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Our guide to creating a powerful sales presentation

What makes a successful sales presentation? The answer is going to be different every time but essentially it’s anything that motivates a prospect to buy from you. Each pitch will need to be uniquely tailored to the needs of whoever you are presenting to but there are some common factors that work for all presentations that can help to ensure that you succeed.

Make what you’re selling relevant

If it’s a product, bring a sample or a prototype and allow a prospect to handle it and start to understand how, and why, they need it. If you’re selling a service then focus on the benefits for the prospect, as opposed to the generic features of what you’re offering. It’s important to ensure that you clearly communicate what the benefits of using your product are, as compared to that of a competitor.

Tailor your presentation to the prospect

One of the biggest mistakes most people make when it comes to sales presentations is opting for the same generic formula every time. This approach will not only undermine the credibility of your business but is also likely to bore your prospect. Make sure that the way you present your product or service, the benefits you highlight – even what you wear to the presentation – is tailored to the needs, goals, culture and values of the prospect you’re looking to win over. Research the business beforehand, add their logo to your slides and make sure what you’re saying relates to their specific situation if you want to make a powerful impact.

Be concise and informative

If your sales presentation is too long, or too full of waffle, there is a danger that anyone listening will simply switch off. All you really need to do during the sales presentation is outline the product or service and then specifically identify how it will meet the needs of the prospect. Ask for feedback and questions – or potential reservations – so that you can address these on the spot. Don’t argue and avoid allowing the discussion to get off topic.

Be creative and engaging

There is nothing wrong with bringing an element of shock or performance into your sales presentation as long as it fits with what you’re saying and selling. Practice the pitch and listen to the way you speak when you’re presenting – are you animated and enthusiastic or do you sound bored and uninterested? Use plenty of demonstration to engage your audience, whether that is bringing a whiteboard for facts and figures or adding visuals or video into the mix.

Believe yourself

If you believe in the product or service then you will be much more convincing during a sales presentation. Think about how you can display this to the prospect – for example, using your body language and your voice. Enthusiasm can be infectious and that tends to be very effective in a sales context.

These are just a few of the ways in which you can create a powerful sales presentation. Our Successful Sales Presentations course is designed to help you hone your skills to be more effective at sales presentations and start generating the results that you want.


In-House Training with PTP

PTP stands for Practical Training for Professionals and our aim is to make our training as practical as possible so delegates can return to the workplace with skills they can implement immediately. PTP now delivers training to over 40% of the FTSE 100.

What you get for your money

What is 1-to-1 training?

1-to-1 training can be based on any of the 100 plus courses that PTP provides, it includes an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site one to one training session at your premises with one of PTP's expert trainers and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

You have the option of a line manager being involved in both telephone conferences, the second telephone conference which can be for feedback and action planning is generally scheduled during the on-site visit.

Who does 1-to-1 training suit?

Individuals taking on a new challenge or responsibilities. Professionals who want a trusted "sounding board" and thinking partner. Executives or managers who want to enhance their leadership effectiveness to achieve organizational and career success. Executives and professionals wanting to compete successfully but still retain balance in their life. Individuals who want to understand their blind spots so that they don't stand in their own way on their path to success. Executives and Professionals who want to improve their interpersonal skills so as to be more effective with bosses, peers, subordinates, or people in general. How much does 1-to-1 training cost?

A 1-to-1 training session costs from as little as £400 + VAT and will include an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site training at your premises and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

What is U-Choose?

Choose from any of the 150 plus courses that PTP provides, and choose from 1 of our 50 plus UK wide training venues. You must book for 2 or more delegates and at least 4 weeks in advance, but that’s it, the course you want where you want it. The reason we ask for a minimum of 4 weeks notice is to enable us to market the course you have scheduled to other companies and organisations. However, if we fail to sell any additional places we guarantee to run the course just for you.

How much does U-Choose Training cost?

U-choose costs the same as our normal open courses i.e. the normal delegate rate. This includes lunch and refreshments throughout the day, framed certification and comprehensive training notes. A U-Choose booking can only be confirmed once we receive payment which can be made via credit/debit card, BACS or cheque. Payment is due at least 4 weeks before the date you request. Please note to be eligible for U-Choose you must book a minimum of 2 delegates on the same course & date.