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In general, sales presentations are defined as any speech, essay or presentation that attempts to convince someone or something of an immediate need or urgency. In this sense, it could be said that sales presentations are the pre-selling of products and services. This is a relatively new arena and there are many more things which have to be learnt about it. Nevertheless, the basic ingredients of sales presentation are the same. They include the following:

Sales Presentations can be used either as a tactic or a conversational tactic. A sales presentation can be a way to sell a product by either giving a demonstration or by simply talking about the product. In the former case, the presentation is part of a salesman's tactics to sell a customer on a particular product by using more words and fewer gestures. The latter is a kind of conversational tactic where the speaker uses only appropriate body language and emotive elements to effectively sell the product to the audience.

Conversational sales presentations can be a very effective tool, as they allow a better understanding between the salesperson and the prospect. The best thing about it is that the audience can understand what is being said easily. The only difficulty lies in persuading a hesitant or even unsure prospect to buy a product.

Sales presentations are often used as a means to warm up a prospect before a discussion. Sales reps have to create an initial rapport with their prospects to help them be comfortable when the discussion moves to more technical topics. Sales presentations also make a great opportunity for training and development for reps. It is important for a rep to know his or her target audience and to understand how best to address different types of audiences so as to generate the most response and positive results.

Sales presentations are designed in a way that they look like a normal conversation between two friends or a partner and it incorporates key points that the speaker wants to drive home to the audience. The key points are used as triggers to interest and get the prospect interested enough to want to know more. A good sales presentation starts with an introduction that draws the audience's attention. After the introduction, the presentation should contain five to seven main ideas that will guide the discussion between the speaker and the prospect. Each idea is aimed at engaging the audience. The next section consists of seven to ten bullet points that summarize the key points.

One critical element in sales presentations is understanding the buyer's loss aversion. The buyer's level of loss aversion is measured using a scale ranging from toleration to rejection. If the buyer is strongly in favor of the sale, the presentation should not include any pushiness. If the buyer is strongly opposed, the presentation should contain no pushiness and focus on the negative aspects of the potential purchase.

In sales presentations, the number of areas being called for a specific scenario can be counted as an indication of how effective the sales presentations are. Some areas may need a lot of support from other areas to be successful. A number of representatives are going to be eager to be called on and will make it clear to the speaker what needs to be done. These areas should stay until the last possible minute to make sure all their requirements have been satisfied.

The idea of pre-qualifying leads is becoming more important in the industry. By using the before-after-bridge formula, the speaker can easily identify which types of prospects are more likely to become paying customers. After identifying these groups, then they can develop a message that drives home the benefits more effectively. The speaker must always remember to remind the audience that all prospects are different. Each customer is different and thus requires a different message depending on the situation.


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