{"id":11797,"date":"2024-12-13T09:44:18","date_gmt":"2024-12-13T17:44:18","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=11797"},"modified":"2025-02-26T09:13:08","modified_gmt":"2025-02-26T09:13:08","slug":"sales-presentation","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/eu\/blog\/sales-presentation\/","title":{"rendered":"How to Create Sales Presentations That Close Deals, According to an Expert"},"content":{"rendered":"\n

Is there anything worse than sitting through a long, forgettable sales presentation?<\/p>\n\n\n\n

Here are a couple of truths to sit with. One: Attention spans are shorter\u279a<\/a> than ever. Two: Time is a precious resource. The time you spend interfacing with clients and prospects, especially during important moments like presentations, is crucial.<\/p>\n\n\n\n

Sales presentations differ from sales pitches\u279a<\/a>, which are usually shorter and more direct, and give you a chance to address your prospect’s needs in a conversational way that shows you care. Poorly prepared presentations can push prospects\u279a<\/a> away, so it’s crucial to use that time wisely.<\/p>\n\n\n\n

This guide will cover the ins and outs of creating and delivering impactful sales presentations so you can get one step closer to closing.<\/p>\n\n\n\n

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Explore 7 ways to fuel sales growth with AI<\/strong><\/h2>\n\t\t\t\t\t\t\t

Learn how AI can help boost seller productivity from pipeline to paycheck.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t

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6 tips for making a great sales presentation<\/h2>\n\n\n\n

A great sales presentation puts you in a solid position to sign a deal with your prospect. Here are simple things you can do to ensure success:<\/p>\n\n\n\n

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  1. Do your homework:<\/strong> Poorly researched presentations are impersonal and boring. Getting to know your audience helps you stand out from the people who rush through as many presentations as possible to fill a sales quota\u279a\u279a<\/a>. Resources such as their company website, LinkedIn profiles, industry reports, and media coverage are valuable. Some customer relationship management (CRM)\u279a\u279a<\/a> tools use generative AI to help sales teams personalise their content. Hands-on research with time-saving AI can be a winning combination.<\/li>\n\n\n\n
  2. Start with your prospect, not your company:<\/strong> Most people don’t care about your awards or how long you’ve been around. Open with insights about the prospect’s business and their challenges. Talking about the customer from the get-go is a great way to differentiate yourself.<\/li>\n\n\n\n
  3. Benefits over features, always:<\/strong> Most presentations are driven by features. “We have this dashboard and this view and these automations,” they’ll say. But people don’t buy features \u2014 they buy benefits. Highlight how your product or service improves their operations, saves money, or increases efficiency. Tie every feature to a clear, relevant benefit. Focus on answering the question that underlies the entire presentation: What’s in it for the prospect?<\/li>\n\n\n\n
  4. Keep it concise:<\/strong> Tailor the presentation to the medium. The 10\/20\/30 rule\u279a\u279a<\/a> popularised by marketing guru Guy Kawasaki holds that 20 minutes of content should be your limit, followed by time for Q&A and a few minutes to schedule a follow-up.<\/li>\n\n\n\n
  5. Handle objections like a conversation:<\/strong> Remember that you’re selling to real people, and it’s normal for them to raise objections\u279a<\/a>. Use this time to ask clarifying questions in an effort to redirect their concerns.<\/li>\n\n\n\n
  6. Pause for impact:<\/strong> Give your audience time to process information. For example, when you discuss the price, stay quiet for a beat. Pauses give you gravitas and allow your prospect more time to think. Don’t panic or try to fill every silence.<\/li>\n<\/ol>\n\n\n\n

    (Back to top<\/a>)<\/p>\n\n\n\n

    How to structure your sales presentation<\/h2>\n\n\n\n

    Set the tone by talking about the prospect from the beginning. Mention their industry, problems, and goals while highlighting the insights you’ve gathered about their business. Doing so gives a framework for where their pain points \u2014 and your solution \u2014 fit into the overall context of their situation.<\/p>\n\n\n\n

    The decks used in sales presentations usually follow a similar template. They may include:<\/p>\n\n\n\n