A sales presentation is your chance to wow your prospective buyers. These presentations should be compelling and show how your offerings align with your prospects’ needs. Whether you’re pitching buyers online or in person, you should know some techniques that can help you close more deals.

Marc Wayshak, a bestselling author and sales strategist, has outlined five quick tips that you can apply with every sales presentation. We share his pointers in this issue of Promotional Consultant Today.

1. Prioritize sales discovery. One of the best ways to improve your sales presentations is to gain a better understanding of your audience. Deep discovery should always come before your presentation, says Wayshak. You want to make sure prospects are a good fit for your solution. Before diving into a pitch, always ask questions to learn about prospects’ budget, needs, timeline and other important factors that can qualify them as leads.

2. Build bridges. Remember that your prospects agreed to a sales presentation because they have a need — they want to get from one place to another. Your job is to provide a bridge. No matter what you are selling, your product or service helps them get where they want to go, Wayshak points out. Unless your potential buyers can see that you are the solution, they’re not going to buy from you.

3. Show that you are a solutions-provider. Just like the tip above, this tip builds upon the idea of showing that you understand your prospects’ world and you can help them overcome their challenges. Wayshak notes that prospective buyers don’t care about features and benefits—they want to know that your offering will solve their specific needs. It may sound simple, he adds, but this technique can transform how you present. Get specific about your prospects’ issues and how you have the solution.

4. Keep them conversational. Sales presentations can feel overwhelming when they are packed with data and information about your offerings. If you start to see your audience staring glassy- eyed into the distance, bring them back by asking them questions. You could say, “Does that make sense?” or “Do you see what I’m talking about?” Remember that your sales presentations shouldn’t be monologues. Instead, strive to get prospects’ feedback by asking them questions throughout your presentation.

5. Keep them short. No one likes to sit through someone talking for an hour straight. Keep your sales presentations short and succinct, and let the prospect’s questions drive the conversation, recommends Wayshak. He says that the shorter your presentation, the more you can engage potential buyers and get to know what’s important to them.

Refining your presentation skills can help you better understand your prospects and ultimately close more deals. When you learn how to engage in more productive dialogue instead of giving lengthy spiels about your products and services, you can set yourself apart as a valuable solutions-provider.

Compiled by Audrey Sellers

Source: Marc Wayshak is a sales strategist and the bestselling author of Game Plan Selling and Breaking Barriers. He is also the founder of Sales Strategy Academy.