TOP 5 Sales Pitch Tips to CRUSH Every B2B Sales Presentation | Tech Sales, SaaS Sales Software Sales
what's going on everybody so in this video we are gonna be talking about my five top presentation tips you absolutely need to know to crush your presentations and close more deals now before we go ahead and get started make sure to give this video like subscribe turn on notifications and let's go ahead and dive in now the first tip that i have for you guys is that you always want to keep your presentation short now some people believe that oh the more i talk to them the more they're gonna like me and the reality is people don't really have time to listen to you right so you shouldn't be planning a one hour grand presentation unless that is standard in your industry but if you're selling let's say marketing services consulting services or something that's more transactional there's no need to have a one hour presentation so what i'd typically like to do is have a really tight presentation that's like around 10 to 15 minutes and you're really just talking about the customer paints and how you solve it right and we'll get to more of that in a second but the main thing is keep it clear keep it concise don't make it too long and don't waste people's time as long as you clearly articulate the value that you provide well you don't need to spend a lot of time as long as people get the point now the next tip that i have for you is you're gonna wanna have to get a clear agenda for every single meeting right so whenever you are gonna do a presentation before that presentation even starts you have to make it absolutely clear what your goal is for that presentation and what exact steps you're going to take to achieve those goals so before i do any type of sales pitch or presentations i let the person know like hey you know does it make sense for us to have a meeting where i can give you a presentation on what we're about they're gonna be like sure and then i'll say okay well here are the line items that we're gonna be talking about problem number one problem number two problem number three and we're gonna show you exactly how we solve them is that okay with you and then they go ahead and agree to the meeting now what will happen is that when you're actually on the meeting whether it's a zoom call or you're meeting the person in person you basically go over that agenda again so meaning every time you meet somebody for another meeting you always want to go over the agenda it doesn't matter if you've done it three times already in the past or from other meetings you want to go over it every single time especially in the beginning because people forget and if you just quickly briefly go over the agenda they're going to appreciate that now what will happen if you don't talk about the agenda is that people will wonder well how long is this meeting going to last this is kind of a waste of my time what are we even doing here right especially if you have decision makers coming into the meeting and they don't really know what's going on sometimes maybe you're talking to a lower level director and then they're like hey patrick this is really good but let me go ahead and bring in the ceo so when that ceo comes in they don't know what's going on so you need to clearly articulate the agenda every single time you never want to rely on the other party to know what's going on you basically have to spoon feed them in a way where they just understand exactly what's going on so always have a clear agenda and the easiest way to do it is say hey in the beginning i'm going to do this we're going to talk about your problems we're going to talk about those solutions at the end we're going to do a q a and then we'll see if it makes sense to move forward does that sound okay with you and of course they are going to say yes now the next tip i have for you when it comes to destroying your presentations or not destroying but doing well on them is to actually solve for pains so the reason for why somebody will come into a meeting is because they're trying to see whether or not you can solve their problems some people want to make more money some people want to save money some people want to save time you know those are typically the main ones that people will pay for products and services for so you want to think about okay well whatever my products or services are how do i help somebody make money save money save time usually it's one of those three sometimes other things but usually it is one of those three what i would tend to do in a meeting is focus on first clarifying what those pains are now before you go into any type of presentation the first thing you probably should have done is qualified your customer it's called like qualification or discovery call meaning you're just talking with them on the phone and you're just asking a bunch of questions to understand what problems they have to see if they make sense to move forward with an actual meeting or presentation so once you schedule that presentation you should already know all of the challenges that your potential customer has and so in the beginning of the meeting you're saying like hey john you know last time we talked you said that you had some challenges when it comes to productivity for your employees or your sales reps are not generating enough calls or whatever it is right so you list out the problems in the beginning and then in that introduction for the presentation you're basically just saying hey you know last time we talked you had problem number one problem number two problem number three and then we're going to show you exactly how we're going to solve each one using our solution and so for that presentation all you really need to do is say first thing we're going to talk about is the first challenge you have is that your sales reps you know they don't make enough phone calls per day we have other clients that experience that and here's what we found helped the best and then you kind of go into your presentation of how you solve that problem and you only want to talk about problems that the customer has already told you that they solved meaning that when you did the discovery call that's when you're supposed to discover all these problems you don't want to bring up any new challenges that the customer possibly does not care about you only want to bring up the things that they absolutely do care about so it makes it an easy buy for them so the next tip i have for you guys is that you're going to want to allow the prospect to ask questions throughout the entire presentations right so a lot of sales people they make the mistake of thinking that they have to do this grand presentation and they have to just keep talking talking talking talking until the customer actually wants to buy the reality is that instead of talking so much you actually want the customer to be asking questions because the more questions they ask probably the more interested they are in how your solution works so when you're directly answering their questions you're also directly solving their problems and like we said in the last tip solving problems is the name of the game when it comes to succeeding in your presentations so for me you know i make sure that before i do any presentations i say hey you know anytime throughout the presentation if you have any questions or you want me to clarify something feel free to interrupt me anytime it's absolutely okay because i am here for you and so when i open up that conversation that way it becomes less of a presentation more of a conversation right and then they're not afraid or they understand that it's the culture that they can just interrupt you at any time and of course at the end of the presentation uh they're gonna have a bunch of questions as well and that's where you solve them as well just understand that having the customer ask these questions during the presentation is 100 okay the other challenge that other people have is that they might be like yeah i said all the things that you told me to say patrick but i feel like the customer doesn't ask any questions they seem really quiet they just nod their head and they're not really that engaged right and this happens to a lot of salespeople so what i would recommend is that as you go through little chunks of your presentation what you want to do is you want to ask the prospect like hey you know is this all making sense to you does it solve your problem do you see how this can help so you ask these like little engagement questions throughout the presentation so that the customer will say yep that absolutely makes sense and then you keep moving forward and so at least there's some kind of engagement now if something doesn't make sense for that prospect they're gonna say well i kind of get what you're saying but i'm not sure if it's gonna work with what we're doing because xyz right and so by asking those mini questions throughout the presentation when the customer says those kind of things then you can actually just solve those issues as they go on throughout the presentation right so always find these little pockets to ask these questions because sometimes you have to set the tone and let people know that hey it's okay to ask questions right sometimes when you say that people understand you but they feel a little uncomfortable so you just have to make them feel comfortable to ask these natural questions and then you just knock them out one by one and in situations where let's say they ask a question and you don't have an answer to that right and that's totally okay so the first thing i would say that is don't be afraid when you don't know the answer to a question because you know when i do sales calls there's a lot of questions i have no idea the answer to and that's fine right and so what you do in those situations is you say okay thank you for your question i really appreciate that i have an idea of how i might be able to help with that but right now i might need to talk to my team a little bit more to give you the proper answer is it okay if i get back to you on that and what are they gonna say sure sounds good to me right and so after the sales presentation or meeting you go back to your team and you say hey this guy had this question how do i answer it they tell you and then you call them back send them an email or whatever it is right never be afraid when you don't know the answer because you don't always have to have the answers as long as you sound like remotely competent during the presentation you're good to go so the next point we have when it comes to nailing your presentations is actually having clear next steps so at the end of every meeting what typically happens is like people are like okay great thanks for stopping by i appreciate you and then like that's it and then it doesn't go further than that while you are in the presentation whether it's on zoom or in person you have to have the clear next step at the end of the call so what i would typically do is i would say okay so we went over the presentations and you know we answered all your questions what typically is the next step for you guys to move forward with something like this so i'm asking them a question what do you need to happen to make this deal happen and usually they will tell me exactly what they will say we need to talk it over with xyz we need to get approval whatever the case is and then those are my next steps and i'll say okay well when are you gonna talk to your boss when are you gonna get the approval is it okay if i follow up with you on a certain day if i don't hear back from you right so whatever those next steps are you just need to ask the customer what they want to do and then whatever it is you basically do those things until the deal is done now if they're trying to drag out the deal and it's taking a long time all you got to do is reel it in by saying like okay interesting that you say you want to talk to your boss about this two weeks from now i'm just curious to know you know why two weeks versus like getting it done sooner because i feel like that would probably be the most beneficial to you in terms of saving time and then they'll be like oh that makes sense let me talk to them tomorrow right so whatever it is like you always want to shorten the sales cycle because you know you don't have to wait two weeks for someone to talk to their boss right so always find ways to shorten it it's okay to kind of suggest that they hurry up right in a very respectable way and the way you do that is you you know make it so logical like why do you need to wait one month when you can just do it this week we'll save time for everybody isn't that better for you and they'll be like oh yeah of course so that's pretty much what i would recommend in those situations now at this point even if you set the next expectations or what will happen after that presentation there are some situations where the prospect doesn't really want to follow a view and sometimes it may be confusing like why we went through all that trouble and i did all this presentation stuff why aren't you following back the thing is you don't know why they don't right it could be an infinite number of reasons but here's what you can do to prevent that at the end of the meeting right what i would typically do is i would say hey you know sounds like you know we're a really good fit to work with each other sounds like you really want to do this but a lot of times when i have these conversations some people sound very excited but in the end they actually don't move forward and sometimes it literally just ghosts me it seems like you're excited i'm not saying that you're going to do that but i want to ask is there any reason for why you want to work with us when you kind of position it like that if the person has any objection that they secretly been hiding but they didn't want to tell you because maybe they were too afraid or they felt like it was a lot of trouble to tell you then that's the moment they're going to tell you so they might say like yeah you know we really love everything you have but you know we're really thinking about working with this other person because we already have a relationship with them blah blah blah so it could be any reason right and then that's your objection so on that end of that meeting under the call that's where you're going to handle that objection right and so you always want to get these like these hidden black swan objections usually at the end of the call and then you want to squash them right after you squash that objection you want to ask it again and then you say okay well now that we got that out the way and it seems like you really want to do this and it doesn't seem like there's anything blocking you is there anything potentially else that would prevent you from moving forward with a deal like this and then if they have another objection you squash it if not then they'll say like no i think that's everything then you say okay so would you say that you're actually ready to make a decision now they might say yes and sign and they might say no they must say oh no we're not ready because we need to and then it's like something and then that's when you know the next step always always always ask because if you feel it in your heart and you know something is weird just ask about it because if you don't ask it you're going to lose the deal anyway and you're not going to know why but if you have the moment and the opportunity to ask you have an opportunity to also handle the objection and seal the deal and so that said those are going to be some of my best tips when it comes to nailing your presentations if you enjoy this video make sure to give it a like subscribe and turn on notifications
