Here are 13 secrets to delivering killer sales presentations that are worth passing on to your salespeople.

A successful presentation:

1. Is brief and focused.
2. Is delivered from the prospect’s perspective — not the salesperson’s nor the salesperson’s company’s.
3. Is an interactive, two-way conversation. The salesperson listens, asks the right questions and then listens to the answers.
4. Blends the right amount of emotional appeal with logical reasons to buy.
5. Involves the prospect, allowing the person to develop some ownership of, and comfort with, the product or service being offered.
6. Ties the benefits of the product or service being offered to the prospect’s needs.
7. Tests the attitudes or acceptance of the prospect with assumptive phrases and trial closes.
8. Appeals to the prospect’s personality and style.
9. Creates value by uncovering an unrecognized problem or offering an unanticipated solution.
10. Focuses on the prospect, not the salesperson.
11. Gives the prospect the true value (in dollars) of the solutions being offered.
12. Uses focused questions. The more specific the questions the more it will be clear to the prospect that the salesperson has done his or her homework.
13. Avoids telling prospects what they can, can’t or shouldn’t do. Instead, it focuses on what the product or service can do to serve the prospect.

Adapted from “91 Mistakes Smart Salespeople Make” by Tim Connor.

Tags: presentations, secrets, successful, Value