by Kenneth W. McCarty

Created on: June 09, 2008

If you want to truly improve your sales presentation, you must analyze it in detail and make necessary adjustments. You should also be acutely aware of time constraints involved in making a quality pitch. Your prospect's opinion of you often determines how successful the presentation will be. Since your goal is a favorable closing situation, you must sell yourself with confidence before the product is even introduced. A sales presentation should be a conversation with the customer and not just a demonstration.

You need to make a good personal impression and build upon it. Capturing the immediate attention of your prospect is of the utmost importance. The first four seconds will determine whether you get one minute. The first minute will determine whether you get four. If the prospect has any interest and is qualified, then you should get twenty minutes to make a truly adequate sales pitch (not including the close) with the product or service being demonstrated. After that, you as the salesperson are buying additional fifteen to twenty minute increments at the expense of your rapport with the customer.

Don't insult the intelligence of your prospect by saying something stupid. Always subtly qualify the customer within the first few minutes of conversation so you don't waste anyone's time. Speak clearly and concisely so that there is no misunderstanding. Don't be afraid of rejection. Help your prospect identify his wants, needs, and desires. Be assertive and let him know that you can meet those needs (this is part of the qualifying process).

Practice your canned' statements and make them so smooth that they sound natural and not rehearsed. Develop a large repertoire of unique responses designed to handle a variety of situations so you will not sound like just another salesperson. These prepared targeted rejoinders help make the presentation your own. Ask confirmation questions (you want to make sure he follows your line of reasoning - do not assume anything). Be professional but let the customer feel like you are a friend. Being honest makes what you say sound logical and persuasive. It also allows your prospect to like and respect you.

If the prospect is not qualified, admit it and simply end the conversation by closing a future sale' and shake hands to seal the deal. If the time is not right for the prospect, nothing you can do or say will persuade him to buy now'. If the time is correct for the prospect, it is your job to identify it as such and continue until

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