People buy from people they know, fact.

Therefore, if you find things you and your prospect have in common, subjects you can talk about it will be much easier for you to establish a relationship with them.

If you manage to build rapport with the prospect, you no longer are someone who is just trying to sell them something. You become someone much better than this, a real person (and I am afraid sales people are rarely perceived as ones).

But how do you do that with someone you meet for the first time?

How do you establish the foundation of the business relationship with someone who has never met you and technically you know nothing of each other?

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Are you looking for tips to improve your sales pitch?

Do you want to get better at presenting to prospects?

Sales presentation is probably the most exciting part of the sales process, fact.

This is the part when all your hard work is finally starting to pay off. This is also the time when you get to talk about what you care about the most, your product and company. You get a chance to finally show your ability and knowledge about what you sell.

But, sales pitch is also the time when things can go wrong, really wrong. Deliver a bad presentation and you can be 100% sure that the prospect will never buy from you again. Deliver a stunning one on the other hand, and you might have won a client for life.

Why is it like that? Because the presentation is the time when you get to prove what you are really worth and whether the impression you have made on the prospect earlier in the sales process is true or not.

I have always said that a meeting with a prospect is when you actually sell. Anything up to that point is a mere preparation, the main selling begins when you stand in front of the prospect to explain your offer.

That is also why you need to make sure that you deliver a winning presentation and here is how to do it.

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Oh, I am sure you know what the magic of selling feels like.

It’s that electrifying feeling you have when you talk to a prospect, be it at a presentation or a cold call and you know that they want to buy. You feel that deep connection between you, the electricity that fills the air and you are pretty much sure that the sale is yours.

It feels great.

Rewarding.

Thrilling.

It doesn’t happen very often though.

In fact, it doesn’t happen for many sales people at all. Instead, their job is a constant struggle uphill to win new accounts.

And all because of a tiny, simple thing – prospect engagement (or lack thereof).

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