How Good Are Your Client Presentations?

How good are your client presentations?
· The sales cycle is 22% longer than in 2001*
· A salesperson is only spending on average 18% of his/her time in front of a client*
· The sales pipeline ratio is 3.46:1 – you need more opportunities to close just one deal*
· Only 50% of salespeople are making their sales plan*
· 75% of Marketing Dollars don’t generate revenue*
*Source: Sirius Decisions

What do these startling stats tell us? As a sales person you need to sharpen your presentation skills to close more business.

With increased competitiveness, and clients having less time for you – the need to be much better in front of your prospects and clients is painfully obvious. During the past few months, I’ve had the opportunity to spend time with sales reps on the road – and will admit I’m appalled and what salespeople will do to “wing it” in front of their clients.

So many times, I hear salespeople say they don’t have time or they don’t feel it’s necessary to rehearse their sales presentations. I would say you can’t afford not to practice and deliver a killer presentation every time. As one of my fellow sales trainers says, “It’s better to bruise in the playground than get hit in the street.”

What are you doing to prepare for your client presentations? Rehearsing in the car as you drive to your client doesn’t count!