Learn how to use six steps to structure your sales presentation effectively and tell a compelling story that connects with your audience and leads them to buy.

To structure a persuasive sales presentation, follow these steps: Start with a compelling hook. Clearly articulate the issue your audience faces. Present the Solution & introduce your product or service as the answer. Share testimonials or data to validate your claims. Encourage your audience to take the next step. Recap key points and reinforce the urgency to act. You can note key points to keep in mind while preparing the sales presentation: Six Primal Stimuli (Personal, Contrastable, Tangible, Memorable, Visual & Emotional). This logical flow ensures clarity and persuasion.

Last updated on Sep 9, 2024

How do you structure your sales presentation to follow a logical and persuasive flow?

A sales presentation is more than just a collection of facts and figures. It's a story that you tell to your prospects, with a clear beginning, middle, and end. To make your sales presentation logical and persuasive, you need to structure it in a way that guides your audience through your main points, builds trust and credibility, and leads them to a desired action. In this article, we'll show you how to use the following six steps to structure your sales presentation effectively.

1 Step 1: Grab attention

The first step is to grab your audience's attention and make them curious about what you have to say. You can do this by using a hook, such as a surprising statistic, a relevant question, a compelling story, or a provocative statement. The hook should relate to your audience's pain points, goals, or interests, and show them why they should listen to you.

Add your perspective

Aditi Shukla

Sales Training & Strategy , Leadership Development & Team Management | Strategic Leader in Building High-Performing Sales Teams | Certified L&D Manager & Instructional Designer
Report contribution
To structure a persuasive sales presentation, follow these steps: Start with a compelling hook. Clearly articulate the issue your audience faces. Present the Solution & introduce your product or service as the answer. Share testimonials or data to validate your claims. Encourage your audience to take the next step. Recap key points and reinforce the urgency to act. You can note key points to keep in mind while preparing the sales presentation: Six Primal Stimuli (Personal, Contrastable, Tangible, Memorable, Visual & Emotional). This logical flow ensures clarity and persuasion.

Like
Alli Bloj

Empowering an organizationâ€™s most valuable asset - its people. | Passionate Enablement Leader | LinkedIn Top Sales Voice | Innovative Content Developer | Engaging Facilitator
Report contribution
Our brains love surprises - an unexpected stat or bold statement triggers dopamine, making us curious for more. Stories also hook us by engaging our mirror neurons, causing empathy. Blend both. Try opening with a startling figure, then explain it through a relatable customer story. Or asking a thoughtful question based on a common pain point. Neuroscience shows emotions are more persuasive than data alone. Following the hook by addressing needs creates a narrative flow. Youâ€™ve opened their mind. Now guide them through your value. This transition hooks the brain while drawing them into your presentationâ€™s logic. An emotional hook backed by a story provides a powerful opening, instantly getting attention while making prospects receptive.

Like
Alexandre Marini
Report contribution
Uma apresentaÃ§Ã£o de vendas bem sucedida Ã© mais do que apenas mostrar um produto; Ã© sobre conectar-se com o cliente e entender suas necessidades. Comece apresentando e criando um ambiente amistoso. Ã‰ fundamental estabelecer uma conexÃ£o inicial, pois isso ajuda a construir confianÃ§a. Explique brevemente o objetivo da apresentaÃ§Ã£o, para que o cliente saiba o que esperar.

Translated

Like

2 Step 2: Define the problem

The second step is to define the problem that your audience is facing and why it matters. You can do this by using facts, data, examples, or testimonials to illustrate the current situation, the challenges, and the consequences of not solving the problem. The problem should be specific, relevant, and urgent, and create a gap between where your audience is and where they want to be.

Add your perspective

Alexandre Marini
Report contribution
Antes de apresentar sua soluÃ§Ã£o, dedique um tempo para entender os desafios do cliente. FaÃ§a perguntas abertas e escute atentamente. Isso nÃ£o apenas demonstra interesse, mas tambÃ©m permite que vocÃª adapte sua apresentaÃ§Ã£o Ã s necessidades especÃficas dele (cliente).

Translated

Like

3 Step 3: Present the solution

The third step is to present your solution as the best way to bridge the gap and solve the problem. You can do this by explaining the features, benefits, and value proposition of your product or service, and how it differs from the alternatives. You should also address any objections or questions that your audience might have, and provide evidence, such as case studies, demos, or testimonials, to support your claims.

Add your perspective

Alexandre Marini
Report contribution
FaÃ§a uma demonstraÃ§Ã£o ao vivo. Isso ajuda a concretizar a proposta e permite que o cliente veja o valor em aÃ§Ã£o. Compartilhar casos de sucesso ou depoimentos de clientes satisfeitos pode fortalecer ainda mais sua argumentaÃ§Ã£o.

Translated

Like

4 Step 4: Prove the results

The fourth step is to prove the results that your solution can deliver and how it can help your audience achieve their desired outcomes. You can do this by using quantifiable metrics, such as numbers, percentages, or comparisons, to show the impact, return on investment, or competitive advantage of your solution. You should also use stories, emotions, or visuals to make the results more tangible and memorable.

Add your perspective

5 Step 5: Call to action

The fifth step is to call your audience to action and tell them what you want them to do next. You can do this by using clear, specific, and urgent language, such as "sign up now", "book a demo", or "buy today", and by creating a sense of scarcity, exclusivity, or urgency, such as "limited time offer", "only 10 spots left", or "don't miss this opportunity". You should also provide incentives, guarantees, or bonuses to motivate your audience to act.

Add your perspective

6 Step 6: Summarize and close

The sixth and final step is to summarize and close your sales presentation and leave a lasting impression on your audience. You can do this by recapping your main points, reinforcing your value proposition, and restating your call to action. You should also thank your audience for their time and attention, and invite them to ask questions, give feedback, or follow up with you.

Add your perspective

7 Hereâ€™s what else to consider

This is a space to share examples, stories, or insights that donâ€™t fit into any of the previous sections. What else would you like to add?

Add your perspective

Directory

How do you structure your sales presentation to follow a logical and persuasive flow?

1

2

3

4

5

6

7

1 Step 1: Grab attention

2 Step 2: Define the problem

3 Step 3: Present the solution

4 Step 4: Prove the results

5 Step 5: Call to action

6 Step 6: Summarize and close

7 Hereâ€™s what else to consider

Sales Trainings

Rate this article

Thanks for your feedback

More articles on Sales Trainings

More relevant reading