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Mastering Presentation Skills for Small Businesses Success

Enhance your presentation skills with innovative techniques that lead to increased sales and happy customers. Learn to engage your audience effectively, handle objections, and close deals successfully. Get expert tips on online presentations, objection handling, follow-up strategies, and more!

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Mastering Presentation Skills for Small Businesses Success

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  1. Critical Selling Skills for Small Businesses Innovative Selling Skills that Pay-off in Increased Sales and Satisfied Customers

  2. Critical Selling Skills for Small Businesses Session 2

  3. Presentation Skills - The Basics • Be concise • Modulate your voice, appropriate posture, use gestures, walk around, be enthusiastic! • 4 to 5 bullets/slides – don’t read, no sentences • Include case studies, stories, references • Avoid the obvious, avoid clichés

  4. Online Presentations • Be concise • Modulate your voice • Be enthusiastic! • Use video if applicable

  5. Presentation Skills - The Basics • Get to the ‘meat” of presentation quickly • Check equipment beforehand • Turn off cell phone • Sense of humor helps, smile, have fun • Know roles of participants, have someone preview and critique presentation

  6. Presentation Skills - The Basics • Address priorities of decision maker/s first • Audience involvement – what do they think • Use support people as needed, i.e. technicians, must know roles beforehand • Pacing • Practice! Practice!

  7. Presentation Skills - Flow • Overview of your company • Restate needs and current situation – prioritize • Reiterate buying criteria • Focus on key, unique functions and benefits – avoid “laundry” lists

  8. Presentation Skills - Flow • Reiterate benefits in different ways throughout presentation • Keep some benefits in reserve, if needed • Discuss investment and payback • Next steps, trial close • Control!

  9. Objection Handling • Use up front selling to diffuse objections • Be quiet and listen, don’t overreact • Acknowledge, don’t agree - ask questions if objection is unclear, get at real concern • Agree on minor objections – establishes credibility

  10. Objection Handling • Respond - don’t over complicate, answer directly, use analogies if appropriate • Go back to major benefits, put objection in perspective, see “Big picture” • Confirm –is customer okay?

  11. Follow-up and Closing • Use combination of email and telephone • Use contact management software, i.e. ACT • Consequences of not moving forward, time line • Something new each time – scheduling issues, price change, product enhancement • Frequency of follow up - persistent but not annoying

  12. Follow-up and Closing • Keep in touch - send appropriate articles, events that may affect them, i.e. competition, industry info, webinars • Don’t assume – constantly reinforce benefits • Ask for the order after outstanding issues have been addressed • “Are you okay?”

  13. Follow-up and Closing • Do not send proposal too early – pace deal • Coach - what is happening? • Negotiate face to face

  14. Proposals • Customize within standardization • Concise – minimize boilerplate • Video or audio summary

  15. Identifying Problem Areas • Marketing • Product or Service • Sales Skills • Lack of Focus • A combination of

  16. Identifying Problem Areas • Customer Feedback Surveys • Won/Lost Analysis • Third Party Evaluations • Focus Groups

  17. Sales Skills? • Prospects qualified, fit target market, budget • Decisionmaker involvement • Closing ratio • Overcoming objections • Deal breakers • Drop off points in sales process

  18. Marketing? • Lack of feedback from salespeople • Lack of qualified leads • Lack of branding • Not measuring results • Marketing activities not synergized

  19. Product or Service • Product does not function properly • Lack of functionality; incompatible with other products • Services don’t delivery what’s promised • Poor execution • Non competitive pricing

  20. Customer Service • Not responsive • Not courteous • Caught in phone transfer hell • Issues not resolved

  21. Customer Service • First Call Resolution • People Remember How Issue is Resolved • Your Value Added!

  22. Customer Service RESULT! No referrals No repeat business Lousy reputation

  23. A Combination of • Outside consultant – another set of eyes • Create a roadmap of potential problem areas – prioritize with milestones, test • interview people from departments involved

  24. In Summary • It’s You! • It’s Your Company! • It’s Your Solution!

  25. Contact Information Larry Matte - lmatte213@gmail.com 201-862-0186 SCORE - www.bergen.score.org

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