How to Arrange a Presentation

Arranging sales presentations are the very lifeblood of a good sales person.

There is no way you will be able to reach your target and develop your career without making direct sales presentations to clients. After all, if they don’t know what you’ve got to offer, how can they buy from you?

In order to conduct a successful presentation, you’ve got to arrange it in the first place. This is easier said than done. Far too many great sales people say, ‘Just get me in front of the client and they’ll buy from me’, without realising that arranging the presentation is part of the deal!

Sales Support Team Or On Your Own?

Now, some companies that rely on their super sales teams have got wise to the fact that plenty of good sales people are great at selling but not so good at gathering leads, building rapport and actually arranging the client meetings. There are now a number of sales support roles that offer back up to the sales team, allowing them to focus totally on ‘billing’.

This means that you will have two possible approaches to arranging a client presentation – either you will have to do it yourself or you will have a sales support team that arrange them for you, or at least qualify the leads so you only make calls to interested clients.

When it is your responsibility to arrange the client sales presentation, you will need to keep the client requirements as your focus. They will see straight through you if you are only thinking of your own sales targets. A good sales presentation involves a tailored pitch to the client, taking into consideration their needs, market position and budgetary conditions. You will need to do your research well before the presentation so you don’t waste your time suggesting something that they have already disregarded.

A Direct Approach

A direct approach is usually best – while you need to be friendly and affable, it is perfectly clear that you are pitching to them, so don’t pretend you’re not. Make your pitch clear and easy to understand, don’t get hung up on jargon. Have handouts if suitable, or send information by email afterwards.

If you have the sales presentations arranged for you, it will be your job to nail it as there will be other people relying on your sales skills. Don’t just think you can wing it because you are the super sales man, plan the actual pitch carefully by doing your research. Ask your colleagues involved with the client what they know about them and whether they can give you any details of personality types etc. Don’t expect them to do you job for you – you will already be getting most, if not all, of the glory when you win the project, so don’t push it.

Whichever way it happens, once you have a sales presentation in the diary, make sure you confirm it by email. Check the spellings of the people present and ask if they have any particular issues they would like you to address. Be on time and dress appropriately for your industry and the client.