4 Things That Ruin a Sales Presentation

A sales presentation has three important goals. First, inform the audience about the company, product and service of the company with the goal of painting the brand in an ideal light. Second, captivate the audience. Third, convert the audience into a paying customer. The first goal is the easiest to accomplish. But, the same cannot be said for the second goal and thus, the third one. Why? Because of the flawed sales presentation.

Did you know that there are several ways your own presentation can actually sabotage the entire sales process? Below are some of them.

Things that ruin a sales presentation

1) Being immensely generic

Interestingly, the benefits of your product or service are not universal and apply to specific groups of people. Your sales presentation must not be too general, too. It should be customized to the needs of your audience. By now, you should have already realized that there are no two prospects alike. Each has its own pain points. Thus, the solutions you should present must be tailored to its needs.

If you won’t do this, you are losing the opportunity to let the prospect imagine himself using your product. This will be more apparent when you are sharing with him some success stories. He would be able to relate to the story if the story is relevant to what issues he currently struggles with. Visualization is key here.

2) Discussing benefits to a fault

To continue, it would be better to discuss up to four major benefits of your product in connection with the prospect’s pain point. People tend to remember information they think are useful to them. The knowledge about the relevant benefits you highlight in your presentation will become the basis of their decision.

Don’t bombard your prospect with too many benefits. In the end, she might get confused and doubtful whether all your claims are true or not. What will happen if she discovers that these are just false or unfounded claims? You won’t win her trust and so her business. Not to mention, listening to too-good-to-be-true statements can be very distracting. It also has negative implications on the person’s decision-making process.

3) Sticking to the script

No sales rep would be able to build a momentum if he would start his presentation in an obviously scripted manner. Coupled with a monotonous voice and questionable body language, the presentation is doomed to fail. An emotion-lacking presentation is a lackluster presentation.

How can you expect your attendees to respond if the presentation and the presenter himself lack energy and enthusiasm? You can avoid a drab presentation through practice. A dry run in front of your co-sales reps for instant Q&A and immediate feedback specifically on what you need to avoid and improve will be valuable. Ditch the script if possible.

4) Avoiding to answer questions

If there is one thing that can quickly kill your credibility that would be avoiding to acknowledge and answer questions thrown at you. Some sales rep think that their presentation is so great that it will suffice. Little did they know that it leaves holes here and there – black holes that slowly inch your prospect away from you! Additionally, presentations like this leave more questions than answers so you really need to answer questions to the best of your abilities.

Some sales rep dodge questions because of their inherent fear of giving the wrong answers. Misinformation has its costly consequences, too. Well, you need to know your products and services by heart so that you are able to give the right answers. This is also the reason you need to practice. Never say “I don’t know.” If you cannot answer a question, you may tell the person asking and the audience that you will consult a superior first. You can ask for the person’s email address and make sure that you contact her.

Sales presentations are tricky. Even the sales experts have off days and misses. Now that you know the basic presentation killers, strive to avoid them at all cost. Your goal should be acing the presentation. If it means customizing the pitch, focusing on relevant benefits, and practicing over and over including answering questions, then so be it.

Now that you know what must be done and avoid during a presentation, discover more tips and hacks for salespeople through browsing our blog section.

5 Follow-Up Mistakes Salespeople Make

We can’t help but emphasize the fact that the salespeople of today are very lucky. They have the tools, applications, and learning materials at their disposal. Technology is their greatest ally. And yet, for some reasons, the salespeople still commit follow-up mistakes and without knowing it. What’s worse, they end up thinking the lead sucks, when it is their follow-up strategy that truly sucks. If you are making the same mistakes below, you better stop because these aren’t doing you any good.

Mistakes salespeople make

1) A slow follow-up

While there is no rule of thumb on the frequency and extent of following up a lead, it would be better to do a follow-up within 30 minutes after making the initial contact. Did you know that a salesperson is 100 times more likely to connect with a particular lead? That’s true. However, the number declines the more the salesperson waits. It’s because you are the top-of-mind person. However, if you are going to wait for a day or two to do the follow-up, the lead may not even remember talking to you. What more remembering your name?

2) A scripted follow-up

If you haven’t realized the excruciating truth yet, scripts are no longer relevant today. Some still find value in it since they can always deviate from it. But, if they are doing just that, it means they are actually using a template and not a script. The difference? You read a script verbatim. On the other hand, you tailor a template based on the context of the lead on hand. It is a personalizable framework because let’s admit it, the context differs from lead to lead. In fact, in the sales world, there are no two leads exactly alike.

3) An oversimplified follow-up

During the initial contact, perhaps the first call, you know nothing about the lead’s pain points unless he initiated an inquiry and told you about them. It is completely okay to fumble because you are not aware or completely sure about the details. Nonetheless, this can be avoided if you’ve just done your research. In the case of an inquiry, for example, you already have minute details that you can build your follow-up from. Usually, they mention the name of the company. You can start from there. While it is impossible to have a dossier for each of your leads, it is critical to do adequate research to understand where the prospect is coming from and what she cares about. Then, you can tailor the follow-up based on the information you gathered.

4) A “touching base” follow-up

Many a time, a salesperson fails to do an immediate follow-up. And usually, what he can do is to send a ‘just checking in’ email specifically a generic one because he hasn’t done his research just yet. #EpicFail. With the third item in mind, first, your messaging won’t evolve if you are not doing any research. Second, when messaging the prospect, your message needs to be as specific as possible. So, okay, you don’t have any dossiers yet, but you can always send content suggestions that the lead may peruse. Definitely, it would be much better if you can send contents that are somehow related to the nature of the business of the client. The prospect is more likely to give you a response if you can demonstrate that you’re not just after a sale.

5) A misaligned follow-up

While you are always ready to make a sale, a buyer may not always be ready to buy. A sales reality. Indeed, the buying process happens in four stages: awareness, consideration, evaluation, and decision. At each stage, a prospect’s activities will be very different due to the varying needs. Case in point: A salesman cannot offer a demo right after the lead discovers the product, service or both. It’s not how you should do it. As a salesperson who connects with a lead that was just building her trust and confidence in you, you must tailor your follow-up to her current needs.

The bottom-line

These mistakes don’t add value to the process. In fact, with each mistake you commit, you are taking away what little value you’ve already offered. Don’t be surprised if your follow-up tactics aren’t closing any lead. Act as a consultant, not necessarily a seller, and with a goal of providing value every step of the way to make your prospects happy and stay that way. Anyhow, the mistakes noted above, while they are serious, can be avoided. The most important lesson here is to build your follow-up around the needs, preferences, and requirements of your lead. Remember, the leads don’t suck. So, stop blaming them.

Don’t be the mediocre salesperson. Browse our blog section for more sales tips and hacks. While at it, download our Vender App now!

8 Cringe-Inducing Body Language Mistakes Salespeople Make During Meetings

Body language kills – the sales process, that is. Indeed, the non-verbals can be the single most destructing factor that hinders you in closing that supposedly mega deal. Are you committing these disastrous mistakes when delivering your sales pitch? Well, not every sales representative is completely aware that he or she does, so it would be better to digest each of the below.

Body language mistakes salespeople make

1) Avoiding eye contact

Some prospects are heavy on eye contact. Having eye contact means instant connection and inspires deeper conversation. Thus, oppositely, avoiding such may draw the prospect to think that you are hiding something from him. Demonstrate your sincerity by connecting with him through eye contact. But, be discreet about it because too much of it may only freak out the prospect.

2) Rolling the eyes

Sustained eye contact makes a salesperson appear more confident and in control of the conversation. However, when she starts to roll her eyes, it means she’s growing impatient with the process. It won’t make a good impression to any prospect. Did you know that the eye roll is the visual form of sighing? Don’t be disdainful and avoid rolling your eyes most especially when responding to questions.

3) Clasping the hands

A culprit that distracts the attention of the prospect on you and your message. There could be enough distractions in a room so the very last thing your prospect wants to hear is clapping, knuckle crunching or even cuticle picking. Keep your hands on your sides always unless you are making big movements or pointing to something important.

4) Drumming the fingers

Drumming one’s fingers on the table may mean an anticipation over something that should already be happening. Put simply, the act is indicative of frustrations especially those that are internal in nature. At worse, it means that the person wants to leave because she is already bored with your presentation. Perhaps, the prospect wants to say something but you won’t let her interrupt you. Take heed. Ask her if she wants to say something.

5) Facing elsewhere

A big no-no, some inexperienced salespeople always turn away from their audience to the extent of speaking to the screen. A prospect may think unfairly of this situation more so when you have his full attention. Instead, think of the think, turn, and talk method. Turn your back if you have to gather your thoughts, face your audience again and start speaking.

6) Watching the clock

Impatient as they are, some salespeople themselves especially those with multiple meetings within the day tend to gaze at their watches more often than necessary. That’s if it is even necessary to do so while conducting a meeting. It only means you want to be somewhere else. Don’t be like that. Give your full attention to your prospect while you are sitting on the same table, at least.

7) Checking the phone

As notorious as the above, this cannot escape your prospect’s eyes. The prospect agrees to see you because she wants to hear you speak. If you are sending the wrong signal of not focusing on her, you won’t be able to build your sense of trustworthiness. Again, be in the moment and never lose eye contact. The messages can wait anyway.

8) Slouching

Slouching is melancholic, leading the prospect to think that you aren’t interested in his or her business. Likewise, psychologists say that when a person slouches, he tends to use more negative emotion and sadness words than when he is sitting up straight. You won’t win the prospect’s confidence so sit up straight.

What can be done instead?

Robert Philipps, a body language expert, there are many ways to understand body language. First, you need to know your own positive signals and negative movements. The above are the negative movements you yourself make, and, of course, some opposites are the positive signals. Examples of these are open hand gestures and eye contact.

Second, you have to learn the proper way of mirroring. Mirroring is a technique of reflecting back your prospect’s body language. Pick up subtle hints from the prospect himself. The easiest to mirror is the person’s posture. If he is sitting straight up, he means business. Make sure that you convey the same message by sitting up straight yourself.

Third, you should learn the proper way of adopting and adapting behaviors. Adopting means taking something as your own while adapting means changing for new situations. So, adopt the right behaviors of a salesperson and adapt them to situation to situation. No prospect is created equal, right? Just emulate, don’t copy.

And, if you find some difficulties as to what body movements are acceptable, here are some of the subtle moves that may influence the direction of the presentation towards the favorable. It may take practice before you can master each.

– Raising your eyebrows slightly to show objection. The same with tilting the head.
– Pausing after asking a question while holding your breath. It means waiting for an answer.
– Pressing your lips down slightly to demonstrate disagreement.
– Smiling gently to show acknowledgment and appreciation.
– Breathing slowly and deeply to show confidence. The same with showing a relaxed face.
– Wincing slightly when something outside your intent is mentioned.
– Gesturing with an open palm to show openness and honesty.
– Having soft eye contacts regularly to show care. Not staring or looking away.

Philipps also mention that incongruence is the most detrimental thing in body language. You might have the greatest sales pitch in the world, but your non-verbals may have other plans than helping you in closing the deal. Another good opportunity lost, isn’t it? Just because you aren’t completely in charge of your own body language.

Likewise, it is not just about learning and understanding body language. What’s more important is using such knowledge to leverage your chance to close a deal. In simpler terms, stand, speak clearly and loudly, make eye contact, open your arms, plan for success, look good and, of course, smile.

Browse our blog for more tips on how to become an effective salesperson. Download Vender App too to get more things done!

60 Best Thoughts A Salesperson Should Think About

Taking yourself to procrastinate is rather easy. When you are feeling demotivated, the necessary next thing is to look within. Thoughts – both positive and negative – are very powerful. The goal is to dismiss the negative thoughts and replace them with positive ones; one way towards becoming your best self.

Here are some of the best thoughts that a salesperson should keep in mind.

Best thoughts for a salesperson

Believe you can, and you’re halfway there. – Theodore Roosevelt

Don’t let what you cannot do interfere with what you can do. – John R. Wooden

Start where you are. Use what you have. Do what you can. – Arthur Ashe

Just do it. – Nike

That can-do attitude!

Knowing is not enough; we must apply. Willing is not enough; we must do. – Johann Wolfgang von Goethe

The secret of getting ahead is getting started. – Mark Twain

Well done is better than well said. – Benjamin Franklin

Small deeds done are better than great deeds planned. – Peter Marshall

Someone needs to start something.

Be miserable. Or motivate yourself. Whatever has to be done, it’s always your choice. – Wayne Dyer

It is not the position, but the disposition. – J. E. Dinger

Opportunities don’t happen; you create them. – Chris Grosser

You miss 100% of the shots you don’t take. – Wayne Gretzky

It’s either this or that.

Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time. – Thomas A. Edison

Always do your best. What you plant now, you will harvest later. – Og Mandino

When life gives you a lemon, you should make a lemonade. – Ron White

Just keep trying.

Never regret. If it’s good, it’s wonderful. If it’s bad, it’s experience. – Victoria Holt

Mistakes are always forgivable, if one has the courage to admit them. – Bruce Lee

Fools learn from experience. Wise men learn from the experience of others. – Otto von Bismark

Let your past make you better, not bitter. – Jackie

Shoot for the moon. Even if you miss, you will land among the stars. – Norman Vincent Peale

Learn from mistakes.

When someone tells you “You can’t”. Turn around and say “Watch me!” – Justin Bieber

Life begins at the end of your comfort zone. – Neale Donald Walsch

I can not do everything, but I can do something. – Edward Everett Hale

Do not limit yourself. – Mary Kay Ash

Always do what you are afraid to do. – Ralph Waldo Emerson

Never doubt.

You can be the ripest, juiciest peach in the world, but there will always be someone who hates peaches. – Dita von Teese

Don’t make someone a priority, who only makes you an option. – Maya Angelou

Patience is not the ability to wait, but how you act while you’re waiting. – Joyce Meyer

Wise up!

Small minds discuss people. Average minds discuss events. While, great minds discuss ideas. – Eleanor Roosevelt

Destiny is not a matter of chance; it is a matter of choice. – William Jennings Bryan

True nobility is being superior to your former self. – Ernest Hemingway

Once you experienced excellence, you will never again be content with mediocrity. – Thomas S. Monson

Choose to be great.

Act as if what you do makes a difference. It does. – William James

Strive for perfection in everything you do. – Sir Frederick Henry Royce

Without a sense of urgency, desire loses its value. – Jim Rohn

When the well’s dry, we know the worth of water. – Benjamin Franklin

Nothing in this world that’s worth having comes easy. – Bob Kelso

Know thy worth.

You were born as an original. Don’t die as a copy. – John Mason

Don’t follow the crowd, let the crowd follow you. – Margaret Thatcher

No one ever discovered anything new by coloring in the lines. – Thomas Vazquez

No one can play your role better than you. – Sagar Ugale

I’m too busy working on my own grass to see if yours is greener. – Anonymous

Be original.

He, who doesn’t hope to win has already lost. – Simon Bolivar

To respond is positive, to react is negative. – Zig Ziglar

Stay committed to your decisions, but stay flexible in your approach. – Tony Robbins

The future depends on what you do today. – Mahatma Gandhi

Be proactive.

We are what we repeatedly do. Excellence, therefore, is not an act but a habit. – Will Durant

Don’t watch the clock; do what it does. Keep going. – Sam Levenson

Success is how you bounce when you hit bottom. – George S. Patton

It can only get better.

A moment of gratitude makes a difference in your attitude. – Bruce Wilkinson

At the end of the day, let there be no excuses, no explanations, no regrets. – Steve Maraboli

When you take things for granted, the things you are granted, get taken. – Phil Hennessy

What we do for ourselves dies with us; what we do for others remains and is immortal. – Albert Pike

Appreciate.

Either you run the day or the day runs you. – Jim Rohn

You have to learn the rules of the game. And then you have to play better than anyone else. – Albert Einstein

Success is doing common things uncommonly well. – Henry J. Heinz

No matter how you feel, get up, dress up, show up and never give up. – Regina Brett

Do something today that your future self will thank you for. – Anonymous

Win.

Laughter is a smile with the volume turned up. – Anonymous

Rules + Regulations – Relationships = Resentment + Rebellion – Josh McDowell

Have fun.

Above are some of the best thoughts to draw inspiration from and live by. Remember, life can be a bliss only if you know how to live a blissful life. In sum, it’s all up to you. We all have a choice, and know that, each of these choices has an impact to our lives.

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