Technical Sales Presentation Tips
What’s your style for pitching to customers? Do you make the mistakes of SHOW up and THROW up?
What is SHOW up and THROW up: This is when you start a presentation off by “Throwing up” all of your information onto the potential client.
You start pitching all of your services, capabilities, value proposition, etc.
Sales presentation best practices:
– Have a conversation, don’t give a presentation
– Ask questions to learn about their pain points
– Be able to “think on your feet” and present relevant information based on their “pain points”.
– Don’t read off of your slides, have limited information to keep them looking at you instead of the screen.
My sales presentation style is not common however it is the most authentic.
I don’t go into any meeting with a script or laid out plan, I just have a conversation. Listen to their problems and then present how my service can provide them with a solution.
By doing the above, you will improve the chances of closing your current opportunities and future ones.
For example; A company that offers web design only to lawyers can have a deeper market penetration vs web design companies that offer their services to every type of company.
In manufacturing/industrial; A company that offers their services ONLY to the medical device industry will be viewed as a subject matter expert vs a company that offers to medical, aerospace, industrial, consumer goods, etc.
Regardless if you’re offering complex manufacturing solutions or janitorial services, focusing on a niche industry AND a niche service to that industry will be the best chance of you dominating the market.
Kyle Milan is a well accomplished Industrial/Manufacturing sales and marketing professional with over 20 years of experience. He is the CEO of MFG Tribe (Industrial Marketing Agency) and Technical Sales University (https://technicalsalesu.com) and is considered the leader of Sales and Marketing Strategy & Social Media Marketing for industrial companies. He has published several articles in major news media outlets on various topics of; Inbound Marketing, Digital Marketing, Social Media Marketing & Advertising, Industrial Marketing, Manufacturing Marketing, and Entrepreneurship.
