The Sales Presentation: Things to Keep in Mind

Frontline Reps, B2B Sales, B2C Sales, Live Sales Meetings, Sales presentation, Motivation, Sales Tips, Sales Training, Best Practices, Communication, Connections, Demonstrations

Here is another excerpt from a really good book on sales I’ve been reading—and quoting from—this summer: “The Salesman’s Book of Wisdom” by Chriswell Freeman

“The Presentation”

“In 1914, Thomas J. Watson, was named president of the company that would come to be known as IBM. Mr. Watson was not only a founding father of the computer industry, he was also a master salesman. And he had this practical advice about sales presentations. He said, ‘Don’t worry about being a natural salesman. Just get into the office or store or home and try to sell with sincerity.

“If you’re not a ‘natural salesman,’ a sales presentation can be a nerve-racking experience, unless you learn to worry more about the customer’s needs than your own. But once you learn to ‘sell with sincerity,’ you’ll forget about your own nervousness and close more sales. The next time you’re making a sales presentation, be sincere, keep your thoughts focused on the customer’s needs and above all, be yourself. When you do so, you’ll discover this truth: In selling, sincerity breeds prosperity.”

Quotes on the presentation:

“Never forget a customer. Never let a customer forget you.” Frank Bettger

“Remember, you’re selling customer benefits, not technology or product features.” George M. Kahn

“Show your customer how your product removes their problems. Never leave a problem on your customer’s desk.” Linus J. Murphy

“A good sales presentation starts logically and ends emotionally.” Zig Ziglar

“In our factory, we make lipstick. In our advertising, we sell hope.” Charles Revson

“Remember, you’re not selling products or services. You’re selling solutions to your customer’s problems.” Robert L. Shook

“The real salesman must sell something of himself with each sale.” Robert W. Woodruff

“Throughout every presentation, I assume the sale.” Joe Girard

“People ought to listen more slowly!” Jean Sparks Ducey

“Speak the customer’s language.” Sales Adage

“Find a customer’s key issue, then concentrate on it.” Frank Bettger

“Your enthusiasm will be infectious, stimulating and attractive to others. They will love you for it. They will go for you and with you.” Norman Vincent Peale

“Stop thinking about yourself and selling with ‘commission breath.’ Start asking yourself how you can help your customer get what they want and need instead.” Mike Brooks

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