Do you know what is the most important part of a sales presentation?.
It’s not the marketing materials or the PowerPoint presentation or the product samples.
No! The most important part of the sales presentation is YOU!
You must be able to deliver your entire sales presentation without any sales tools. It’s not that you are going to do this — it’s just that you must be able to do this so that you can handle whatever situation may pop up.
I’m amazed at the number of salespeople who believe a sales call is not a sales call unless you have a huge amount of support material. If you really want to be successful in sales, you have to be able to do your sales presentation without any material.
It’s only when you are so comfortable in being able to deliver your presentation without material that you are capable enough to handle anything the customer might throw out you.
For those of you in a field that is very technical, it would be easy for you to argue with me about this but I’ll push back with this question. How many times have you walked into what you thought was going to be a 30 minute meeting only to be told you have 5 minutes?
How do you handle something like that if all you have is a presentation centered around a 30-minute information deck?
We have to be able to be flexible, and the only way is by knowing what it is we want to talk about so well that we don’t need to use anything else.
This is why I like to say, “The best presentation ever made is the one never given.”
Check out the below video to see what I mean…
Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.