How To Refresh Your Sales Presentation

Time to press the pause button

Recollect the day you joined your sales team.

You not only were eager to prove yourselves, but also were quite curious to find out as many selling points about your product or service as possible, to bag deals. You memorized all that was taught by your sales training team. You applied some of those ideas and got some success.

Later, with experience on the field, you developed thumb rules of your own and discovered some ‘selling points that work’ that were not taught in your training. Eventually those selling points became part of your standard sales presentation.

Now, it is time to press the pause button and take a day to ‘Hunt for fresh points to sell’.

Why should you do this?

As sales people, over time we get complacent with our working ways, and stop looking for new ideas. We may take the time to refresh our selling points based on the product changes, market changes or changes in customer preferences. The one day you spend to step back and objectively look at the points that will make a world of difference to the commissions you earn.

Planning the ‘selling points’ day

1. Talk to colleagues: Start by spending 15 minutes with each of your sales colleagues in an informal setting (like – over a cup of coffee), to ask about the specific selling points they use to close deals. You might be surprised to discover some nuggets that you never thought of. Realize that like you worked out your own set of ‘selling points that work’, your colleagues too have discovered their own set too. There is very little opportunity for them to share it with you, if not for this day.

2. Talk to customers: Next, pick up the phone and call up your existing customers. Ask them about their experience of your product. Ask them about the specific features of your product that benefit them the most.

Talk to no less than 15 customers to populate your list of points for pitching.

3. Create Value Statement: Once you finish compiling all the learning for the day, start creating a ‘value statement’ for each of those points. Now, take a print out of the value statements, and put it in your folder.

This is fresh arsenal that will work wonders to your conviction about the product. This reflects in your confidence and words when you make the next sales presentation.

Whenever you feel a little down, go through the list – and you will get a fresh sense of energy to meet your next customer.

Remember, to conduct this exercise at least once in 4 months to recharge yourself and your pitch. Happy selling!