If you’ve ever worked in sales, you know it’s all a numbers game. More calls lead to more meetings. Meetings which hopefully lead to more sales. While that is true to a degree, focusing only on calls means you are missing a crucial aspect of the equation. The human behind those calls or the meetings is irreplaceable. If the caller does not have presentation savvy, the chances of that lead becoming a sale drop dramatically. The reality is that a sales rep who has had training on what makes an engaging presentation and puts it into practice will have a drastically higher close rate than someone who has not. Wondering how to transfer your presentation savvy to your sales workflow? Here are our top three presentation tips that your sales reps can start using today.
Practice Sells
Here at Ethos3, we understand that practice doesn’t make perfect, it makes permanent. If you have followed us for a while you know how seriously we take our practice time. One of the most important activities that your sales reps can start doing today – is practicing talking about their product. I’m not talking about simply memorizing a script though, I’m talking about becoming obsessed with knowing the ins and outs of your product. Few people enjoy role-playing sales conversations – but few practices are as beneficial for your sales reps. If you’re looking for the element of presentation savvy to permeate your numbers, keep in mind that practice makes permanent.
Extensive Research Sells
Have you ever gotten a sales call where the rep didn’t even know how to pronounce your name? That rep loses all presentation savvy credibility in instances like this. If they can’t even take the time to get your name right, can they really have your best interest in mind? At the center of any successful sales meeting is one thing: Trust. In order to win over a potential client, one needs to trust that you understand not only their industry and company but their specific needs and goals. Extensive research into each and every client is the gateway to building trust and speaking from a place of authority.
Silence Sells
No one likes a long awkward silence. But in sales and in presentations it can be a crucial tool. A sales rep with true presentation savvy knows how to leverage silence. Oftentimes when we make a proposal or ask a difficult question we’re tempted to continue talking to fill the space and avoid silence. It’s only natural. But the reality is that leaning into silence is simply giving your audience a chance to effectively think through their response. If a successful sales meeting revolves around trust, it must also revolve around respect. Lack of talking does not mean a lack of interest. Give your audience time. Embrace silence.
Increasing your team’s presentation savvy could prove to be a powerful tool. If you’re looking for ways to increase your sales team conversion rates and you’re curious if presentation coaching might be the right step, we’d love to talk! Schedule a time for a free consultation here.
