Sales Presentations

1. Before You Start

1.1 Start by establishing your objective.

• Do you simply want to create interest in your product or service or differentiate yourself from competitors? Do you aim to make a sale? Or do you want to provide detailed technical information or training?
• If you cannot get in front of the right audience, you may need to change your objective.

1.2 Find out who your audience will be and what its needs and expectations are.

• A presentation to a MD might emphasise the business benefits your software will bring. But a presentation to potential users of the product may focus on ease of use, or compatibility with other systems.
• Find out the level of technical knowledge the audience has and tailor your presentation accordingly.
• If you are presenting to an individual, focus on his or her specialist area.