schneider Electric, Financial Times, and Box.

Why It Works: It’s called  social proof . Prospects value other people’s opinions and trust reputable sources more than you.

Tactic #2: Include White Space

Pad your images with white space.

Example: Slide 17 includes two simple graphics on a white background to drive home an important concept.

Why It Works:  White space creates separation, balance, and attracts the audience’s eyes to the main focus: your image.

Tactic #3: Incorporate Hard Data

Incorporate hard data with a memorable background to make your data stand out.

Example: Slide 5 includes statistics with a backdrop that stands out. The number and exciting title (‘A Global Phenomenon’) are the main focuses of the slide.

Why It Works:  Vivid backdrops are proven to be memorable and help your audience take away important numbers or data.

Psychology tells us that seeing colors can set our mood .

The color red is proven to increase the pulse and heart rate. Beyond that, it’s associated with being active, aggressive, and outspoken. LinkedIn Sales Navigator uses red on slides to draw attention to main points:

red

You can use hues in your own slides to guide your audience’s emotions. Green gives peace; grey adds a sense of calm; blue breeds trust. See more here .

Tip: You can grab free photos from Creative Commons and then set them to black & white and add a colored filter on top using a (also free) tool like Canva . Here’s the sizing for your image:

canvaimage

Caveat: Check with your marketing team first to see if you have a specific color palette or brand guidelines to follow.

Here are some other takeaways from LinkedIn’s sales presentation:

Tactic #1: Include a CTA on Final Slide

Include one clear call-to-action on your final slide.

Example: Slide 9 has a “Learn More” CTA button.

Why It Works:  According to the Paradox of Choice , the more options you give, the less likely they are to act.

Step One : Ask marketing for your company’s style guide (color, logo, and font style).

Step Two: Answer these questions to outline the “Before → After → Bridge” formula for your sales pitch :

  • What are your ICP’s pain points?
  • What end picture resonates with them?
  • How does your company come into play?

Step Three: Ask account management/marketing which customers you can mention in your slides (plus where to access any case studies for pull quotes).

Step Four:  Download photos from Creative Commons . Remember: Graphics > Text. Use Canva to edit on your own — free and fast.

sales presentation pitfalls

What are the sales presentation strategies that work best for your industry and customers? Tweet us:  @Yesware .

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sales presentation explanation

What Is a Sales Presentation? Definition, Tips, and Follow-Up Tasks

Sales presentations let you communicate with customers in a highly memorable and persuasive way. But exactly what is a sales presentation? 

A sales presentation involves more than just a simple pitch; it’s a more complex method of explaining your product or service to a customer and demonstrating its value. 

In this article, we will explain how presentations fit into the sales process, discuss ways to make them more effective, and cover crucial follow-up tasks.

Key Takeaways

  • A sales presentation is a pitch or demonstration given by a salesperson to potential customers to persuade them to buy a product or service.
  • Sales presentations demonstrate the value your product offers the customer through in-depth information, data, customer reviews, visual aids, videos, statistics, demonstrations, and more.
  • Key sales presentation tips include researching customer needs, tailoring the presentation to each customer, and pitching a compelling story.
  • After a presentation, you should thank the attendees, follow up with additional information that addresses any objections or questions, schedule a follow-up phone call or meeting, and keep in touch to help solidify the sale.

What Does a Sales Presentation Mean?

How do sales presentations fit into the sales process, sales presentations vs. sales pitch, start by researching, craft a strong introduction, tailor your presentation to the customer journey, highlight key points backed by data, bring your product or a visual aid, use a template, what to do immediately after a sales presentation.

A sales presentation is a pitch or demonstration given by a salesperson to potential customers in order to persuade them to buy a product or service. But a sales presentation is more than just a sales pitch. It takes your customer on an experience that aids them in understanding how you can meet their needs and requirements.

Presentations also offer the opportunity to explore and build customer relationships by providing tangible success stories or positive customer reviews that can help boost your credibility. However, presenting this information to customers effectively and captivatingly is crucial for your success.

Sales presentations are typically used when introducing products or services to prospective clients to facilitate better business deals. This could involve giving further background about your company’s offerings and showcasing awards your company’s work or product range has received. A well-crafted sales presentation will let your potential buyers know why they need what you’re offering.

Sales presentations are part of the larger sales process that typically happens toward the end of the sales cycle . The sales process begins with a sales rep researching a potential customer’s needs and preferences, preparing your product or service to meet their needs, and building a relationship with your customer over time.

In the early stages of the sales process, you might communicate with your customer over email or through website visits. Later on, you might have meetings or other more direct communications.

As you near the end of the sales cycle, the time for delivering a sales presentation approaches. This is when your customer has already established that you have something of value to offer, and they’re ready to learn more.

Your presentation should provide a detailed overview of how your products can meet their current needs while enabling them to easily view features and benefits in one place.

It’s common for people to think that a sales pitch and a sales presentation are the same thing. However, while they may seem similar, these two approaches have significant differences.

Sales pitches are often standardized, are not tailored to the unique needs of a specific customer, and don’t require any research into the customer’s pain points. For example, a sales pitch is usually characterized by one-way communication. During a sales pitch, you are focused solely on selling your product or service to the customer without any exploration of their needs or interests.

A sales presentation, on the other hand, encourages a more interactive dialogue with customers. It allows them to ask questions and provides more in-depth information about why your product would benefit them specifically. It’s not as much about “selling” as about introducing products based on customer insights to establish value in their eyes.

How to Create an Effective Sales Presentation

When creating an effective sales presentation, there are several factors to consider. A successful sales presentation should be tailored specifically for each customer and allow them to experience meaningful engagement with your product.

It should build on your customer’s needs and interests to showcase how you can meet them without focusing too much on selling points. Additionally, research plays a key role in any sales process, and having data about industry trends or statistics that support your claims can add credibility to your proposal. Here are some tips on the best way to develop a winning sales presentation.

Researching before you start is essential for a good sales presentation. While the information in your presentation will vary depending on the client and situation, it’s important to include enough data and industry stats relevant to the customer’s needs. This data should be targeted towards the specific aspects of your product that can address your customer’s problem areas.

Also, digging further into case studies or positive reviews from existing customers is great for transforming a one-off sale into an ongoing business relationship. You should back up everything you say with credible sources during your sales pitch for a greater impact on viewers’ buying decision process. Newspaper articles, past client testimonials, or information from trusted online sources can all be good places to find data that backs up the claims in your presentation.

Starting a sales presentation with an introduction and some small talk is important for building rapport and trust. This also allows you to warm up the room while giving your customers a chance to get comfortable with you as well. Ensure the conversation’s tone matches your presentation’s purpose, too. Keep it upbeat yet professional, and aim to get out of any awkward silences quickly.

Develop your sales presentation with the customer journey in mind. This means considering your customer’s objectives and using them as a guideline for crafting your story. By paying attention to what your target audience needs, you not only increase the potential of closing a deal but also make customers feel understood.

But don’t take too long to get into specific details about your product. Oftentimes, getting directly to the point of how your product can solve their problem is much more effective and persuasive than offering generic explanations about what you do.

Remember the Power of Storytelling

Storytelling can be incredibly effective when it comes to sales presentations. Focus on telling stories that convey how your company or products have successfully helped other customers meet their needs. This can help your customer understand why they need what you’re offering.

Talking about your product’s challenges and solutions in simple yet compelling language is also important. Remember that a sales presentation isn’t just reciting facts and data points — illustrate the solutions you offer in a memorable way.

Focus Your Presentation on the Customer’s Problem

When creating a sales presentation, keeping the customer’s problem in your mind is important. You should provide solutions that address their pain points and benefit their specific situation.

A good sales presentation will spotlight the features of your product that provide quick and simple problem-solving for the customer. By doing this, you can position your offering as something your customer needs rather than something that’s merely nice to have.

Ways to Improve Your Sales Presentations

Besides doing the required research beforehand, there are some sales presentation techniques you can use to ensure everything runs smoothly and effectively. Here are a few ideas.

As mentioned before, having data that backs up the key points you make in your presentation is critical. These points should include quick summaries or facts about product insights, as well as any relevant customer feedback to give viewers a clear idea of how your offering can meet their needs.

Having your product there for customers to see during your sales presentation can be very persuasive. If it’s too difficult or impossible to bring your product to the presentation, you should still bring visual aids.

For example, you can provide a link with interesting animations of your product’s features, display quotes from previous customers, showcase awards you’ve won, or show videos of your previous work and how it benefitted the customer.

Create a sales presentation template that can be used across different customer sessions to speed up the process. Start by making a sales presentation outline that applies to all customers, and then tailor it to each customer as needed.

Having a consistent format and look to all your presentations will save time and reduce the effort needed to develop new slides so you can focus on crafting content specifically for each customer. An effective template will also ensure brand consistency and professionalism linked with your company’s name.

Assess Your Body Language

When delivering a presentation, body language is just as important as words. Having good posture shows confidence in your presentation and can help keep your customers engaged. Avoid crossing your arms or moving around too much, as this can cause viewers to be distracted. It’s a good idea to record yourself practicing your presentation in advance to see how you appear to others.

Ask for Input

Feedback is essential for sharpening your skills as a presenter and gaining confidence in your sales presentations. Asking your customers or sales team members for feedback on your sales deck and presentation is a great way to get honest and productive input. They may suggest changes that could bring greater clarity to your presentation or help you develop a more effective sales deck in the future.

Highlight Value Before Going Into Pricing

A professional sales presentation should focus heavily on value. Highlight how customers stand to benefit from your product, as this is crucial for getting them to purchase with confidence. You will be much more successful if you demonstrate how valuable your product is before you tell the customer how much it will cost them. 

If you’re selling something expensive, packaging additional services or features in one bundle at no extra cost can be useful for reassuring your customer that the price is worth it. This could include offers such as introducing discounts for first-time buyers or offering free maintenance contracts over a set period.

Outline Next Steps

To give your customer a clear idea of where you want things to go, always remember to end your presentation with a quick overview. This can include summarizing your value proposition and the advantages that customers can gain from using your product. Clearly outline any details about follow-up steps to set client expectations up correctly.

Increase Audience Engagement

Tricks such as incorporating polls and games during your presentation can help people remember the key points you want to present. It’s another way for sales reps to make a memorable impression on viewers and engage them with your product even after the meeting has ended.

Also, remember that the most effective sales presentations use an impactful sales deck that allows you to paint a memorable story for the customer. Build opportunities for interaction into your presentation itself.

After a successful sales presentation, it is important for a salesperson to follow-up with their client. This follow-up should be swift and thorough to ensure that the customer remembers their experience and continues to do business with the salesperson. The follow-up can include sending an email or letter summarizing the conversation and outlining any next steps, such as setting up another meeting or contract signing. Be sure to address any specific questions or concerns the prospect expressed during the presentation as well.

Additionally, it is important for the salesperson to keep in touch with their customer after the initial sale. This can be done by sending periodic updates on new products or services, providing tips on how best to use purchased products, and offering other relevant insights that could help strengthen the customer relationship.

Finally, regular check-ins will help cement loyalty while helping to identify opportunities for future sales. When executed correctly, these follow-up tasks can contribute heavily to long-term success in sales.

Sales presentations are an important element of the sales journey and require thoughtful preparation. Now that we’ve answered the question of what is a sales presentation, you can use these tips to improve your interactions with customers. Through data-backed storytelling and consideration of the customer’s journey, you stand a great chance of successfully selling your product.

Always remember that these sales presentation techniques should help make the sale come alive for viewers so they can better envision value in what you have to offer. By following our sales presentation tips, you’ll be well on your way to delivering a successful sales presentation every time!

Jane Mitchell is a sales expert with over 17 years in the industry, extending her knowledge to diverse sectors and providing optimal business growth solutions. Her knack for crafting unique sales strategies is unmatched. Jane fuels her wanderlust by traveling the world, having reached the prestigious Million Miler status with Delta Airlines.

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Sales Presentation: The Definitive Guide (2023)

This is the ultimate guide to making KILLER sales presentations.

So if you want more sales, you’re going to love the actionable tips, strategies and examples in this infographic and guide. Use them to prepare, structure and deliver solid sales presentations that bring you more business, step-by-step.

Let’s dive right in…

sales presentation

The Definitive Guide to Killer Sales Presentations

Here are the different sections that will be covered in the article:

😈  Part 0. The #1 Thing You Must Remember . If there’s one thing you should takeaway from this article, it’s this one. This is the mindset behind selling. Start here, it’ll only take you 20 seconds to read (Yes, I counted).

🤟  Part 1. The Anatomy of a Perfect Sales Presentation . In this infographic, you’ll learn the 7 ingredients you need to plan and structure the perfect sales presentation, from start to finish..

🤩  Part 2. How to Design High Impact Presentations . When you have no time, no budget and no special design talent.

🧐  Part 3. In-Deep Strategies . These are meeting-room tested techniques, action steps and (real world) examples you can swipe in your own presentations. I recommend you to start with the infographic, and then move on to this part.

🤔  Part 4. Q&A . How long should your sales deck be? How do you structure/prepare/design/end a presentation? Here are the most common questions business professionals are asking themselves, answered.

The #1 Thing You Must Remember

Hear me out:

This is the best sales advice you’ll hear today.

Nobody cares about you.

Your prospects don’t care about you.

They care about themselves. And they care about what you can do for them in order to solve their problems.

So here’s your takeaway:

A sales presentation is a persuasive demonstration to prospective buyers in order to make a sale.

And the key to making persuasive sales presentations is to demonstrate that your offering, either a product or a service, will help your prospects get more of what they want.

(I’ll have powerful techniques showing you how to do exactly that later in this post…)

PART 1 The Anatomy of A Perfect Sales Presentation

This infographic will walk you through the 7 components of successful sales presentations. I advise you to read the infographic first, and then move on to the detailed strategies later in this guide.

PART 2 How to Design Stunning Sales Presentations When You Have No Time, No Budget (And No Design Talent) 👏

Easy-to-edit, designer-made templates allow non-designers to create beautiful, professional-looking presentations.

Top performers know that presentations can have a huge impact on their business. Because the truth is, when you start deliver top-tier business materials, you’re able to:

  • Present clean slides that grab – and keep – people’s attention (adios text-heavy, 90’s clipart slides that put everyone to sleep).
  • Confidently expressing ideas, concepts and messages with visual elements. Because, yes, you know that those who use visual aids are 43% more persuasive than those who don’t.
  • Wow your prospects, get them to walk away knowing you’re the pros and eliminating other options.

Introducing PPTPACK, a premium presentation template pack that works in the real world

Maybe you’re a business professional, a sales rep, or an early-stage founder… And the truth is, you probably don’t have the time to improve your presentation design skills.

And who could blame you…

You’ve got 99 other things to do:

  • Preparing for your next webinar
  • Crafting business proposals
  • Executing your annual strategy
  • Planning for your next fundraising roundHiring a team

But here’s the kicker:

If you’re reading this, you already know something many people don’t:

Memorables presentations can unlock opportunities.

Whether that’s winning new clients, convincing investors, or persuading your boss to approve your strategic plan.

Yes, beautiful, clean, and clear slides can help you get your message across and make an amazing impression.

I know it, because I’ve done it.

And that’s why I’ve created PPTPACK, a premium slide template that includes fully editable slides, graphics, and illustrations you can customize to build gorgeous presentations. In a fraction of the time it takes others.

My name is Clemence Lepers. I’ve been making presentations for over 10 years. I’ve done presentations at every scale, and know exactly what you can focus on to get the best results possible with your limited amount of time.

And that knowledge is all wrapped up in this presentation template.

Introducing Pre-Built Presentation Templates…

With pre-built templates , you get your hands on a massive stash of fully editable resources – slides, icons, graphics, timelines, maps and so on – to build result-getting presentations. At a fraction of the time it takes to others.

And the good news is, these PowerPoint templates cost as little as the price of a movie ticket.

So if you’ve been looking to create winning sales presentations (because you know that’s what will set you apart from everyone else), then check out my two favorite templates below, and start saving time so you can focus on things that really matter to you.

Marketofy Template

Marketofy presentation template is especially useful for:

Corporate presentations – for prospects, investors or stakeholders Business proposals or briefs Customer/data reports

Key Features

  • Lots of unique slides (390 for  PowerPoint , 200 for  Keynote  and  Google slides ). Includes slides to present business objectives, company services, marketing strategy, product launch, process, maps, devices, apps, and much more
  • 24 ready-made color themes (6 for the Keynote version)
  • Dark & light versions (light background slides or dark background slides)
  • Drag-and-drop photo placeholders (drag any visual from your folder, and it will take the exact shape of the placeholder)
  • Dozen of graphs and charts (to concisely present data-rich information)
  • 2,500 icons

See Marketofy PowerPoint Template

Massive X Template

With countless design options, practical slides and a recent bundle update, Massive X toke the business of presentation templates to a whole new level of professionalism and creativity.

Here’s a quick video that’ll give you an overview of their latest bundle:

Now, what I love about Massive X  (beyond the  hundreds  of beautiful, professional slides they’re offering) is their 100% editable illustrations:

Massive X’s illustrations are made out of multiple, individual elements that are then put together.

And you can edit the color, size and shape of every single one.

These are the exact graphics I’ve used to illustrate the different sections of this guide.

  • 290 unique PowerPoint slides
  • Animated slides
  • 12,000 icons
  • 15 color variations

See Massive X Template For PowerPoint

PART 3 In-Depth Strategies, Tips & Examples to Prepare the Perfect Sales Presentation

In this chapter, I’ll break down in small chunks the 7 components of successful sales decks.

This section includes concrete steps, practical strategies, techniques, scripts and examples to help you prepare and structure your sales decks for maximum impact.

Click a section below to be taken to one of the strategies:

1. A stellar cover slide 2. Your value proposition [what do you do] 3. A powerful story [who are you and what makes you special] 4.  Identify customer problems [do you understand me] 5. Provide them solutions [what do you offer that solves my problems] 6. Proofs [how do I believe you?] 7. Call-to-action [What happens next]

sales presentation

This editable illustration can be found in here

1. Use These 2 Steps to Design a Great Cover Slide For Your Sales Deck

Think of your  cover slide as the packaging of a product.

The title slide is the first thing your prospects will see. If it sucks, you’re sending a bad signal before having even started to talk. But, wait, don’t take my word for it:

Studies  suggested that the packaging design elements have an influence on choosing, getting attracted, like, purchase the product and considering packaging as a brand promotion vehicle.

Cover Slide Examples

Action steps, 👉 pick your background visual.

To pick the perfect picture, answer this 2-step question:

First, what product/service do my company offer? Then, what tangible element can I associate my offering to?

Here are a few examples:

SEO services -> computer (or web traffic, web page, macbook) Furniture design -> sofa (or armchair, cabinet, chair, home design) Management consulting -> office building (or business people, meeting, investors)

Now, head over to Pexels or another awesome free stock photo website . Select a few pictures that closely relate to the identified keyword. If you can’t chose between your options, ask 2-3 colleagues which one they prefer, and go for the most popular option. Done.

👉 Embed Your Headline

You want to make it crystal clear for your prospect what your sales deck is all about. There is not one right way to write that headline, but to simplify the process for you, I recommend using the following structure:

[ Helping + Specific Target Audience + Outcome ]

For instance:

Helping Plastic Surgeons Get More Patients With SEO. Helping F&B Businesses Getting More Customers With Social Media. Amazing Events People Will Remember !

Real-world business taglines:

Video solutions for every type of business. Wista. Get, keep and grow more customers. Kissmetrics.

⚡ Bottom line : Great cover slides make it crystal clear what it’s all about. It’s a no brainer.

2. Apply The “VP Formula” To Craft The Perfect Value Proposition

So… what is your company doing?

A value proposition defines the kind of value you will create for your customers ( source ). It’s basically the primary reason a prospect should buy from you .  In a nutshell , your value proposition is a clear statement that:

  • Explains how your product solves customers’ problems or improves their situation
  • Delivers specific benefits (quantified value),
  • Tells the ideal customer why they should buy from you and not from the competition (unique differentiation)”.

On  pitch decks :

1) Identify Who Your Business is Targeting  

First, check out # 2 tip of that article  to learn how to do just that. Then,  list the exact benefits and results your products/services provide to customers ( Check out # 5 tip of this post )

2) Put Everything Together Using the “VP” Formula

Get six pack abs in 3 months, even if you’ve never worked out before. Flood your inbox with job offers, even if you have zero network. Build landing pages fast, get more conversions. Unbounce .

3) Include a Slide That Clearly States Your Value Proposition

⚡ Tweet This Sales Presentation Building Tip ! 

3. Use These Proven Techniques To Develop The Outline Sales Presentation

Stories create “sticky” memories by attaching emotions to things that happen. As a result, effective stories capture and hold our attention. They also help us learn and connect us with strangers .

To craft a good story ,  for talking about your company or your products, you need three basic elements:

🤬 Conflict . Conflict is basically our expectation vs. the cold reality. The conflict is here to let your audience know why they should care about the characters in your story.  In the case of a sales presentation, characters could be clients you’ve worked with, and the conflict could be between what your clients couldn’t do before using your product… and what they can do now.

🕺 Climax . In order to present a good narrative, you should develop the problem and the characters who are bound up in it.  What are your target customers struggling with?  You must understand their exact hopes and pains.

😘 Resolution . The character solves the main problem/conflict or someone (aka you, the company) solves it for him or her.

Technique #1: Use These Frames To Sell Stories 

P roblem : current situation faced by your audience. Do you suffer from/Sick of being… R elief : how it can change . It doesn’t have to be that way/there’s a solution… D ream : your solution. Imagine if you could…how your life would be if you could…

P rotagonist : climate change / tiny farmers providing food to restaurants C onflict : how climate change affects the growing season” R esolution :  policies that should be in place + how people in other areas are mitigating the effects of climate change on local resources.  Source .

If you take a close look at Airbnb’s first pitch deck  , there’s clearly a conflict between what the market is offering (standard hotels that leave you disconnected from the local culture) and what people are willing to do (book a room through a local host, become one, find cheaper, authentic accommodations).

The “cold reality” (what the market was offering BEFORE Airbnb came in):

The “expectations” (what happens AFTER Airbnb arrives in the market):

Technique #2: Apply The IBC Framework

Introduction : what is it all about and why should your audience care Body : it distills your message and supportive points Conclusion : focus on the outcomes of the presentation, include a specific call-to-action

Let’s take a look at an example of a deck pitching SaaS project management services:

Introduction : the problem behind getting all teams on the same page today Body : how ABC company project management solutions will help you solve that problem Conclusion : different options on the market, why our works best, how can we start working together

Technique #3: Use the Liking Principle

According to psychology professor Robert Cialdini,  we prefer to say yes to those we know and like .

It’s the liking principle:

We like those who are similar to us, give us complements, and cooperate with us toward common goals.  So how do you apply that when it comes to talking about YOU….

Well, you need to get personal. And of course, help your customers feel connected to you.

To do that, appear vulnerable. Emphasize on the stories of your team members. Talk about what they like, what they don’t. You can even mention their hobbies or favorite foods for instance (yes, really) in order to appear human .

Recommended reading:

  • Health, Chip and Dan. 2010. Made to Stick . A solid book that teaches you how to better communicate ideas, on the basic of the S.U.C.C.E.S. framework:  in order to make an idea sticky, it has to be simple, unexpected, concrete, credible, emotional, and tell a story.
  • Freytag’s pyramid .  German novelist saw common patterns in the plots of stories and novels and developed a diagram to analyze them. See  this quick example of Freytag’s principles applied to the movie TAKEN .
  • Joe Gebbia – Airbnb Story (Video)
  • University of Berkeley. Robert Cialdini’s Principles of Persuasion.

List What Makes Your Company & Co-Workers Special (and Worth to Work With)

How do I like to present my company to people who don’t know us?

What do our paying customers love about us? (service, team, process, turnaround, product…and why exactly?)

✅ Why do you want to help your target customers? ✅ How did you get involved in this industry/project? ✅ How did you come up with your product/service? ✅ What problem are you trying to solve? ✅ What questions do customers get to ask you all the time? ✅ Why are you passionate about your work?

🤟 Tweet This Technique 

4. PinPoint Your Prospect’s Pains, Challenges & Dreams

Don’t kick off your pitch talking about anything that’s related to yourself. Instead, start with giving context.

Technique #1: Show Them What They Can be

Your products and services are nothing more than a tool that enables your prospects to achieve their dreams. So here’s the thing: your goal here is to HELP them visualize what it would feel like if he could fulfill all his dreams.

For instance, name a trend that’s going on in your prospect’s industry.   To quote Andy Raskin…

“When you highlight a shift in the world, you get prospects to open up about how that shift affects them, how it scares them, and where they see opportunities. Most importantly, you grab their attention”.

Here are two real-world examples:

Technique #2: Hit Them Where it Hurts, Highlight The Problem

95% of our purchase decision making takes place in the subconscious mind. If you want to have emotional resonance with your prospect, you must show him you understand with pains and problems.

If you recall Airbnb’s first pitch deck example, you understand that the start up had deeply identified the pain points of its market before offering solutions that made sense.

To Identify the Pain Points of Your Clients, Answer the Following Questions:

✅ What are their pain points? What do they struggle with?  (i.e. flat sales, low online visibility, etc). ✅ What are your customer’s top 3 priorities and how do they measure success? (i.e. increase sales by x%…) ✅ How does the “Promised land” looks like for them?

To find out trends or key figures related to your prospect’s industry, use these search strings on Google:

“Industry” + report + inurl:[name of a famous consulting company] (Bain, BCG, McKinsey) Example: “Retail industry” + report + inurl:accenture

5. Tie Your Offer To Specific Benefits They’re Looking For

Now, you’re going to demonstrate how your solution will help the prospect get rid of his problems and fulfill his dreams.  Your single focus here will be to give out information that benefits to them .

You see, customers buy because they want benefits (and the results that come with them). For that reason, they don’t give a crap about your features unless it helps them understand how it gets them results they care about.

I’ll give you a few examples:

Features = Things (that Porsche 911 GT2 RS) Benefits = Results that come from doing these things (get girls)

Features = A 20-slide persuasive sales presentation Benefits = Impress prospects, get your message across, close more sales

Features = a detailed web analytics audit and health checkup Benefits = we help you identify where your website is leaking money, create optimized treatments and run optimization tests in order to help you increase your revenue.

Here’s how you should approach this when crafting your presentation:

[Company] helps you with [product name, feature, deliverable] so you can [benefit].

See how Facebook is tying a product’s feature with core benefits their clients care about:

Feature: target reach Benefit: reach all the people who matter to you

1) List the Exact Features of Your Product/Service (= What it Does)

A 20-slide persuasive deck A 16-week one-on-one coaching program A 3-month SEO package

2) List the Tangible Benefits Your Customers Get From Using Your Product/Service

For instance, you could help them…

✅ Look sexier –> fashion, muscle building ✅ Become richer –>wealth consultants ✅ More popular –> weight loss programs ✅ Be the first –> SEO services ✅ Make their life comfortable –> interior design ✅ Have more freedom –> project software ✅ Save money –> insurance company etc…

3) Connect 1 + 2 Using Linking Words (So You Can / Will Help You / Will Give You)

Let’s take a look at a concrete example below.

1) Features . Do-it-at-home bodyweight exercises 2) Benefits . Build muscle to speed up weight loss without spending money on a gym 3) Linking it . We provide you 12 step-by-step videos that will show you do-it-at-home bodyweight exercises [ so you can ] build muscle without spending money on an expensive gym membership.

🤟 Tweet This Sales Presentation Technique 

6. Here’s How To Make Them Believe You…

Of course, every sales rep under the sun says their company offers amazing products.

But for most prospects, you’re just another sleazy sales dude trying to push products or services that won’t provide any value to them.

Your goal as a presenter is to help them overcome their objections: your sales deck must demonstrate that you are able to get your customers the results you claim .

The best way to do it?

Educate your customers (instead of “selling” them).

In other words, convey information that benefits to them.

Here are four practical ways to do it:

Incorporate Expert, Research-Backed Data

Here are pieces of evidence (aka facts, not opinions) you can include in your sales deck:

✅ Expert quotes : what your industry key influencers have to say about <your industry>, <trends>, <products>, <you>.

✅ Research data : check out .edu websites, magazines and research journals that release data, insights angled toward the market you are serving. Use the following search strings on Google: site: .edu + <keyword> or intitle: research journal + <keyword>.

✅ Competitor analysis : in which specific aspect of your business are you better than your competition? Process, service, quality, price, support, results? Find data that makes your product/service better than your competitor.  You could make a table listing yours vs. your competitor’s key features and benefits in order to show how you are better than them.

Show Case Studies (Before & After)

Case studies are a unique angle you can use to educate your prospects  and show them what they can be, thanks to your product/service.

Look, case studies are  everywhere :

Here, another example extracted from the deck Facebook For Business: Video On Facebook

Check out Facebook’s note below:

“OBJECTIVE:

Wanted to boost brand loyalty and drive viewership of its Ramadan Holiday video

Launched a combined TV and FB campaign 4 videos showcasing banks reverence of traditional Saudi values Two Reach Blocks guaranteed that the ads reached the entire Saudi Facebook audience that logged in that day.

Strong uplift in brand awareness generated by Facebook campaign as found through Bank Albilad’s own internal study. “Facebook increased our brand loyalty given the valued interaction between our audience and us. This platform, Facebook, was one of the main channels for such a campaign and it will remain a crucial platform for future campaigns.” Mohammed R. Abaalkheil, Head of Marcom Division, Bank Albilad”.

Specifically Address Their Objections 

There are 5 major categories of objections : need / price / product / source / time.

Consequently, your job is to address the typical fears that are driving it. To succeed doing that, you have to provide concrete answers these questions:

He doesn’t get me It worked for others but won’t work for me How can I be a 100% sure this works I don’t like/trust/believe him We can find the same thing for free/cheaper elsewhere I can buy later It’s too expensive What happens after I accept their offer

Ask For Customer Testimonials (The Right Way)

According to Nielsen , testimonials & word of mouth are the driving force behind 20 to 50% of all purchasing decisions.

In order to get awesome customer testimonials, you need to ask the right  questions.  Here’s a solid set of questions you should ask every client:

What hesitations did you have about working with me? Which changes have you noticed since working with me? What specifically did you like the best about working together? How have you benefited from hiring our company? Would you recommend my company o a colleague or a friend? If so, why?

⚡ Bottom line : educate your customers, don’t sell them.

Get them to say “Wow! I didn’t know that”.

Incorporable rock-solid customer testimonials, research-backed data in order to teach them something they may not have known. That’ll get them to believe it for themselves, and create trust.

🤟 Tweet This Smart Technique 

7. Integrate a Strong Call-to-Action

A call to action is a simple command that directs customers to take some sort of action (buy, sign up, or start a free trial). Here are a few specific examples:

Be Laser-Focused On Your Audience

You can’t reasonably want to “close a $150,000 deal in the meeting room today if it’s the first time you’re discussing with the prospect.

In other words, make sure you call-to-action is aligned with the situation. If it’s the first time you’re meeting the prospect, you could target to agree to set up the date for the 2nd meeting. If you’re negotiating a contract, you could get the prospect to agree getting back to you with their feedback within 2 weeks.

PART 4 Q&A. Your Most Frequent Questions, Answered.

Here are the most common questions business people ask themselves when it comes to making better sales presentations.

⚡ What Are the Objectives of a Sales Presentation?

What is your  (realistic) goal for this sales presentation?

You can either be looking to inform, educate or persuade your prospects and clients. And the answer will depend on the level of relationship you’ve established with them (If it’s the first time you meet, “closing the sale” might not be the appropriate answer).

Here are a few examples of objectives you could come up with (the more specific, the better):

I’m doing this sales pitch to…

Understand X, Y and Z aspects of the prospect’s business in order to draft a proposal that’s relevant to his expectations. Introduce a new growth opportunity we’ve identified for [company] and get their feedback on it. Build a relationship with a new prospect (so two years from now he wants to purchase from us).

⚡  How Should I Prepare My Pitch Presentation?

Let’s face it:

Prospects want to know whether you can help them get more of what they want.

Do research on those 5 aspects:

Who are your target customers, specifically? What are their hopes, fears and dreams? How much do they know about the solution what you’re trying to sell them? Is their market share growing, steady or declining? Which channels do they use to use to reach, acquire and retain their customers?

Plus, here are important question marks you should be able to answer:

⚡ What is the Best Slide Deck Structure?

The basic structure of any sales presentation includes 4 key points: 1) the problem faced by your prospect 2) the dream solution (the results they’re after), 3) how your company helps them get what they want  (the benefits and results you offer) and 4) reasons why the prospect should chose you over your competitors.

⚡ How Can I Improve My Sales Presentation Design?

If you’re starting from sub-zero  (or want to educate yourself better than 80% of the people out there),  check out this post . It breaks down 100+ simple, practical presentation tips to help you plan, design and deliver unforgettable presentations.

If you’re looking for practical design tips , head over to this guide  where I list 21 simple slide design tips to help you make better decks fast.

Want to craft a more creative deck ? Check out this post . It includes actionable techniques to help you design creative presentations within minutes (with free templates, lessons and resources).

⚡ Where Can I Grab Business Images For My Presentation?

Right here (free)

⚡ How Should I Open/Start My Presentation?

Most audiences will give you only 30-60 seconds to convince them they want to listen to you.

As a result, your introduction is the most important part of your presentation because it will directly affect whether they want to hear more about what you have to say (or not). To that end, your presentation opening needs to accomplish four things:

1. Get the audience interested in the presentation 2. Build rapport 3. Establish credibility 4. Tell the audience what the presentation is going to provide them

Use the GTS (give them something) formula to get your audience’s excited about what they’ll be able to do or know by the end of your pitch:

Today, I’m going to show you [ statement that benefits your audience ]. By the end of this presentation, you will [ result they’re interested in ].

Today, I’m going to show you how you can use conversion optimization to triple your sales in less than 6 months.

⚡ What Questions Should I Ask the Prospect?

Can you help you understand how you measure success in regards with [topic]? What do you want to achieve, specifically? This year? Mid-term, long-term?) Tell us about your business in one sentence? What makes you different? What are your client’s biggest problems and aspirations? (Visualize what matters to them) What delights your customers about your product? Does our offering make sense for your world? Could you see this applying to you? Can we agree on [proposed next steps after the meeting]?

⚡ How to End/Close a Sales Deck?

If you’re sending the file through email, include a slide with a call-to-action enticing them to contact you, and give them your contact info.

If you’re having a meeting, summarize orally your understanding of customer’s goals and needs, and how you can help them achieve those goals. Also make sure to propose, and agree on the next steps. For instance:

“Would that work with you if we send you a recap of this meeting, the additional elements we talked about, and follow up within a week of time?”

⚡ How Long Should My Presentation Last?

After having conducted an experiment , Dr. Maureen Murphy at the University of North Texas (UNT) said that:

“If a presentation that had 20 minute segments with short breaks in between, the people enjoyed the 20-minute chunked presentations more than a 60 minute presentation, learned more information immediately after, and retained more information a month later”.

She concluded:

“See if you can build in some kind of change every 20 minutes. For maximum learning you want a break every 20 minutes, as opposed to just a change of topic….Instead of taking one long break, take several short ones”.

Here’s my take on this study:

Break down your sales meeting in 20-minute chunks. For instance:

Chunk 1) Understand your prospect’s business. Ask him questions. Get insights. Chunk 2) Introduce your product/service offerings. Which is long enough for your prospects to understand clearly how your product/service can help them.

⚡ Can You Show Me Some Solid Sales Presentation Examples?

Check out this post where you’ll get 20+ real-world sales deck examples.

⚡ How Can I Improve My Current Sales Deck?

Then, equip yourself a professional, ready-to-use presentation template that’ll help you put together a great sales deck fast (and at the fraction of what a designer would cost you).

See, you’re smart enough to know you could spend that time on more strategic, higher level activities that actually move the needle (like tweaking your value proposition, challenging your business strategy or fine tuning your pitch).

And the truth is, you don’t have to spend a huge amount of time on designing, editing and arranging those slides for your high-stake, upcoming sales presentation:

Most templates include everything you need, from gorgeous, easy-to-edit slides and icons to charts and ready-made color themes.

For instance, I’ve used the fully editable graphics of Massive X , one of my favorite templates, to illustrate this presentation guide.

The Massive X PowerPoint Template

Here’s a quick intro video of their latest bundle:

Now, what I love about this bundle  (beyond the hundreds of beautiful, professional slides they’re offering) is their 100% editable illustrations:

And the great news is, Massive X comes with a  ton  of editable illustrations you can use for multiple purposes:

Use them to illustrate your sales presentation slides and get your point across more effectively.

Now, let’s take a look into the details of the bundle…

😍 Key Features

Not sure about what templates can do for you?

No worries, maybe you’d like to see my  detailed review of the best presentation templates available on the market  below.

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6 Essential Elements of a Successful Sales Pitch or Presentation [Infographic]

Leslie Ye

Updated: January 28, 2020

Published: April 09, 2019

Calling a sales presentation a "pitch" is a little misleading.

sales-pitch

In baseball, good pitchers strike batters out. But in sales, a successful pitch is one that connects -- and gets hit out of the park.

As a pitch, however, good selling is something of an art form. People want to be told a story, to understand how your value proposition is going to mesh with their business and enhance it. How you accomplish that is up to you.

But along with the art of sales is a bit of science. The types of information most likely to convince a person to buy, or help them understand what you're talking about, can be broken down to zeroes and ones.

For example, did you know 40% of people respond better to information in visual form than when it's written? Or that the best presentations are two-thirds stories?

Download Now: How to Perfect Your Sales Pitch

What is a sales pitch?

The sales presentation is where a huge part of this work gets done. Though you'll be speaking with your prospects about different concerns and questions on the phone, a sales presentation may be the best chance you have to put all your cards on the table and demonstrate exactly why your service is perfect for the prospect.

This infographic from PPTPOP breaks down the six essential elements of a successful sales presentation and includes examples from other companies' winning pitches .

From limiting the service offerings you recommend for a particular customer to ease their decision, to the types of proof you should include to demonstrate your product's worth, these helpful tips will help juice up any sales presentation.

Read on for tips on creating the perfect sales presentation, or skip to the infographic here .

Structure of a Sales Pitch

  • A Stellar Cover Slide
  • A Value Proposition
  • A Powerful Story
  • Enticing Solutions
  • A Clear Call-to-Action

1. A Stellar Cover Slide

Your cover slide should reflect your company stance and industry. Your audience needs to "get it" instantly. Since 40% of people respond better to visual information than plain text, Google , Flickr , Unsplash , and Fubiz can be great sources for images that immediately boost your pitch.

2. A Value Proposition

What do you do? Summarize the value of your promise to deliver to prospects, and explain why they should buy from you. To help hone your value proposition, try using the "VP" formula:

[Company name]

helps [target audience]

with [services]

so you can [benefits].

Still not quite breaking through? Check out these examples of great value propositions:

  • Geekdom - "We're a new kind of collaborative workspace where entrepreneurs, technologists, developers, makers, and creatives help each other build businesses and other cool things together."
  • Airbnb - "Airbnb is a trusted community marketplace for people to list, discover, and book unique accommodations around the world."

3. A Powerful Story

The most successful presentations are 65% stories. Present your story and your team to humanize your company and increase likeability.

Make sure you include the reason why your company and product came to be. Tell your audience what motivates your team to wake up and work every day. And offer tips that are personal and will make your audience smile, like, " John eats fast and makes things work. "

4. Enticing Solutions

First, focus on your client's problem. Here's how Airbnb did it:

Airbnb's first pitch extract: "Price is an important concern for customers booking travel online. Hotels leave you disconnected from the city and its culture. No easy way exists to book a room with a local or become a host."

  • Problems - Price, convenience, access
  • Aspirations - Have choice, unique experience, make money renting your place

Then, break down your value propositions into solutions tied to the benefits your clients want. Examples of benefits are, " Make more money and grow your business, " " Look good and impress, " and " Save time and money. "

How to list your solutions:

  • Don't give too many choices
  • Communicate results customers will get
  • Make it easy and quick to understand
  • Give examples that demonstrate your product's value.

The proofs you'll provide have to answer this question: " How do I believe you? " You should also:

  • Add testimonials - They highlight what clients love about doing business with you. Use real client's pictures to enhance credibility impact.
  • Share research data - Use expert quotes and findings that tie to the benefits of the product you're offering.
  • Compare your products vs. competitors - Show your audience how you're better.
  • Provide extra benefits - Offer a money-back guarantee, free trial, or free shipment to show and earn confidence.

6. A Clear Call-to-Action

A call to action is a simple command directing customers to take action (buy, start a free trial, sign up for our mailing list). To make your call-to-action even more enticing, include these sensory words to enhance your pitch .

Creating a Sales Presentation

  • Build rapport with your audience.
  • Lead with solutions.
  • Include case studies.
  • Ask for feedback.
  • Be open to questions.

So, you're ready to create a sales presentation ? Here are some tips to keep in mind.

1. Build rapport with your audience.

If you want to give a successful presentation, you need to connect with your audience . Start out the presentation by addressing the audience and by appealing to them. This can be done by asking about their business (e.g., a new product launch or announcement).

2. Lead with solutions.

What's the biggest pain point your product or service will address? Start your presentation by providing the solution right off the bat. Not only will this capture your prospect's attention, but it will also keep them engaged and hungry to learn more about what you and your company have to offer.

3. Include case studies.

How can you support the solution you provided? Show the prospect how that solution can be applied. Case studies allow you to highlight specific aspects of your product or service that will positively impact the prospect's company. This helps you build credibility and further develop trust.

4. Ask for feedback.

It's important to connect with your audience and make sure they're engaged in your presentation. For example, you could ask, "Does this make sense?" or "Do you see how this would work for you/your team/your company?" Asking for feedback ensures that you're on the same page.

5. Be open to questions.

Let your audience know that they can ask questions at any time. Be aware of your audience and their reactions throughout the presentation. Sales strategist, Marc Wayshak , recommends, "Whenever a prospect interrupts you -- either with a verbal remark or subtle shift in their facial expression or posture -- stop immediately. Acknowledge the interruption, and welcome the opportunity to explore it with the prospect." You'll provide even more value to the prospect by addressing their questions and concerns during the presentation.

essential elements of a successful sales presentation

Your pitch is the fastest and easiest way to set yourself apart from your competitors. Make sure it pops with these tips -- and see the difference in your quota results.

Looking for more? Check out these sales pitch examples next.

Sales Pitch

Don't forget to share this post!

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How to Craft a Sales Presentation Outline (+ Examples)

Related articles, lead vs prospect vs opportunity: what's the difference, 52 lead generation statistics to consider in 2024, top 14 email nurture campaign best practices.

sales presentation explanation

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A sales presentation outline is an ideal flow of talking points that guides the creation of the spoken part of a sales presentation, which is often supported by a visual sales deck. To allow for personalization, outlines contain both pre-written language and prompts. Most sellers use outlines as templates for longer, in-depth presentation scripts that they create for each new prospect. The outline ensures that you hit key talking points in the right order.

Sales Presentation Outline Key Components

A typical sales presentation outline for effective lead nurturing includes small talk and introductions, agenda-setting, problem analysis, solution and benefits, social proof, and a call-to-action. Solid outlines will promote around 20–30 minutes of presenting time. Depending on the salesperson and their unique situation, an outline might expand certain components into multiple components, add components, or exclude some entirely.

This outline is what you get when you boil down all the great outlines to their fundamental parts:

Small Talk & Intros

Agenda-setting, problem analysis, solution & benefits, social proof, call-to-action.

For around 3–4 minutes, engage in light conversation and introduce yourself and your company to the prospect. Ask questions about their work, life, vacations, or anything else they’re interested in. Tell them about your credentials and your company’s mission and ideal customers.

In 1–2 minutes give the prospect a high-level overview of what topics you’re going to cover during this presentation. At the end, ask them to confirm that they agree to the structure as you’ve laid it out.

Spend 5–10 minutes analyzing the prospect’s major problem. Name their main pain point or challenge, then state its underlying causes and costs. Also, agitate the pain by explaining the negative consequences of letting it go unsolved.

For 5–10 minutes, introduce your product or service and explain how it works to solve the prospect’s problem. Then state the relevant benefits the prospect will get if they buy the solution and eliminate their issue. Focus on features or services that directly relate to their needs.

Use 3–5 minutes to establish some credibility by sharing customer success stories, case study findings, or testimonials. Choose social proof that involves a customer that has a similar business type as your prospect and experienced similar hurdles and roadblocks.

In 1–2 minutes, summarize what you’ve covered, and then tell the prospect what the next steps would be if they wanted to move forward. Ask them to take these next steps with you, and give them a strong reason to do so.

To see how a salesperson might change the components to fit their specific needs, imagine a software sales rep expanding the “describe your solution and its benefits” section into three parts: “present solution,” “give demo,” and “give user a trial run.” As you create your own general outline, make it work for your most common presenting scenario, and perhaps create a few others for less common scenarios, be it competing against another provider or upselling a client.  

How to Create Your Own Sales Presentation Outline

There are concrete steps to follow to draft a 1–2 page, customizable sales presentation outline that you can use as the ongoing foundation for all your personalized sales presentation scripts. The steps include picking a product or service, adding small talk prompts, writing an introductory statement, and crafting sections for agenda, problem, solution, social proof, and call-to-action. Read on to learn how to do each step. Note that the steps below follow the components above.

1. Pick One Product or Service

Choose one of your product tiers or service lines for your sales presentation outline. This enables you to write more language that you can simply copy and paste into the custom-tailored scripts. For example, in the solution section of the outline, you could write three sentences describing this specific product tier. And you won’t have to change that for each new prospect you present to. This means that you should create one outline for each product or service.

2. Provide Some Conversation Starters for Small Talk

Sometimes small talk flows naturally in the first few minutes of a sales presentation. Other times, you’ll need to get things going with some surefire conversation starters. To avoid encountering any brain freezes or awkward silences, use the small talk section of your outline to list 3–4 potential questions that you can ask your prospects to initiate small talk. Industry news, hobbies, or their current business ventures are often the safest topics.

Here are some examples of customizable questions to put in a sales presentation outline:

  • As a {Job Title} , I’d love to hear your thoughts on {Recent Industry News or Event} .
  • So you’re from {Location} . Is it fair to assume you’re a {Sports Team} fan?
  • Last time we spoke, you were working on {Project} . How’s it going?

While preparing for a presentation, choose the prompt that will work best for the specific prospect. Researching their social profiles will provide you with some guidance. For example, you might find that the prospect has been posting on Twitter about their sports team. If that’s the case, use the sports conversation starter for your personalized sales presentation script.

3. Create Your Introduction Statement

Your introductory statement will likely remain the same for most of your prospects. This is where you tell your prospect about your company and yourself as a representative or owner of that company. This section gives the prospect context, which helps them understand the more complex subject matter you’re going to present to them later on in the presentation.

Here are the barebones of an effective introduction for a sales presentation outline:

  • Segue: Transition out of small talk by saying that you want to respect their time, then thank them for attending.
  • Your Professional Bio: Tell the prospect your name, title, experience in the industry, and relevant credentials.
  • Your Business Bio: Share your business’s name, how long it’s been in business, and one line explaining what the company is (e.g., a renowned real estate brokerage).
  • Why Customers Come to You: Name 2–3 of the major challenges that inspire customers to come to you for help.
  • Quick Overview of How You Help Them: Briefly explain what your business provides and how it solves these challenges.

When personalizing this part of the outline for a particular prospect, you might change little things to make it more relevant and interesting to them. For example, you could exchange one of the common major customer challenges for one this specific prospect is suffering from. But, for the most part, it won’t change much, so it’s worth committing it to memory. 

Below is an example of an introductory statement you’d find in a sales presentation outline:

“As much as I’d love to keep chatting about {Small Talk Topic} , I want to be respectful of your time and begin the presentation, which I thank you all for attending.

First, I want to share a little about myself. My name is Sam and I’m a sales executive here at Stingray Dealers. I’ve been working in the marine conservation space ever since I graduated college with my marine biology degree four years ago. Since then, I’ve been awarded best aquarium consultant for three years running.

Our 10-year-old company, Stingray Dealers, is a renowned aquarium provider of the rarest and most endangered stingrays.

Aquariums often come to us because they’re sick of getting nothing but round rays from their providers and because they’re struggling to keep their stingray petting area stocked with a variety of rays.

That’s where we come in. Thanks to our cutting-edge diving equipment, relations with wildlife protection agencies abroad, and ray-based sonar, we’re able to provide a steady flow of the most desirable rays in the sea, and at incredibly affordable rates.”

After delivering a solid introduction and providing your prospect with some context, it’s time to set the schedule for the rest of the presentation.

4. Write Your Agenda Section

The agenda section of your sales presentation outline is where you’ll give your prospect the outline of the remainder of the presentation. You’ll set their expectations and give them a sense of direction so that they don’t feel like they’re in the dark. The agenda section includes a segue into the agenda, a structure preview, and a request for the prospect to commit. It should also have plenty of prompts for personalization.

Here are the core parts of any solid agenda section for a sales presentation outline:

  • Segue From Introductions: Thank them for listening to your introduction and tell them you’d like to set an agenda for the day.
  • Share the Presentation’s Structure: Briefly explain what you’ll cover during the presentation.
  • Ask Them to Commit: Check with your audience to see if they’re okay with the agenda you’ve created.

If you wanted to really hook the prospect, you could also make a promise to create some suspense, like “at the end of this presentation I’ll also reveal the most important habit that leads to success in this industry, based on hundreds of interviews with our customers.” Only do this if you do have something absolutely astonishing to share with your prospects. Otherwise, you’ll risk letting them down at the end.

Below is an example of an agenda section you could see in a sales presentation outline:

“Thank you all for listening to my spiel. Now I’d like to get things rolling with an agenda. Over the next 30 minutes, I plan to show you why we’re the right fit to help you {Prospect’s Goal} .

I’ll start by explaining the causes and consequences of your major issue, {Prospect’s Problem} . Next, I’ll give you an overview of our solution, {Your Product or Service} , and explain how it will help you overcome your challenge. From there, I’ll share a few success stories about customers like you, and then we’ll open the floor for questions.

How does that sound?”

After the prospect agrees, you can start to dig into their issue and reveal to them just how serious it is, not to mention how well informed you’re about it.    

5. Craft Your Problem Analysis Section

The problem section of your sales presentation outline is going to change almost entirely from prospect to prospect because each potential customer will have a different combination of issues, related costs, and underlying causes. Nevertheless, your outline should provide some helpful guidance for writing your more detailed script by giving you a structure to follow.

Here are the major components of a problem analysis section:

  • Name the Major Problem or Challenge: Describe the most pressing problem that the prospect has shared with you.
  • Share the Problem’s Underlying Causes: Based on your analysis, share 2–3 things that you believe are causing or contributing to the issue.
  • Describe the Costs of Not Solving the Problem: Share 2–3 negative consequences of letting the problem go unsolved. In other words, irritate the pain.

By proving to the prospect that you’re knowledgeable about the nature of their problem, you’ll win their trust, and they’ll be more likely to give heavy consideration to your proposed solution. Again, this section of the outline is more so steps with a bit of advice than pre-written language. That’s because it has to be extremely flexible.

Here’s an example:

“From our previous discussions, I learned that your company’s major problem is {Major Problem} . Based on our years of experience working with other {Company Type} and what I know about your business processes, it seems like the causes of this issue are {Underlying Causes 1 and 2} . We’ve had customers who came to us a long time after this issue arose and by then they were suffering from {Cost of Not Solving the Problem ASAP} .”

Now that the prospect is convinced that their problem is something they need to solve quickly, it’s time to begin telling them how you’re going to fix it for them. 

6. Draft Your Solution Section

The solution section of your sales presentation outline is where you introduce the product or service that will help your customer solve the problem or challenge you analyzed in the previous section. You tell them what the solution is, how it works, why it solves the issue, and the benefits the prospect will receive if they buy it.

Here are the main subsections of an effective solution section:

  • Solution: Name the product or service and tell your prospect the unique selling proposition .
  • Why It Solves the Issue: Explain the features or services that will eliminate the main causes of the prospect’s major problem.
  • Benefits: Share 2–3 positive results that the prospect will experience if they choose to purchase the solution.

The first paragraph of this section, introducing your service, can be reused without adjustment from customer to customer, especially since this outline is for one specific solution. Of course, the middle bullet, how it relates to the specific prospect’s issue, will change, so that part should include prompts for personalization. When you write a script for a presentation, you may also alter how you describe the solution or which benefits you list based on the prospect’s interests.

You can see what we mean in this sample solution section:

“Stingray Dealers offers an annual stingray replenishment service that comes with ongoing care. Unlike other dealers in the space, we consistently check on the stingrays to ensure they’re happy and well taken care of.

As for your problem with {Prospect Pain Point 1} , {Service 1} will take care of that by {How Service 1 Solves Pain Point 1} . Furthermore, {Service 2} will help you eliminate {Pain Point 2} by {How Service 2 Solves Pain Point 2} .

With us, you’ll experience {Benefit 1 Prospect Desires} and {Benefit 2 Prospect Desires} . We think this will also help you reach your {Want/Need/Goal} .”

At this point, your prospect is probably excited about the idea of working with you, but still a bit hesitant because words are cheap. In the next section, you’ll prove your claims are sound.

7. Create Your Social Proof Section

In your outline document, write a brief transition and then include links to several social proof options, such as case studies, testimonials, or customer success stories, which display customers succeeding with your chosen product or service. This way, when you create a personalized presentation script, you can quickly choose the 1–2 social proof options from the outline that will most relate to and impress your current prospect.

If you want to get ahead of the game, we recommend also writing out a short summary of each success story or case study so that you can easily copy and paste it into your personalized sales presentation script. And for easy reference, consider labeling the social proof based on the type of company rather than the company name. For example, Enterprise Client Case Study will likely mean more to you when drafting a presentation script than Carlisle LLC Case Study.

Here’s an example of what a social proof section might look like in a sales presentation outline:

“So, we’ve told you what we can help you achieve with our stingray replenishment service. I find that it always helps to hear about how others have used the service successfully. So I’d like to briefly walk you through two case studies about clients who, just like you, were {How the Companies in the Stories Are Similar to the Prospect} .

  • Aquarium Company Case Study: The Denver aquarium came to us back in May 2022 because attendance was down 31% from last year and they wanted to open a new stingray exhibit and use it as a promotion. We were able to provide them with 6 different types of stingrays, 2 of them extremely rare, and directed them on how to set up the exhibit to optimize the attendee and stingray experiences. Within four months of establishing the exhibit, it had become the most popular at the aquarium, and one year after finishing the exhibit, their ticket sales had increased by 65%.
  • Marine Bio Research Facility Case Study: Write a summary like the one in the first bullet point.
  • Pet Store Business Case Study: Write a summary like the one in the first bullet point. ”

After sharing some ways that past clients have benefited from your business, it’s time to push the deal forward with a call-to-action.

8. Write Your Call-to-Action

Next, write a call-to-action (CTA) in your outline. In a sales presentation, salespeople typically ask leads if they’re ready to see a proposal. But it differs based on your sales process . Regardless of your ask, it should be clear and straightforward so that your prospects know exactly what you want them to do. It should also be enticing. Give your prospects a reason to take the next steps with you by mentioning the benefit of doing so.

Here are the components of a successful CTA section of an outline:

  • Presentation Summary: In a few sentences explain their main issue, the product or service that will enable them to solve it, and the overarching value you’ll deliver.
  • Next Steps Request: Tell the prospect what they should do next if they want to continue evaluating you as a provider or partner. 
  • Presentation Closing: End the presentation by thanking your prospects for attending, then tell them the floor is open for questions.

Summarizing the presentation and your findings prior to delivering the CTA is important because it reminds prospects about all the great things you can do for them. And the reason for not ending at the CTA is that most buyers expect to be able to ask some questions, but some might not do so unless you give them permission first. The close section allows you to give the green light and end the presentation on an upbeat, less salesly note.

Here’s an example of a call-to-action section in a sales presentation outline:

“Today we’ve learned that Stingray Dealers can help you overcome {Prospect Problem} and give you {Value Proposition} .

If you’re ready to join hundreds of other satisfied businesses and start wowing customers with the most amazing stingrays, please tell me at the end of this presentation. I can then give you pricing and we can go over the best service package for your company.

And with that, I want to end today’s presentation. Thank you all for the gift of your attention. I now want to hear from you. Do you have any questions about our company, service, or anything else?”

Keep in mind that this is for creating an outline that follows our basic sales presentation outline structure. You can include other sections like “pricing” or “industry trends” if that better suits your needs. For other sections to include, see the outlines in our article sales presentation templates .

3 Tailored Sales Presentation Outline Examples

Below are three sales presentation outline examples: brand competition, B2B, and B2C services outlines. Unlike the examples in the steps above, these don’t include pre-written verbiage. Instead, they’re structural outlines that help you see how different presentation situations call for different combinations of sections. In practice, you’d write out pre-written language for each section (bullet) — refer to the section examples in the steps above to see how, then keep reading below.

Sales Presentation Outline for Winning a Competitor’s Customer

Who Should Use It: Sales professionals who are presenting to a prospect that’s currently working with a competing brand.

Why It Works: This outline structure includes sections like “competitor analysis” and “differentiators,” which serve to show the prospect why your solution is a better choice for them than their current provider’s.

  • Small Talk and Introductions: Open with some friendly conversation and introduce your company in a way that sets it apart from the specific competitor.
  • Agenda: Tell the prospect what you’ll cover today and what you think they’ll get from attending.
  • Goal Analysis: Review what the prospect has told you about their current goal and explain why they’re failing to reach it.  
  • Competitor Analysis: Share a few reasons why their current provider is incapable of helping them reach this goal.
  • Differentiators: Explain a few ways that your company is different from the competitor and why these differences make you better suited to help them.
  • Solution and Benefits: Describe your product or service, explain why it’ll help them get what they want, and name 2–3 benefits.
  • Customer Switch Success Story: Tell a story about a customer who left the competitor to work with you.
  • Call-to-Action: Close out the sales presentation and ask the prospect to take specific next steps with you.

B2B Sales Presentation Outline Example

Who Should Use It: B2B salespeople who want to challenge their prospects to think differently about their industry.

Why It Works: This presentation outline is designed to position you as an industry insider with big ideas that are going to dramatically improve the company’s operations, revenue, or whatever metrics your solution will affect.

  • Small Talk and Introductions: Talk a bit, then share a bit about you and your business and ask attendees to introduce themselves by stating their job title and name.
  • Agenda: Tell your prospect(s) the structure of the presentation and build up some excitement by promising to share a unique idea for how to capitalize on a trend.
  • Industry Trend: Explain an industry shift (e.g., Gen Z starting to buy homes) and how it will impact this specific business and its place in the market.
  • Opportunity: Describe an opportunity (e.g., start building relationships with Gen Zers through social) that this shift opens up and stress the importance of seizing it.
  • Promised Land: Tell them all the great things that will happen to their business if they successfully take advantage of this opportunity.
  • Your Solution: Explain how your solution will help them make the most of the opportunity and reach the promised land.
  • Case Studies: Reveal a case study about a company that successfully used your solution to transform their business in a previous period of industry change.
  • Call-to-Action: Make a confident statement about your ability to help and ask them to join you. Then open the floor for questions.

B2C Service Sales Presentation Outline Example

Who Should Use It: Sales professionals who are presenting a service such as landscaping, insurance, or financial advisory to individuals.

Why It Works: This sales presentation outline makes the prospect trust you as an expert by giving them transparency into your service and its pricing and by sharing success stories and your professional opinion about their goals.

  • Small Talk and Introductions: Talk about the individual’s hobbies or relevant news. Share your credentials or rewards.
  • Agenda: Give an overview of the different sections of today’s presentation. Ask them to confirm that this sounds like a solid plan.
  • Goal Analysis: Review their reason for evaluating your business and make them feel like you can get them to their goal.
  • Challenge Analysis: Describe the major pitfalls you expect they’ll encounter on their way to reaching their goal.
  • The Plan/Process: Lay out your plan step by step for how you are going to help them overcome these challenges and reach their destination.
  • The Service: Describe your role in this plan and tell them what services you’re going to provide and how the relationship will work.
  • Success Stories: Share stories about customers you’ve helped. Pull up evidence to back up your claims, in the form of data, quotes, photos, etc.,
  • Pricing: Review the pricing tiers of your service and explain which one you think is best for them based on their situation and needs. Tell them the second best option as well.
  • Call-to-Action: Share your unique selling proposition, review the presentation’s key points, and ask them if they’d like to learn more about your service.

When you start with a basic outline like the ones above, and then expand on them by adding exact language and prompts for personalization, you’ll end up with a carefully considered, well-structured sales presentation outline that you can use over and over to succeed.

Top 5 Benefits of Writing a Sales Presentation Outline

Writing and using a sales presentation outline provides you with various benefits, including faster sales presentation preparation, never missing the main points, giving prospects a better experience, making your presentation process testable, and easily training new salespeople. Let’s go over each advantage a bit more in depth.

Save Time Preparing for Sales Presentations

With a sales presentation outline, it’s easy to sit down and craft a more personalized sales presentation script for each particular prospect. You already know what to say, and in what order to say it. Now all you have to do is elaborate on each part of the outline and make it relevant to fit the prospect’s unique situation. This will cut presentation preparation time dramatically.

Always Hit Your Critical Talking Points

Without a sales presentation outline, you might write a script that leaves out a key component, whether that’s a statement about pricing or an introduction to your business. This can hurt your chances of closing the sale. The outline, which tells you what to write, and therefore what to say during your presentation, ensures that you never miss the most important points.

Improve the Prospect’s Experience

When you know the overarching structure of the spoken part of your sales presentation, you can easily share that information with your prospects by putting the outline on one of your sales deck slides you have up during the agenda-setting portion. When prospects know what’s coming and where the conversation is headed, they’ll feel like they have some control.

Create a Testable Sales Presentation Process

When you have a presentation outline that you use repeatedly, you can start to test it against outlines with slight variations. For example, you could give 50 presentations with an introduction section and 50 without, track the average closing rates for the two groups in your CRM software , and find that the outlines with no intro section were 34% more effective at securing a next step. Consistent testing allows you to steadily march towards an optimized outline.

Easily Onboard New Sales Reps

There’s so much to learn when a new rep joins a team, so it’s important to do everything you can to get them up to speed quickly. By handing them a copy of your team’s sales presentation outline, new sales reps can easily learn your team’s sales presentation process. Right away they can start crafting well-structured spoken portions of their sales presentations.

Crafting a sales presentation outline makes the whole sales presentation creation process less time intensive, and it helps the delivery of your presentation come off as more persuasive and deliberate.

Top 4 Tips for Drafting a Sales Presentation Outline

There are some best practices you can follow to produce the best possible sales presentation outline. They include using your customer profile, building more than one outline, studying great sales presentations, and getting peer feedback on your outline. Below we’ll expand on each tip.

Reference Your Customer Profile

Keep a copy of your customer profile next to you or on your computer while you create your sales presentation outline. This ensures that the language you use speaks to your target audience’s specific concerns and interests. Whenever you write a sentence, section, or prompt, ask yourself how your ideal customer would respond.

Create Scenario-Specific Outlines

Consider creating a separate outline for each of your most common presentation scenarios. For example, one salesperson might create a generic outline along with one for upselling current customers and one for stealing prospects from a competitor. Each one might have a different mix of sections. For example, the competitor stealing outline might include a competitor analysis section, whereas the generic presentation outline does not.

Watch Great Sales Presentations for Inspiration

If you’re struggling to figure out the ideal structure or verbiage for your outline, watch some sales presentations online or shadow a fellow rep’s presentation to a prospect. You’ll likely discover new turns of phrase, presentation sections, and rhetorical techniques that you want to include in your own outline. To get started, check out our article breaking down some exceptional sales presentation examples .

Get Feedback on Your Outline

Show your finished outline to 1–2 salespeople you respect and ask them to tell you if anything needs work. We can all too easily fall in love with our creations and become blind to any gaps or errors. Getting feedback will help you fine-tune your outline so that it’s as persuasive as possible.

Creating a sales presentation outline should be a careful and considered process. The outlines will serve as the starting points for every in-depth presentation script you write. An outline is a script’s parent. If the outline is shabby, so is the script, as well as the spoken portions of your presentations.

Frequently Asked Questions (FAQ)

What’s the difference between a sales presentation outline & sales deck template.

The sales presentation outline is a structure of talking points that guides the verbal part of your sales presentation. The sales deck template, on the other hand, is a set of slides with some pre-written language and some blank prompts — having one enables you to quickly build personalized slide decks, the visual backdrop to sales presentations. Together, the sales presentation outline and sales deck template make up the overall sales presentation template.

Bottom Line: Sales Presentation Outline

Having a sales presentation outline saved on your computer streamlines the preparation process for your sales presentations. Instead of starting from scratch, you have a structure to follow and some pre-written language that works on all prospects. Writing the tailored script will take minutes instead of hours. Next, check out how to create and give a sales presentation , where we teach you how to build out a personalized presentation for one specific prospect.

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10-Steps to Your Ultimate Sales Presentation (with Examples)

One of the first things every new salesperson needs to learn, if they are to succeed, is how to develop and deliver a sales presentation. A lot of factors go into developing a sales presentation for a specific situation. However, by following a logical series of steps, it will greatly enhance the chance of making a sale.

A sales presentation is defined as “a talk giving information about a product or service that you are trying to sell, intended to persuade people to buy it.” Historically, sales presentations were delivered one-on-one with the salesperson, presenting directly to a buyer.

However, technology has expanded the traditional in-person sales presentation to include the potential for video conference presentations, telephone presentations, presentations delivered via email, and even long-form presentations delivered via internet web sales pages.

Regardless of the delivery method, a salesperson who follows a logical series of steps will have the greatest chance of making a sale.

The graphic below depicts an outline of the Ultimate 10-Step Sales Presentation:

Each step of the Ultimate Sales Presentation is important and contributes to the likelihood of making a sale. That said, not every step is needed in every selling situation. Sometimes the buyer is ready to buy after Step 4: Presentation. Sometimes the buyer will inject objections immediately as the salesperson begins, Step 3: Approach.

As I said, every salesperson/buyer interaction is different. The relational salesperson is acutely aware of this difference and will flex their presentation to meet the needs of the buyer.

10-Step Ultimate Sales Presentation

So now, let’s take a quick look at each of the 10-Steps of the Ultimate Sales Presentation.

1. Prospecting

Prospecting is the first step in the selling process. A prospect is a buyer who has the potential to buy your product or service. A lead is not the same thing as a prospect! A lead is simply someone for whom the salesperson has contact information. Once the lead has been qualified, they then become a prospect.

A lead becomes a qualified prospect when they exhibit these three characteristics:

  • They must have the money to buy.
  • They must have the authority to buy.
  • They must have a desire to buy.

Prospecting is the lifeblood of many sales roles. Keeping a pipeline full of potential prospects is critical in industries like real estate, insurance, and vehicle sales. Even many retail businesses (like department stores) rely on prospecting to develop new customers.

2. Pre-approach/Planning

Planning is the second step in the selling process. Planning is done after we have identified a qualified prospect, and before we approach the customer.

A plan is a sales presentation strategy designed to achieve a specific end goal. A plan describes what you want to achieve and how you will do it.

The desire of a relational salesperson is to help people. The purpose of meeting with a buyer is to help that person in some way. The purpose of the plan you create is to help the person by selling the right product or service to meet their needs.

Planning is critical to the sales process because it accomplishes four things:

  • Planning builds the confidence of the salesperson.
  • Planning demonstrates the salesperson’s professionalism.
  • Planning often builds goodwill between the salesperson and the buyer because the buyer sees the effort taken by the salesperson to meet their needs.
  • Planning increases the probability of making the sale because the salesperson better understands the buyer’s needs.

3. Approach

The approach is the third step in the selling process. It is the period of time between when the salesperson first sees the buyer up until they start to discuss the product. The approach is the first step of the actual sales presentation.

The approach step of the sale presentation process consists of two distinct, yet equally important, parts. First is the rapport building, “small talk.” This is usually the first minute or two of the sales meeting where the salesperson might talk about something you know the buyer is interested in (sports, weather, family, children, etc.).

The second part of the approach step is the planned, formal lead-in to the actual discussion of the product.

The main thing every buyer wants to know is whether the product you’re about to discuss will meet their needs. As a salesperson, your approach to lead-in to the presentation with the buyer must accomplish three things:

  • You must capture the buyer’s attention .
  • You must stimulate their interest in your product or solution.
  • You must then transition smoothly into the presentation.

The approach lead-in might take the form of a statement, a question, or a demonstration. Whichever method you choose (statement, question, or demonstration), you must capture the buyer’s attention, stimulate their interest in the product, and transition into the main body of the presentation.

Approach Example

An example of the statement/question approach is, “What a wonderful picture of your two children! How old are they?… That’s a wonderful age. Mrs. Buyer, the reason I wanted to meet with you today is I have an idea that I think will increase your sales and profit. Is that something you are interested in?”

As soon as you have the buyer’s attention and gained their interest, it’s time to transition directly to the main body of your presentation.

4. Presentation

The presentation is the fourth step in the selling process. The presentation is your persuasive verbal and visual explanation of your selling proposition. The presentation follows the approach.

The presentation takes the buyer through five distinct stages in the buying cycle that build upon one another:

  • To provide knowledge in the form of features, advantages, and benefits so that the buyer can make an informed decision.
  • This knowledge translates into positive beliefs about you and your product/service.
  • The positive beliefs result in the buyer having a desire for the product.
  • The desire for the product becomes an attitude that your product is the best product to fulfill the buyer’s need.
  • When the buyer realizes you have the best product to meet their needs, they move into the conviction stage. They are now convinced yours is the product they need to buy.

Once the buyer has reached the conviction stage, it is time for a trial close.

5. Trial Close

A trial close is the fifth step in the selling process. The trial close is not asking the buyer to decide to buy. Rather, the trial close asks for the buyer’s opinion regarding what they have heard so far.

The trial close allows the salesperson to determine:

  • Whether the buyer likes your product or service.
  • Whether you have successfully answered any questions from the buyer.
  • Whether any additional questions remain unanswered.
  • Whether the buyer is ready for you to close the sale.

The trial close is an important yet often underutilized tool. A trial close can be used:

  • After making a significant point in the presentation.
  • After answering any questions or objections from the buyer.
  • After the close of the main body of the presentation, and before you move to close the sale.

Trial Close Examples

Examples of a simple trial close include,

  • “Does that answer your question?”
  • “How does that sound to you?”
  • “What do you think about what we’ve discussed so far?”

If the trial close results in a positive response from the buyer, jump to Step 9: Close. However, most trial closes will result in some questions or objections from the buyer. It’s time to determine and handle objections.

6. Determine Objections

Determining objections is the sixth step in the selling process. Assuming the trial close has resulted in questions or objections from the buyer, we now must begin the process of discovering those questions and handling those objections.

Some salespeople bristle and get defensive when asked questions or confronted with objections from a buyer. But this is the wrong way to think about objections! Salespeople should be grateful for questions and objections because they indicate the buyer’s interest. They also help the salesperson determine which stage of the buying cycle the buyer is in—attention, interest, desire, or conviction.

If the buyer has raised an objection, the salesperson needs to ensure their understanding of the objection. One easy way to do that is to restate the objection and ask for confirmation.

Determine Objection Example

For example, if the buyer has raised an objection about the expected life of a machine, the salesperson might say, “If I understand you correctly, your main concern with this machine is that it will provide you with trouble-free service for several years. Is that right?”

When the buyer confirms your understanding of the objection its time to move to the next step in the selling process and handle the objection!

7. Handle Objections

Meeting or handling objections is the seventh step in the selling process. Once you have determined you understand the buyer’s objection, you need to handle the objection. Usually, objections should be handled as soon as they are brought up. However, you may want to delay handling the objection if you are just about to talk about the question in your presentation.

There are four important points to consider when handling objections:

  • Handle objections when they arise.
  • Be positive when responding to objections.
  • Listen carefully to the buyer as they state their objection.
  • Confirm your understanding of the objection.

Some objections are false, and these can usually be ignored. However, if a buyer brings up an objection a second time, it is most likely a real issue, which needs to be addressed.

Real objections are almost always a request for more information. So, the best way to handle them is to answer the question with the specific relevant information the buyer needs.

Handle Objection Example

Going back to our machine question in the Determine Objection section above, the salesperson might continue, saying, “I certainly understand your concern. Our company has placed over 300 of these machines in companies like yours over the past ten years, and I’m proud to say they have a 99% run rate with no failures!

8. Trial Close

A follow-up trial close is the eighth step in the selling process. Whenever a question or objection is raised and handled, it’s time to try a trial close. As before, the point of the trial close is to ensure you have answered the buyer’s question to their satisfaction. If there is any doubt that the buyer is satisfied with your answer, you need to dig in to discover what other issues the buyer might have.

Trial Close Example

In our machine example, the salesperson might simply say, “Does our machine’s long life and 99% run rate answer your concern for our product’s reliability?”

When the salesperson feels that all the questions and objections have been addressed satisfactorily, it’s time to move on to the Close!

The close is the ninth step in the selling process. Closing is simply the process of helping the buyer make a decision that benefits them. The salesperson should attempt to close the sale when they feel the buyer is in the Conviction stage of the buying process.

Unfortunately, research shows a whopping 64% of salespeople fail to close. They fail to ask for the order! There are several reasons why this is the case, but generally, most of them revert to fear. The salesperson is afraid of failure, of being told “no.” Whereas, relational salespeople who are selling to solve problems and help people should never be afraid to ask for the order!

Good closers plan the close of their sale as carefully as they plan all the rest of their presentation. The close is not something you tack on to the end of the presentation, hoping that the buyer will say “yes.”

Close Example

There are many ways to close, but the simplest way is just to ask for the order and stop talking.

A salesperson might say, “Mr. Buyer, we’ve covered a lot of ground today, and I think you agree this machine will increase your production and improve your sales and profit. I have the order contract ready for your signature.” Then stop talking!

Another form of the close that I personally like is the assumptive option close. The salesperson might say, “Mr. Buyer, we’ve covered a lot of ground today, and I think you agree this machine will increase your production and improve your sales and profit. Would you like to have it delivered and installed next week, or would the following week be better for you?”

10. Follow-Up and Service

Finally, follow-up and service after the sale is the tenth step in the selling process. Sales are not about you. It’s about you taking care of your customers, and that happens after the buyer says “yes.”

What you do after the sale to provide follow-up and service to the customer is critical. It makes the difference between making a sale to a customer one time and making a sale to the same loyal customer many times year after year!

A salesperson who is diligent about providing follow-up and service after the sale will outperform the salesperson who does not perform that service. This maxim holds true simply because it is always easier to sell more to a current happy customer than find new customers. Happy, satisfied customers tell others and provide a flow of new business leads to the salesperson.

There are six steps the salesperson should take after the sale:

  • Focus on improving account penetration. Get to know as many people in the account as you can. Look for needs or problems that you might be able to solve.
  • Continue regular contact with the customer. Make sure every promise made in the presentation is kept.
  • Handle any issues or customer complaints immediately. Things will go wrong, and the speed at which you handle even a minor issue demonstrates your commitment to the customer.
  • Always keep your promises. Nothing destroys a developing relationship, like not keeping your promises. Stay true to your word. The customer placed their faith in you when they bought your product. You need to respect that faith by keeping your word.
  • Become the customer’s business advisor. Do what you can to shift from the role of the salesperson to that of the trusted advisor by providing helpful industry insights, new information, or problem-solving solutions. Become a valued partner in the business!
  • Show your appreciation. Showing your appreciation is a simple way to demonstrate you are thinking about the customer. Never underestimate how much a handwritten thank-you note, a congratulatory phone call, or a birthday card will mean to a buyer!

There you have it, a quick overview of the Ultimate 10-Step Sales Presentation Model!

The Ultimate 10-Step Sales Presentation Series

I hope what I shared with you here has helped you understand and appreciate the power of the Ultimate 10-Step Sales Presentation model. But I’ve just scratched this surface here! Over the next few months, I’ll be sharing more detail about each step of the model with more examples.

If you want to learn more about the Ultimate 10-Step Sales Presentation model, you can subscribe to the series here. That way you won’t miss any of this valuable information!

Join the Conversation

As always, questions and comments are welcome. What questions do you have about the Ultimate 10-Step Sales Presentation model? Are there any steps you think are more or less important than others?

I’d love your help. This blog is read primarily because of people like you who share it with friends. Would you be kind enough to share it by pressing the share button?

Category: Salespeople

Related Posts

Your Complete Guide to Customer Retention: Service and Follow-Up (with Examples)

Your Complete Guide to Closing the Sale (with Examples)

Your Complete Guide to Flushing Out Buyer Objections

How to Leverage the Trial Close in Your Ultimate Sales Presentation

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Sales Presentation - Definition, Importance & Steps

What is sales presentation.

Sales presentation is the concerned talk which attempts to persuade a stakeholder or a customer to initiate and close a sale of the service or product through a showcase of capabilities, features, price etc. Sales presentation is usually designed to be either an introduction of a service or product to some particular audience who generally knows nothing about it, or a descriptive expansion of a service or product which that particular audience has expressed interest in it, already.

Advance planning can make all the difference for a sales presentation. The sales presentation should be in line with the needs of the clients and for that, it is very important to know who the audience is before making the sales presentation.

Importance of Sales Presentation

Sales presentations are mostly the first step in the selling process or the sales cycle, hence become extremely important. A successful sales presentation is followed by a proposal, quote or an order stage which leads to revenue and profit for a business.

Not all sales presentations are meant to make an immediate sale. The objective might be to create interest in the involved parties. Establishing the overall message that one wants the presentation to get across is very crucial. The structure and time consumed for presentation is also very important.

It is always advisable to make the sales presentation flexible in case a particular point doesn’t work out or one runs out of time. The sales presentations are meant to be interactive and not one way delivery. For people with lower attention span, it is important for the sales presentation to be effective to grab and retain their interest. For that, the sales presentation need to be catchy in the beginning only.

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10 Steps to make a good Sales Presentation

1. Keep the sales presentation to the point.

2. Start well with the agenda

3. Good Sales Presentation clearly defines the problem statement or the customer's ask

4. Give the solution and recommendations after defining the problem statement

5. A well made sales presentation is not open ended but talks about the plan with timelines and value

6. Provide key contacts for future

7. Make sure that business, technology and management teams in your target audience understand the offering

8. Provide past references and similar work which was done in form of case studies

9. Showcase your capabilities in the sales presentation

10. Make sure you have understood the storyline well and practice well before the presentation

Hence, this concludes the definition of Sales Presentation along with its overview.

This article has been researched & authored by the Business Concepts Team . It has been reviewed & published by the MBA Skool Team. The content on MBA Skool has been created for educational & academic purpose only.

Browse the definition and meaning of more similar terms. The Management Dictionary covers over 1800 business concepts from 5 categories.

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Sales presentation definition

  • Written by: Joby Blume
  • Categories: Sales presentations , Sales messaging
  • Comments: 3

sales messaging

A presentation is a talk in which a ‘product, idea, or piece of work is shown and explained to the audience’ (Oxford English Dictionary), often including a ‘verbal report presented with illustrative material such as slides, graphs, etc.’ (Collins Dictionary). So, how can we define the related term ‘sales presentation’?

There are a few popular definitions (in virtue of where they are) out there that I think we can quickly reject. Wikipedia (and so Google) defines a sales presentation as:

A line of talk that attempts to persuade someone or something, with a planned sales presentation strategy of a product or service designed to initiate and close a sale of the product or service.

I’m fairly sure the first rule of definitions is that they can’t be tautologies (circular), so the use of ‘sales presentation’ in the definition is a problem. Does a sales presentation need to be planned? Maybe not. Does it need to be designed to ‘initiate and close a sale’ – maybe not – it could sit in the middle of a sales process, and be designed simply to advance the sale to the next stage. Would a telephone call count? By this definition, it might.

The Business Dictionary gives its definition of sales presentation as:

Formal and pre-arranged meeting, usually at a customer’s place (or at a neutral premises, such as a hotel) where a salesperson or a sales team presents detailed information (often including live demonstration) about a product or product-line.

I think there’s plenty to dislike here. ‘Formal and pre-arranged’ – maybe, but not necessarily. Location is probably irrelevant for the definition – a sales presentation could happen anywhere. Even ‘about a product or product-line’ unnecessarily excludes presentations about services or service-lines.

The best definition of sales presentation I could find online was from the Cambridge Dictionary :

A talk giving information about a product or service that you are trying to sell, intended to persuade people to buy it.

There is one small issue with this definition – but I think it’s closer to the mark. As per the Collins dictionary above, a presentation contains illustrative material – otherwise it’s just a speech or a talk or simply a conversation. As a minor point, it could be that the phrase ‘giving information’ is superfluous – the definition works just as well without it.

I think the narrow focus in the Cambridge Dictionary definition on a commercial transaction – ‘trying to sell’ … ‘persuade people to buy it’ – is probably correct. Many presentations attempt to persuade people about ideas, or how to vote, or religion. These presentations are similar to sales presentations, but my sense is that they aren’t sales presentations. A TED Talk may well want to persuade the audience to change the world, change themselves – but I don’t think that makes it a sales presentation in the way that people typically understand the term, because we aren’t selling in the commercial sense.

It’s worth noting that the Cambridge Dictionary definition doesn’t specify that the people you are persuading to buy your product or service are actually those you are presenting to. This is important because often sales presentations are mediated through the press – consider gadget launches for the most obvious example. I think these launches are a type of sales presentation, although the people being persuaded to buy aren’t in the audience, but at home.

Trying to refine our definition becomes more difficult when we consider investor presentations. Are we selling something? Yes – a stake in a company or other investment vehicle. Do we typically consider an investor presentation to be a sales presentation? Your sense may be different, but I think not. It’s something else – because we aren’t selling a product or service, but an investment opportunity.

So, based on all of the above, I think our sales presentation definition should be as follows:

A talk promoting to an audience a product or service that you are trying to sell, including illustrative material such as slides, graphs, etc.

I originally had the phrase ‘intended to persuade people to buy the product or service’ in the middle of the definition, but removed it because it was superfluous, as ‘promoting’ and ‘trying to sell’ already said the same thing. What do you think?

sales presentation explanation

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Sales presentations are the cornerstone of many companies’ sales efforts, yet so often they aren’t given the time and attention they deserve. Thrown together at the last-minute, often your sales reps stand up in front of a sales presentation that's nothing more than a glorified page of notes. Read this article for everything you need to make the ultimate sales presentation.

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sales presentation explanation

9 sales pitch lessons from exhibitions and tradeshows

We exhibited at a large trade exhibition a couple of weeks ago, and I went along to see what other vendors are up to. A lot of exhibitions are a desolate wasteland for exhibitors with nothing but tumbleweed and other vendors to stop the boredom. This show was actually pretty busy though, and by walking around l think I managed to notice things companies were doing (right and wrong). Some of these observations are surprisingly apt for sales presentations too...

Hi, Very interesting Post. We are a translation company and we are eager to find anything new. Thank you.

Good meaning of sales presentation I want more definitions

Sales presentations are a structured communication tool used to influence a purchase decision. They contain two main components: a spoken narrative, given by the presenter or presentation team, and the supporting visuals.

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First of all the deck looks great, once again you guys have done an outstanding job. Second, I’d like to comment on the quality of the training provided by your colleagues - quite simply it was exceptional. I have spoken to the whole team and that view is unanimous. Please pass this on. James Bagan MyLife Digital

sales presentation explanation

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    A good sales presentation is more than a simple pitch, a demo or a list of facts and figures. Done well, at the right time in your sales process, it's a tool for getting your prospects' attention, drumming up excitement and moving prospects toward a buying decision.. In this guide, you'll learn how to use the power of storytelling to drive decision-making and close more deals.

  4. 7 Amazing Sales Presentation Examples (& How to Copy Them)

    7 Types of Slides to Include In Your Sales Presentation. The "Before" picture: No more than three slides with relevant statistics and graphics. The "After" picture: How life looks with your product. Use happy faces. Company introduction: Who you are and what you do (as it applies to them).

  5. Powerpoint Sales Presentation Examples

    On one hand, a sales presentation is designed to persuade potential customers about the value of your product or service. It typically includes detailed information about your product, its features, benefits, pricing, case studies, testimonials, and more. On the other hand, a sales deck is essentially a condensed version of a sales presentation.

  6. How to Create and Deliver a Killer Sales Presentation

    The design elements and information visualization tools will help you put together a memorable sales presentation that will seal the deal. 1. Create an Outline. Before you start designing any slides, you'll need to have all your information in an easy to follow outline document.

  7. 10 Best Sales Presentations To Inspire Your Sales Deck [+ 5 Tips]

    In addition, the brand incorporates a detailed look at one of its staff members — a powerful tool when trying to attract consumers. 9. Leadgeeks.io Sales Deck by Paweł Mikołajek. Sometimes, the best way to explain a concept is through a series of process maps and timelines.

  8. 15 Sales Presentation Techniques That Will Help You Close More Deals Today

    1. Structure your presentation. Guiding your prospects down a clear path is key to a successful sales presentation. You'll follow a logical structure, and listeners will understand how each element of your presentation relates to one another, rather than them having to piece together disjointed information on their own.

  9. How to Create & Deliver a Sales Presentation (+ Template)

    Craft a General Presentation. First write an outline of the sections and topics you want to cover in every presentation, including a script template to guide your words. Personalize the Presentation. Learn about the attendees via a discovery call and independent research, and tailor your presentation to the prospect.

  10. DEFINITION: What Is a Sales Presentation? Explained!

    Key Takeaways. A sales presentation is a pitch or demonstration given by a salesperson to potential customers to persuade them to buy a product or service. Sales presentations demonstrate the value your product offers the customer through in-depth information, data, customer reviews, visual aids, videos, statistics, demonstrations, and more.

  11. Sales Presentation: The Definitive Guide (2023)

    The basic structure of any sales presentation includes 4 key points: 1) the problem faced by your prospect 2) the dream solution (the results they're after), 3) how your company helps them get what they want (the benefits and results you offer) and 4) reasons why the prospect should chose you over your competitors.

  12. 6 Essential Elements of a Successful Sales Pitch or Presentation

    1. Build rapport with your audience. If you want to give a successful presentation, you need to connect with your audience. Start out the presentation by addressing the audience and by appealing to them. This can be done by asking about their business (e.g., a new product launch or announcement).

  13. How to Craft a Sales Presentation Outline (+ Examples)

    A sales presentation outline is an ideal flow of talking points that guides the creation of the spoken part of a sales presentation, which is often supported by a visual sales deck. To allow for personalization, outlines contain both pre-written language and prompts. Most sellers use outlines as templates for longer, in-depth presentation ...

  14. Creating an Engaging Sales Presentation (With 3 Examples)

    Example 1. A website design company sales team is giving a presentation to a small clothing retailer, Fiona's Fashions. They show a "before" picture by emphasizing that without a website, Fiona's Fashions can't take full advantage of online sales and social media marketing.

  15. 10-Steps to Your Ultimate Sales Presentation (with Examples)

    10-Step Ultimate Sales Presentation. So now, let's take a quick look at each of the 10-Steps of the Ultimate Sales Presentation. 1. Prospecting. Prospecting is the first step in the selling process. A prospect is a buyer who has the potential to buy your product or service. A lead is not the same thing as a prospect!

  16. 11 Essential Sales Presentation Tips To Close The Deal Faster

    6. Prepare valuable insights. Another effective sales presentation technique is to prepare insights ahead of time for your prospects. Insights are accurate understandings of your prospect, your prospect's business or industry. These insights come from research, experience, and analyzing data and metrics.

  17. Sales Presentation

    Learn the sales presentation definition and comprehend how a sales presentation is used. Discover the use of the sales pitch and study sales presentation examples. Updated: 11/11/2023

  18. How To Create a Sales Presentation Outline

    How to create a sales presentation outline. Here are some steps you can follow to create a professional sales presentation outline: 1. Assess your audience. Before you begin crafting your sales presentation outline, consider who your audience is. As a salesperson, it is important to understand what your customers' needs and wants are so you can ...

  19. Sales Presentation

    2. Start well with the agenda. 3. Good Sales Presentation clearly defines the problem statement or the customer's ask. 4. Give the solution and recommendations after defining the problem statement. 5. A well made sales presentation is not open ended but talks about the plan with timelines and value. 6.

  20. Sales presentation

    Sales presentation. As a selling technique, a sales presentation or sales pitch is a line of talk that attempts to persuade someone or something, with a planned sales presentation strategy of a product or service designed to initiate and close a sale of the product or service. A sales pitch is essentially designed to be either an introduction ...

  21. Sales presentation definition

    Sales presentation definition. A presentation is a talk in which a 'product, idea, or piece of work is shown and explained to the audience' (Oxford English Dictionary), often including a 'verbal report presented with illustrative material such as slides, graphs, etc.' (Collins Dictionary). So, how can we define the related term 'sales ...