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23 Foolproof Sales Presentation Tips to Help You Close More Deals

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Are you intimidated by sales presentations and not sure how to best prepare for them?

Should you talk formally or informally? Should you talk about your product, or not talk about your product at all? What are the best practices to ensure every sales presentation results in, well, sales?

You’re not alone. 

Nearly 57% of B2B prospects and customers feel that their sales teams are not prepared for the first meeting.

While sales presentations can seem intimidating the first few times you participate in them, once you get the hang of them and create an efficient, thorough process, you’ll be able to glide through them a lot easier and a lot more successfully.

In this guide, we’re going to discuss,

• What is a sales presentation?
• 6 types of sales pitches and presentations.
• What should be included in a sales presentation?
• 23 sales presentations tips to help you close more deals

So let’s dive right in.

What is a Sales Presentation?

A sales presentation is similar to an in-depth sales pitch where companies promote a product\service they’re trying to sell to potential clients.

However, it’s usually more complicated and comprehensive than a regular sales pitch. There are multiple PowerPoint presentations involved , meetings, and lots of prior prep time to ensure you’re hitting all the right persuasion notes. 

Related : 12 Most Helpful Sales Report Templates for Teams

6 Types of Sales Pitches and Presentations

Contrary to popular opinion, a full sales presentation is not always necessary or even appropriate. Different situations call for different types of sales presentations and different approaches to selling your product\service.

There are several important sales presentations and pitches that all sales representatives and companies should be well versed in. Let’s take a closer look.

• The one-word pitch
• The social media pitch
• The elevator pitch
• A full-blown sales presentation
• Written sales presentations

Related : 42 Free Sales Dashboard Templates For Tracking & Improving Sales Performance

The One Word Pitch 

Can you boil down your brand’s value proposition to one word? Just like Google’s one word is ‘Search’ and Barack Obama’s was ‘Hope’, what’s your brand’s one-word pitch?

The Social Media Pitch

Sales reps using social selling are 50% more likely to meet or exceed their sales quota. 

With over 3.5 billion social media users worldwide, companies need to have a concrete, pithy sales pitch for their social media profiles. One that not only instantly tells your social media followers and potential customers what your brand is all about but can also withstand the test of ever-changing algorithms. 

An elevator pitch is a quick speech that instantly tells your potential clients what your brand’s all about and what solutions you offer.

It works especially well when you’re not formally trying to close deals, such as during networking events and similar functions. It can also be used during cold calls. 

A Full-Blown Sales Presentation

A full sales presentation usually happens in a meeting room with 1 or several clients and includes PowerPoint presentations slides , sales decks, handouts, and a fully prepped team. It also requires a value-heavy pitch, solutions your company is offering, and so on. 

Written Sales Presentations

68% of B2B businesses use landing pages to garner a new sales lead for future conversion. 

Written sales presentations, like landing pages, are getting really popular in this digital-first world. A high-converting written sales presentation usually starts with addressing the problem and presenting its solution, and outlining the benefits of the brand’s product\service. And the best sales pages have several complimentary graphics accompanying the text, as well. 

Webinars are sales presentations conducted via the internet. Usually conducted in real-time, it gives interested prospects the opportunity to get their questions answered on the spot, and similarly, it helps brands persuade prospects to convert.

What Should Be Included In a Sales Presentation?

An effective sales presentation should focus more on the benefits and solutions it offers, instead of its product\service’s features. 

After all, 88% of executive buyers want a conversation, not a presentation

Your sales presentations should also consist of:

• Testimonials from previous clients and customers
• Data, like graphs, charts, quotes, backing up your claims
• Customized content targeted to your prospective client
• A call to action, which usually includes next steps for the clients

Related : SMART Sales Goal Examples from 30+ Sales Professionals

23 Sales Presentation Tips to Help You Close More Deals

Now we’re on the most exciting part – tips and tricks to close more sales deals. To help you ace your next sales presentations, we asked 42 sales pro their best sales presentation tips. 

And here’s what they said.

Express your interest in working together

• Give hard copies of the sales presentation 

Leverage stories

Encourage questions, highlight case studies, make data a part of your presentation, outline your value proposition, follow up with your prospect, prepare yourself and your team, highlight client’s goals.

• Incorporate videos

Drive the no’s

• Don’t hard sell

Prime your prospects before selling

Solve your prospects problems, wear your confidence.

• Personalize it for your client

Know their competitors

Keep it succinct.

• Make it conversational
• Sell your brand, not your product

Demonstrate your product\service

End with a clear cta.

Related : The 37 Sales KPIs Every Sales Leader Should Be Measuring

PRO TIP: How to Set SMART Goals for Your Sales Team’s Performance

To decide which goals meet the SMART criteria, sales managers need to look at sales analytics for their teams and monitor sales KPIs, for example:

• Average Time to Close Deal
• New Deals Amount
• Number of Customers
• Average Revenue per New Customer

Based on these metrics, and in light of other revenue-based and activity-based goals, you can identify and set desired goals for future performance, but how to get this information?

Now you can benefit from the experience of our sales experts, who have put together a great Databox template showing an overview of your sales team’s performance. It’s simple to implement and start using as a standalone dashboard or in sales reports, and best of all, it’s free!

You can easily set it up in just a few clicks – no coding required.

To set up this Sales Analytics Overview Dashboard , follow these 3 simple steps:

Step 1: Get the template 

Step 2: Connect your HubSpot account with Databox. 

Step 3: Watch your dashboard populate in seconds.

“Too often we just assume that, of course, the leads or prospects we’re reaching out to, or following up with, know that of course, we want their business. 

We don’t explicitly tell them, though, and that can be a very powerful thing to do. Something as simple as: ‘I’m really hoping to have the opportunity to work with you ,’ can make a big difference. It’s worked for me!” Explains Linda Pophal of Strategic Communications .

Give hard copies of the sales presentation

Dustin Singer of Dustin Buys Houses shares, “One of our most effective sales presentation techniques for increasing conversions is on top of giving an excellent presentation, we leave the client with a print presentation. This presentation goes into detail about who we are, what we do, how we can help them, the steps and process of working with us, and what next steps would be if they decide to work with us. 

This also includes their offer price, and terms and details of the proposed contract along with all of our contact information. It allows us to leave our sales presentation with them, so if they don’t convert over the initial meeting, we impress them with important information for the client to refer to as we work them through the sales funnel. 

We’ve received feedback about how our print presentations presented us as more professional than our competitors, and they felt more comfortable with working with us because of it.”

You can also turn that hard copy into an engagement exercise for your prospects. 

As Jeff Brandeis of Brandeis Training Solutions explains, “When presenting remotely, we typically provide a PDF that has incomplete sentences. We encourage people to fill in the blanks. People remember things when they write things down. Providing them a template to fill in separates our presentation from others.”

“Tell a story. No one wants to listen to stats on every slide. And your prospects can see right through your ‘visualize success’ ideas.

Instead, include a narrative with characters, setting, and plot. Make sure your prospects can empathize with the character. THEY need to be the hero—not you.” Says TJ Kelly of FreeDrumlineBeats.com .

Bradley Keys of PatchMD explains why stories work so well. “Stories give us an emotional connection, and it will be more effective if it is relatable to their situation. Share stories about how your products worked successfully for your clients. It is one of the leading sales strategies to help you improve your presentation and close deals. Statistics are useful, but make sure that it is not overwhelming – they are easily forgotten. Learn to play emotions when presenting as it helps to become more personal.” Shares Keys.

Nathan Binford of MarketChorus explains the benefits of using The Challenger Sale, a sales presentation methodology based on selling through constructive tension. 

“Learn and use a sales presentation methodology like The Challenger Sale to craft a compelling narrative every time you build a pitch. I’m a big fan of The Challenger Sale specifically because it forces you to ‘walk in your prospect’s shoes’ and emphasizes the importance of shocking your audience out of status quo thinking and into a receptive state.” Says Binford.

Luke Smith of We Buy Property In Kentucky recommends, “After your presentation, allow questions to be asked. As the customer or client gets the answers that meet their needs (for us – they layout terms they need for us to buy their house), I will say, “It sounds like we have a rough outline for a deal. What would you like to happen now?”

More often than not, they ask me about signing a contract to get everything started. This has allowed me to close numerous deals without the awkward transition to the close. The buyer is closing me rather than me pulling them to the closing table.”

The best way to encourage questions is by adopting the 60-second rule.

“To be more effective during a sales presentation, you must consider this — the 60-second rule. It’s simple; all you have to do is NEVER speak without entertaining questions or interruption for more than a minute.

Ditch your monologue and stop bombarding your audience with information. If you have been talking for more than 60 seconds without any interruption, it is most likely that your audience is no longer interested.

Keep in mind to engage with your audience throughout your presentation. Try to incorporate open-ended questions within your presentation to keep it conversational.

It’s easy to keep talking but always pay close attention to when to stop. By following this tip, you will increase your chances of securing deals.” Explains Dan Nolan of Camping Console .

“Drown your prospect in successful case studies for businesses like theirs. That’s my number one sales presentation tactic. It should be so obvious that you’ve done the work before, you’ve transformed situations from bad to great, and you’re certain you can do the same for them if they buy. 

For example, if you’re a B2B sales organization with a software company on the call, show them three case studies of the work you’ve done for other software companies. By doing you, their confidence rises and the doubt. that so often stops a sale, goes away.” Shares Brian Robben of Robben Media .

Brandon Amoroso of electrIQ marketing shares his experience of closing sales deals by highlighting success stories. Amoroso says, “Demonstrating our success rate at the end of a presentation through different case studies has helped our company demonstrate our knowledge in the marketing field.

We showcase studies that resemble the potential client and show them some of the ways we will carry out duties if they choose to partner with us. In doing this, we reassure them that they will be diligent with our time, communicate with them constantly, and work towards getting similar or greater results than those shown in the case study.”

Catriona Jasica of Top Vouchers Code agrees and believes success stories are essential to closing deals. 

“It takes real skills for the salespeople to be efficient enough and close a deal through their presentation. One of them is sticking to your success stories.

Sharing the statistics is surely vital to show your company’s growth, but your attendees are most likely to forget those figures. What will stick to their minds are the success stories you share in the presentation.

Let them know about your product and how it has worked wonders for your company and helped it flourish. Think of a compelling story, present it, and build an emotional connection with the clients. This undoubtedly helps you outstandingly to close the deal in the end.” Says Jasica.

Growth Hackers ’ Jonathan Aufray agrees and adds, “To increase your probability of closing a deal, you want to show your prospect how your solution helped similar people/companies in their industry. Showing them a case study on what you implemented, achieved, and accomplished for another client is definitely one of the best sales presentation techniques out there.”

David Garcia of ScoutLogic believes data is as important as success stories to seal the deal. “The most effective sales presentation technique that increases your chances of closing a deal is a quantitative analysis demonstrating the economic benefits of your solution. If you are running an enterprise sales cycle, by that point, you should understand the client’s pain points, the client’s personal win, and should be able to articulate the unique economic value only your solution will bring.” 

Trenton Erker of Clarity Online advises sales presenters to “Know the numbers in your industry and theirs. It’s compelling, authoritative, and adds to your charisma, your product/service, your company, your industry, everything. People trust industry authorities. They’ll also know you care.”

Susanne Pope of Whiterock Locators agrees with the two and says, “Including succinct and relevant data to drive your point across is one of the most effective presentation techniques that will increase your probability of closing a deal.

Anyone can make bold claims, but having the data to back up those claims will drive the nail in the coffin, so to speak. It’s also important that the data you’re presenting is clearly communicated in its relevance to the goods/services you’re pitching.

If you have data that the audience cannot make sense of, your odds of closing lessen. You also want to ensure you don’t overload your audience with data. The most critical data sets will do, but always be prepared to present more data should someone in the audience ask for it.”

Greg Taft, a Realtor , shares, “I would say the one item that gets me the most traction both from my pitch books from my private equity career and in my listing presentations to clients selling their homes is a strong value proposition.

The value proposition needs to be tangible and measurable. It is hard to put a number on intellectual property or intangible assets, but you have to. As an example, you can talk to a home seller about selling their home, but why are you the right agent for them?

You have to show that you are better than average, whether that be your homes are selling for more than they are worth, or your full marketing package is selling homes x days faster, etc. If you are just average, they will just shop for the cheapest rather than the most value.”

“Fundamentals win championships, and the same goes for sales professionals when they’re working to gain a new client. If there was one piece of advice I’d bestow upon someone new to the sales profession, it would be to follow up with your prospect . 

48% of salespeople never follow up with a prospect. Only 25% of salespeople make a second contact. Those alarming numbers, especially considering that 80% of sales are made between the fifth to twelfth contact. So if there was one technique that will increase your close rate on a macro scale, it would have to be to follow up with your prospect.” Explains Evan Donahue of JMJ Phillip .

Related : 36 Practical Tips for Writing A Great Sales Follow Up Email

When asked the most important sales presentation tip that helps close more deals, Nathan Bliss of Kinsta says,

“Prepare. There is no replacement for being prepared to go into a discovery or demo call. Know all that you can about that potential customer and their business. Make some assumptions about what you think might be important to them based on your experience, but test those assumptions with effective questioning while you are on the call.”

“I always state the potential client’s goals before I go into anything. They’ve told me what they want to achieve in a pre-call, but I reiterate that in my words, while I also hint at how we’ll get there by way of our services. Then I ask them, ‘Are we in agreement?’

If we don’t establish that agreement before I start the rest of the presentation, we can run into many swings and misses during the rest of the presentation.

That question helps me understand that my pitch is spot on, or tells me if I need to pivot some of my discussion points or commentary that are coming in the next several slides.” Shares Tracy Beach of Portent .

Incorporate videos 

“One unique and effective technique I use to help me close more deals is creating asynchronous video content, also known as recorded video, video messages, screen shares, or video voicemail.

By using a free screen-share or recording tool like Vidyard, you can turn your bland ol’ slide presentation into an interactive video that explains all the details that the recipient needs to hear.

Instead of the old methods of sharing PDF’s and hoping your customer champion will sell your pitch internally (which can become a risky game of telephone), instead, turn that PDF or presentation into an interactive video and send it via email (or any other channel) to your recipient.

This ensures that your message is heard the way you intended it to be heard. It also gives the recipient a simple way to float the video around to the decision-makers within their organization so they can get buy-in to push deals across the line. Think about using asynchronous videos to explain proposals, quotes, customer stories, demos, etc. Video works!” Says Jacob Fernandes of Vidyard .

Deepak Shukla of Pearl Lemon Sales agrees and adds, “A growing trend in sales and marketing is Explanation Videos. Expounding on your product’s value in a down-to-earth, relatable way helps build personal connections with potential clients.

It also prevents user bounce rates and increases your SEO ranking – meaning your client finds you easier and is more likely to stay on your page. All of these things contribute to vastly improving your chances of closing that sale!”

“I have found asking questions to drive the ‘No’ instead of the ‘Yes’ leads to more sales. By asking questions, the prospect has to answer ‘No’ opens up the door to get the ‘Yes’ at the close.

The ‘No’ questions are designed to get the prospect to tell you where they are coming up short or items they are missing. Asking these questions and actually listening will give you the upper hand when going through your sales conversation by letting you know their pain points without asking the standard ‘Yes’ questions.

So switch the way you direct your conversations from the ‘Yes’ questions to the ‘No’ questions, and you will see more success at the closing.” Explains Eric Bergman of Serendipit Consulting

Don’t hard-sell

Boxroom Office ’s Neil Roach believes that hard selling never works in a sales presentation. 

Roach says, “People know when they’re being sold to. Instead, your focus should be on solving whatever problem that person has and the most affordable way for them.

Far too many salespeople are trained to go in hard and basically talk the prospect into submission.

That approach shows a lack of finesse and a real lack of understanding of human psychology. Basically, it’s the path to most resistance, by its very nature.

The salespeople I’ve trained always focus on what the customer needs but rarely what the customer wants. If, for example, a customer wants a $1,000 smartphone, you should ask them what they need it for? If it’s “…just for calls and texts,” guide them to something more affordable.

That will cause one of two outcomes.

• 1. The customer will either buy the $1,000 phone on the spot because they know you’re not trying to strongarm them.
• 2. They’ll buy the cheaper phone, but tell everyone they meet how helpful you were and didn’t try to push the sale on them.

Either way, your business, and your reputation, and your sales figures will benefit.”

Lauren Shroll of Outside The Box opines, “When you work from specific questions and comments that put pressure on that meeting to convert, your leads who are not specifically in that small percentage of users ready to convert at the time of the call, are going to be turned off to a conversation that is already primed for someone who wants to buy.

Your ideal sales conversation should prime the user to buy, both at the time of the call and in future retargeting, by including invitations.

This means that you are inviting the user to share their concerns, preview the product, opt-in to email updates, and effectively gear the user to feel that it’s a perfect fit for their specific needs.

This is the case even if they are converting in the next 12-24 months. Your conversation should aim to make the user feel that they are comfortable making a purchase decision, but not necessarily focused on the present moment.”

And did this strategy work for her? 

Shroll shares her experience and adds, “Using this approach has helped massively with one of the software companies I work alongside.

Even in the midst of a pandemic, we have enrolled three major clients in a program that equated to several hundred users.

The reason? We primed the sales call toward “continuing the conversation” to fit our leads at any stage of their buying journey.

A conversation that started as a sales call twelve months ago turned into a neatly closed deal in the most uncertain of times to achieve an amazing return on investment.

If you do include a quote in your story, please let me know when it’s published so that I can promote it across social media channels.”

“The most effective sales presentations that help us close deals all follow one formula: Educate the prospect on a pain that they have, leverage data that is unique to them to support the pain point, then solve the problem.

If you are using a sales deck, it should follow this framework without talking about your own product until the solution section.

If you are doing a live demo, you should break this same approach into sections based on the solution you are providing.

And every solution should first be teed up by education, specific pain for the client, then solution.

Following the formula in every presentation is the key to closing.” Says Zach Rego of Unstack .

Samantha Kohn of AutoVerify recommends taking a customer-in approach in your sales presentations. “You can increase your probability of closing a deal by taking a customer-in approach (rather than a product-out approach) in your sales presentations.

Instead of starting by explaining how great your product is, consider beginning with a discussion of the pain-points your customers are trying to solve.”

Osiris Parikh of Lilius says one of the most important sales techniques is to tailor solutions to the needs of a prospective client. Parikh explains, “Asking questions and showing genuine interest in helping them, rather than seeming like a robot reading from a script, allows for greater rapport and ultimately better solutions aligned to their situation. The chances of a sale only increase from there.”

Lynell Ross of Education Advocates agrees with them and gives some practical tips. “Stress how your product or service will make your customer’s life easier.

Most customers are stressed out and have a million things on their plate. Just as important as the money they’ll save by going with you or the upgrade in quality they’ll achieve is the ease with which they’ll do it.

Even if not relevant to your product or service’s substantive qualities, stress the importance of how your company or service will remove work and time from the customer’s plate, streamline their processes, and make them more efficient.

Reference the type of lift similarly positioned customers have experienced, and use data for that where available.”

“When presenting pitches to potential clients, confidence is everything because you are what you’re selling. How you handle yourself is as important as the presentation itself.” Says Jolene Caufield of Healthy Howard .

And the best way to do that is by showing your stuff. 

Adam Smartschan of Altitude Marketing explains, “Do your research and present it in an attractive fashion. The more you show you know your stuff, the more a prospect will be willing to work with you.

Don’t just tell them their competitors are doing it better. Show them what their competitors are doing, and explain why – then tell them how you’ll help them win.”

Richard Latimer of Veritas Homebuyers explains what works best for him in sales presentations. “The best presentation technique that I employ frequently is physical cues. This includes my posture, use of hands, eye contact, and tone of voice.

Having an upright yet relaxed posture helps make your counterpart feel at ease, using your hands helps illustrate your meanings, eye contact promotes trust, and your tone of voice should guide your counterpart through the presentation.” Shares Latimer.

Paige Arnof-Fenn of Mavens & Moguls also shares her experience and says, “Before a sales pitch I always take a few deep breaths and remind myself I know this topic well, I try to make eye contact with at least a few people in the room as I speak and share stories from my experience to make my points.

I also try to smile a lot. That usually helps me relax and get started, and once I start talking, I am usually good to go.

I have presented successfully virtually, too, via video, online, and phone. With social distancing video presentations are a popular reality now and should be treated just as important as face to face meetings.”

Personalize it for the client

“One important tip is to personalize your sales presentation for your customer.

Most presentations are all about the company presenting them, which is quite backward since the prospect really doesn’t care about you (sorry). They care about their business and their own goals.

In some cases, your audience will connect the dots between the solution you offer and the problems they have, but it’s much more effective to do your research ahead of time and connect those dots between your customer’s unique problem and your proposed solution inside of the presentation.” Recommends Spencer Smith of IRC Sales Solutions .

Syed Irfan Ajmal who is a Growth Marketing Consultant at Physicians Thrive , says personalization of any sales presentation is actually easier than it looks. 

He shared a sales presentation example that helped him to win a 5-figure marketing contract. He shares the following:

• “1. Provide a forecast (traffic, leads, revenue) based on existing keyword rankings data of the client.

This visual example shows how the client stands to earn $49K to $99K per month by applying only 2 simple SEO/Content-Marketing strategies. 

• 2. Provide a comparison (in simple tabular format) of the client with the top 3-5 of their key competitors.
• 3. Provide specific content ideas (personalized for the client’s niche) that they can employ to attract more backlinks.

This visual example shows the specific ideas meant for a company working in the Household Industry. ”

Knowing your client’s competitors, what’s working for them and what’s not can easily make or break your sales pitch. 

Lenny Liebmann says, “I do research on my prospective client’s competitors. I make sure to include a passing reference to one or more of those competitors in my press. That way, the client gets the sense that I really understand their market and their challenges — as opposed to just peddling them something based on some sort of questionably universal value proposition.”

Digital Debut ’s Deniz Doganay also recommends keeping a close eye on your prospect’s competitors. “Actually, take the time to look at leading competitors of your potential client and point out the things they are doing well and what you plan to do to best them. Be very transparent in your company processes and policies as well, so the client knows exactly what to expect when entering an agreement with you.” Advises Doganay.

Mike Charles of Lookout Lofts believes short and to-the-point presentations are always better. “The 9-minute rule! Keeping your presentation to 9 minutes or less is a great rule of thumb to follow for keeping your audience engaged. If you are using slides, do not spend more than 2-3 minutes on each slide. This number is based on research that has shown audiences start to lose their attention around minute 11.”

Make it conversational 

Edwin Rubio of Vapor Empire says, “The more conversational of a pitch, the less of a sales presentation it will feel like. Everything will come more naturally by having an open dialogue because you are building the trust and rapport that many need to feel engaged and comfortable with making a purchase.” 

Melanie Musson of CarInsuranceCompanies.net agrees with Rubio and adds, “Think about the presentation as a conversation. Keep the client engaged and actively involved in the dialogue. If you do the presentation as a monologue, you’ll risk losing their attention.”

Sell your brand, not just the product

“I could write paragraphs about this. I witnessed first-hand how a sales process when well executed, will allow you to position a very normal product as the best in class. It’s all in selling on the brand and the solution.

Presentations that focus on the features and what features will do to you are losing presentations, in my opinion.

In our internal training process, we have a whole day about ‘Establishing Mastery’. Sales peeps and engineers have to establish mastery right after positioning the brand. You position the brand by talking about your internal values, how you run your business, what your vision is. And yes, this is no BS cause what you’re doing here is establishing trust with the company in front of you that you will be able to solve any problem that arises just because you are running a good business.

And that’s the key; customers should be buying the brand and not the product. First-hand. Now, of course, your product should be a real, reliable, and sustainable product that lives up to the expectations.

Once trust in the brand is established, then you dive into establishing mastery by showcasing that you know the ins and outs of the industry you are solving problems for, you understand actual use cases.

Always pull examples about current clients you have that are similar to the prospects you’re speaking to. This helps with social proofing as well as indicating to the prospect that you’ve been there, done that.” Explains Bob Sabra of Hovi .

Quincy Smith of Mira advises businesses always to show how their product\service works during a presentation to close more deals. 

“I’ve had great success by demonstrating the tools we use to complete whatever project it is we’re pitching. For example, when we show clients SEO tools and how we actually have search data on what terms they could be targeting, most of them have no idea that type of information was out there!

Experience and reputation will get you pretty far, but if you can give a little over-the-shoulder look at how you will perform your job, then you can really stand out!” Says Smith.

Alexandra Zamolo of Beekeeper believes the same and adds, “It’s always best to showcase exactly how the product or software will actually work in the exact manner in which the potential customer intends to make use of it. While most examples are great to illustrate features, a demo with more customization to the user’s exact needs will always provide better results.”

And don’t waste all your hard work by not having a clear, targeted Call to Action at the end of your presentation. 

“Every presentation or post should end with a ‘Call to Action’. The action could be anything from scheduling a meeting to submitting a query/feedback or anything else you feel is appropriate. It is important because, after the sales presentation, people are influenced. So before giving them some more time to think, it is better to involve them in some action!” Explains Adam Rowles of Inbound Marketing Agency .

Wrapping up

Sales presentations are an essential part of scaling your business. There’s no escaping them. So embrace them and try to incorporate all these tips into your next sales presentations.

As Mudassir Ahmed of Blogging Explained sums up all of them and says, “Spend less time talking about your company profile. And talk about R.O.I, how your prospect will see a return on their investment with your deal. But don’t go way deeper, awakening their logical nerves by which critical debates could happen.

Give a glimpse and value touch by adding your customers’ success stories or even case studies. You make sure to get the prospect to see himself/herself in your story and talk about the value they would get. That’s probably called human-centric marketing, where you invoke prospects’ senses with an emotion.

It also helps budget-hesitant prospects to get clear insights about their investment and ROI and make a positive decision about the deal.

Do your research and be ready to impress the prospect with this factor. The key is to be conversational rather than presentational.”

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Maham S. Chappal is a content writer for SaaS and marketing brands in B2B. She’s been published in several leading publications including Social Media Examiner. She loves writing in-depth, research-backed content that drives traffic, increases brand awareness, and boosts ROI. When she’s not writing, you’ll find her engrossed in the latest John Grisham novel. You can find her on LinkedIn or on mahamschappal.com

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5 [Must-Know!] Sales Presentation Techniques that Close Deals

Have you ever been presenting to a prospect when you start to notice that they’re losing interest ? Maybe they’re looking around, or checking their phone?

When this happens, it’s because you’ve followed a presentation approach that’s led you down a bad path .

It’s important to make sure your presentations are tight and succinct , and that they leverage the best sales presentation techniques available to you.

1. Deep discovery first.

Using a deep discovery process is a critical sales presentation technique. At my firm, we ask a systematic set of questions to really understand whether a prospect is a fit, and to obtain an understanding of their world and the challenges they face, which is a process I call disqualification. That way, we can understand their challenges up front and then present to those challenges down the road.

Deep discovery must come before the presentation. Even if the prospect is pushing you for the presentation right away, you’ve got to slow it down and go deep to understand exactly what’s going on in their world.

2. Bridge where they are to where they want to go.

That’s really what a salesperson is: a bridge. More specifically, your offering or service is the tangible bridge to get prospects from Point A to Point B. No matter what you sell, your offering or service ultimately helps them get from where they are to where they want to go

If prospects don’t feel that there’s a clear, sturdy bridge to get them where they want to go, then they’re not going to buy from you. They must really believe that you can help get them there. You are the solution to the challenges that they’re facing. When they see that, then they buy. If they don’t see that, then they’re not going to buy.

Make sure to do that deep discovery to understand their key challenges, and get a clear picture of where they want to go. Then demonstrate through your presentation that you can get them from Point A to Point B. This is one of the most important sales presentation techniques you can master.

3. Solve their challenges.

This is not about doing a feature and benefit presentation. Prospects don’t care about your stupid features or your stupid benefits. What they care about is, can this person solve my challenges? Your prospects only care about talking to you as far as they believe that you can solve their challenges.

They’re not looking for a friend, they’re not looking for a buddy, they’re not looking to have someone that they really like. That stuff doesn’t matter. What matters is that you demonstrate that you can ultimately solve their challenges. This might sound simple, but it’s a critical sales presentation technique that can transform the way you present. The more you gear your presentation to the challenges they’ve mentioned and nothing else, the more successful you’ll be.

4. Get constant feedback.

Instead of falling into this trap, you should be constantly getting feedback from the prospect at every key point in your presentation. These “feedback loops” are a key sales presentation technique you should start using right away. Pepper your presentation with feedback loops such as: “Does that make sense?” The purpose is just to get a little bit of feedback from the prospect. Ask, “Do you see what I’m talking about here?” and let them just nod or say, “Yeah, that makes sense.”

If you’re doing that throughout your entire presentation, you’re pulling the prospect into the conversation and making them feel like they’ve had a hand in creating the ultimate solution. So it’s almost like instead of having one big close at the end of the sale, there are these many, many tiny little sales that are happening throughout the conversation. That’s the power of getting constant feedback.

5. Let their questions drive the conversation.

Who wants to sit and listen to someone walk for 50 minutes straight? No one. Instead, keep your presentations really short and focus only on solving their challenges. Then, let their questions drive the conversation. The shorter your presentation is, the more you can engage prospects and let their questions drive the conversation, the more you’re talking about what really matters—which is what they care about. Anything that they’re asking about is something that’s important to them.

Many salespeople find that getting questions during presentations is nerve-wracking or scary, but actually, any question asked during a presentation is an opportunity to understand what the prospect really cares about. It allows you to focus on the pieces that matter most to them. So, when you’re in the presentation phase of the sale, let the prospect’s questions drive that conversation forward.

So there you have it. Now you know 5 must-know sales presentation techniques that close deals. Which of these presentation strategies did you find most useful for improving your close rate? Be sure to share below in the comment section to get involved in the conversation.

More Sales Presentation Techniques that Close Deals…

You’ve gone through the entire discovery process— and you think you’ve done everything right.

You’ve asked great questions to uncover your prospect’s biggest challenges. You learned exactly what your prospect needs.

But even after giving your best sales presentation, you were still met with rejection.

More likely than not, your prospect said something like, “ I really need to think this over. Can you call me back in a week or so?”

What did you do wrong? Or, more importantly, what didn’t you do right?

In this video and article, I’m going to answer that question by showing you 5 killer sales presentation techniques to close the sale.

Follow these tips , and you’ll never hear objections like “I need to think it over” after a sales presentation again. Check it out.

There are a lot of skills you can work on as a salesperson—mastering cold calls, writing the perfect prospecting email, asking for referrals , and more.

But there’s one sales skill that matters more than all the rest.

There’s one sales skill that will determine whether or not you’ll be a successful salesperson.

What is this all-important sales technique? Knowing how to close the sale.

While it’s great to master planning out your day or networki ng with c-suite prospects , if you can’t close sales, you just won’t make it as a salesperson .

But with the right sales presentation techniques to guide you through your sales meetings, you’ll start closing more sales than ever before.

This is absolutely key to crushing your sales goals and rising to the top of your industry by giving an outstanding sales presentation at every opportunity. 

Read on to learn 5 killer sales presentation techniques to help you close more sales and become a superstar salesperson.

6. Keep your sales presentation short.

This is a common sales mistake I see all the time.

Salespeople get so excited about what they’re presenting that they ramble on for far too long.

TIME Magazine reports that the average attention span is a mere eight seconds—so if you’re talking on and on, your prospect probably isn’t even listening !

While passion for a product or service is a great thing, you can and should still be able to follow this first of five tips on sales presentation techniques: Keep your presentations as short as possible.

At the end of the day, prospects only care about what they care about —namely, themselves. Your sales presentation should reflect that.

Instead of droning on about every last detail of your offering, keep it short and focused on your prospect and how you can help them solve their key challenges .

In order to keep prospects engaged , a good salesperson will make this one of their most important sales presentation techniques , presenting only what they need to present and nothing more.

7. Tell a story in your sales presentation.

There are two basic ways to go about organizing a sales presentation.

The first is to focus on features and benefits. This is the old-school way to present your product or service.

If you’re looking for sales presentation techniques to close the sale , a features and benefits presentation is not your best option.

Sitting through one of these outdated presentations is about as exciting as reading a high school textbook. Don’t make your sales presentation feel like a boring first-period history class.

The second and far better way is to use a case study presentation , which feels less like reading a high school textbook and more like listening to an interesting story.

To prepare a case study presentation for your next sales meeting, use examples of what you’ve achieved with past customers to tell a story that will resonate with your prospect.

This updated sales presentation technique a fun and engaging experience for prospects, making it easier to build connections and ultimately close the sale .

8. Present solutions to your prospects’ challenges—then stop.

When a prospect shows interest in a product or service, most salespeople start getting excited; they can almost taste the close of the sale .

As a result, they start going overboard by trying to cover every last feature or benefit .

Of course, the prospect wasn’t actually interested in all those little details, so before long, interest starts to wane in your sales presentation.

Instead, start every sales meeting with the goal of uncovering and understanding your prospects’ key challenges .

Only then can you move forward with presenting a solution to those challenges— and nothing more .

By ending it there, you’re far more likely to hold a prospect’s interest and ultimately close the sale, making this one of the most important sales presentation techniques for a successful meeting .

9. Look for feedback throughout your presentation.

When you treat your sales presentations like a monologue, two things happen.

First, prospects get really bored . They start to check out mentally and miss most of what you have to say—even the good stuff that would normally interest them.

Second, you have absolutely no idea if the prospect is on the same page as you throughout the presentation.

You can get all the way to the end of your monologue without ever realizing that your very first point didn’t ring true to your prospect, so you failed to look like an expert in their eyes.

One of the simplest but most effective sales presentation techniques to close a sale is to get feedback throughout the presentation .

You can do this by constantly ending sentences with little questions like, “Does that make sense?” or “Can you see how this would work for you?”

By ending key points with those little engaging questions , you’ll create moments to connect with the prospect and ensure that they’re on the same page as you move towards the close.

10. Interruptions in your sales presentation are a good thing.

Many of the best sales presentation techniques boil down to the idea that salespeople should be slow to speak and eager to listen —and the last one on this list is no exception.

Anytime a prospect interrupts your presentation, stop immediatel y . Don’t talk over the interruption in an effort to push through and finish your sales presentation.

Instead, welcome the interruption and let prospects ask their questions or share their concerns.

An interruption could be as obvious as, “Hey, I have a question,” or as subtle as a change in facial expression.

Even if it’s just in response to a slight shift in body language , you can implement this as one of your sales presentation techniques by responding, “Was there something that you wanted to ask?”

Think of it this way: The opportunity to find out what a prospect is thinking is always far more valuable than whatever you were about to say.

Interruptions are opportunities to find out what your prospect cares most about, overcome objections as they arise, and ensure you stay on the same page all the way to the close.

Conclusion: Proven Sales Presentation Techniques Will Help You Close More Sales

At the end of the day, you should have one major focus as a salesperson: Close more sales.

A salesperson who can’t close sales won’t stay a salesperson for long.

Fortunately, using proven sales presentation techniques can help you close more sales, crush your goals, and ultimately succeed in your career .

First, remember to keep your sales presentation  short .

Prospects have limited attention spans, and the less you can say to make your point, the better chance you have of keeping them engaged all the way to the close.

Second, replace your outdated features and benefits presentation with a much more powerful case study presentation.

Instead of telling your prospect what you can do, show them by presenting a story of similar customers who have solved their biggest challenges with your help.

Case study presentations make you look like an expert and prompt even the biggest companies to trust you and your solution.

Third, learn to dig into your prospects’ challenges and present a solution to those challenges— and nothing more .

Knowing when to stop is key to closing more sales.

Fourth, make looking for feedback one of your top sales presentation techniques .

Use lots of short and easy questions throughout your presentation to keep prospects engaged and ensure you’re both on the same page.

Finally, welcome interruptions from prospects.

Remember that the prospect’s feedback —whether it’s a question, concern, or simply a change in facial expression—is always more valuable to you than plowing ahead to finish your sales presentation.

Bonus Tip #1: Match your prospect.

When giving a sales presentation, many salespeople are so focused on what they’re saying that they don’t pay much attention to how the prospect looks or behaves, both overtly and more discreetly. For example, is the prospect very dressed up or casual? Using an energetic, loud voice or speaking quietly and slowly? Giving off vibes of friendliness or shyness?

To make your sales presentation even more effective, start to match your prospect in these ways. The two most important factors to keep in mind are tone and vibe. How does the prospect sound, and how does the prospect’s presence feel ?

It’s a scientific fact that people are more receptive to communication if they feel like the other person is similar to them and understands them. So match your prospect in as many ways as you can in order to build that connection and make your sales presentation more compelling and relevant.

Bonus Tip #2: Build a connection.

Matching your prospect is one way to start to build a connection with prospects during a sales presentation. But you can always implement a few other strategies to build rapport during the sales presentation phase.

First, try “breaking the pattern” during the sales presentation. Do what’s not expected of you. Your prospects have heard the same sales presentation a thousand times before. So, do what you can to make yourself distinct, and you’ll actually connect better with the prospect.

When you give the same sales presentation as every other salesperson out there, prospects put up a wall. Try to constantly break the pattern to build rapport.

Next, you can make sure to focus exclusively on the prospect during any sales presentation. This is critical to building strong connections in sales. Don’t focus on your product; focus on how it helps solve their challenges. Don’t focus on features and benefits; focus on how you can make your prospect’s life easier.

And finally, repeat and rephrase what the prospect says throughout the sales presentation to show that you hear them and understand them.

Bonus Tip #3: Follow the 60-Second Rule.

When you’re giving a sales presentation, do you find yourself talking a mile a minute?

This is a common pitfall in sales, so you’re not alone. Put the brakes on your monologue tendencies by following the 60-Second Rule: Never talk for more than 60 seconds during a sales presentation without pausing to elicit feedback or a response from the prospect.

This is as simple as it sounds, but it will makes your sales presentation more effective in virtually any scenario.

Bonus Tip #4: Quit while you’re ahead.

Many salespeople sabotage their own sales presentation simply by failing to quite while they’re ahead.

Here’s what I mean: When you’re nearing the end of the sales presentation and the prospect is fully on board, resist the urge to add one last component to the presentation or throw in details about just one more feature or benefit to what you’re selling.

Don’t ruin a good thing by falling victim to the temptation to put everything and the kitchen sink into your presentation.

Quit while you’re ahead, and if the prospect is on board, wrap up the presentation without adding in that one last thing that could change their mind for the worse.

Bonus Tip #5: Make a clear and scheduled next step.

Every sales presentation absolutely must end with a clear and scheduled next step.

It’s amazing how few salespeople make it a strategic part of their sales presentation to include a next step.

This is necessary for any sales presentation in order to keep the momentum going from a good sales presentation and leverage it to close the sale.

So there you have it. Now you know 5 killer sales presentation techniques (plus 5 bonus tips) to close the sale .

I want to hear from you. Have you ever used one of these approaches before? If so, what was the result? Be sure to share below in the comments section. I’ll respond to every comment I possibly can.

Enjoyed this article? Please share away!

Get instant access to our free sales training:, why prospects push back on price, give 'think-it-overs,' and ghost in sales until they meet a sales superstar who is following these 7 simple keys, about the author marc wayshak.

Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling , The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.

Marc is a contributor to Inc , HubSpot , Fast Company , Entrepreneur Magazine , and Huffington Post Business . He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.

Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.

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20 Creative Sales Presentation Ideas to Close Your Next Deal

How do you stand apart from the competition when selling a product or service? A creative sales presentation is key to impressing an audience and persuading it to make a purchase. Remember, how you present your brand is just as important as any product details.

Designing an effective sales presentation isn’t a task to take lightly. It requires careful preparation and thorough research to properly educate prospects on not only the details of a product or service but also how the marketed solution can help them.

Before sales teams can start creating their presentations, however, they first must outline their ideas. Looking for creative sales presentation ideas to close your next deal? Read on for a greater sales deck understanding and top ideas for designing one that works. 

What’s the difference between a sales deck and a pitch deck?

While a sales deck and a pitch deck both serve a promotional purpose, they are distinct types of presentations provided to different audiences. A sales deck is a presentation designed to convince a prospective customer to make a purchase by highlighting the features, benefits and value of a product or service. A pitch deck, on the other hand, refers to a presentation given to investors, detailing a company and its vision, products, financials and market. Technically, both offer some type of pitch, but with different objectives.

You need strong communication skills and an audience-centered focus to deliver an effective sales presentation, and both a sales deck and a pitch deck will contain many similar elements, including video, data and infographics. Sales presentations, however, often are more detailed than those designed for investor pitches.

Top sales presentation ideas to close the deal

You’ll need plenty of creative ideas to design an effective sales presentation that closes the deal. Audiences quickly grow bored viewing a monotonous slide deck that lacks color, movement and other captivating visual elements. Likewise, prospects aren’t going to buy what you’re selling if your sales presentation lacks information. Check out the following top sales presentation ideas that will help teams make more sales:

1. Set your agenda

Immediately set audience members’ minds at ease by outlining the key points you plan to cover in your sales presentation. Not only will setting an agenda help your audience to follow along with the presentation, but it even can create anticipation for what’s to come, a quality that will keep your audience interested during the slides to come.

2. Integrate a story

Human cultures evolved by communicating information through storytelling , and modern audiences continue to respond to tales. Integrating stories into your presentation, therefore, is a highly effective way to engage audience members and hold their interest, while persuading them with emotion.

3. Include vivid imagery

Bright colors, interesting images and other stunning visual elements are powerful tool for entertaining audiences and capturing attention. The largest part of the brain is dedicated to processing visual information, so it’s no wonder why people respond to vivid imagery.

4. Incorporate hard data and statistics

Consumers consistently rely on data when making decisions, so providing persuasive data about a product or service for sale is an effective way to close more deals. By providing audiences with a scientific or mathematical basis for making a purchase, you automatically boost your credibility and trust in your brand.

5. Add infographics

While data is key to an effective sales presentation, data alone can overwhelm many audiences. Instead of adding pages of numbers to your slides – a tactic that likely will eliminate any persuasive power the data might have held – communicate the same information with engaging infographics . Diagrams, charts and graphs are not only eye-catching, but they provide valuable insights into the data’s importance.

6. Customize a theme

A custom theme helps tie together the content of a sales deck, while adding an extra creative element to a presentation. You even might customize a theme that speaks to your target demographic, with a color scheme and images that relate to your product and its customers.

7. Keep it simple

As a general rule, the most effective sales presentations are fairly short, sweet and to the point. While it’s vital to cover all the pertinent details about a brand, product or service, the presentation should provide just enough information to pique prospects’ curiosity and leave them yearning to learn more.

8. Use video

Integrating video into a sales deck lets presenters enhance their storytelling efforts. Provided the video is relevant and conveys the desired message, the media only boosts an already-effective sales strategy. Plus, playing a short video can offer a presenter a much-needed break.

9. Involve your audience

It’s far easier to keep an involved audience engaged with a presentation. Try asking open-ended questions that relate to the presentation, and make sure to express interest in and show empathy for audience members, which helps build trust. You might even hold a brief activity for your audience to better connect with those in attendance.

10. Include testimonials

Testimonials have long been hailed as a highly effective sales strategy, and a presentation is no exception. To infuse your customer testimonials with a visual element, add quotation bubbles to your content instead of plain text. Your prospects value others’ opinions, and this social proof will help them choose your brand.

11. Transition concepts

Don’t make the mistake of hastily changing topics during your sales presentation, or you’ll surely lose your audience’s attention. Smoothly transition between key points with verbal cues, and don’t forget to add animated transitions between your slides.

12. Leave white space

When designing the slide deck for your sales presentation, pad your images with ample white space. Failing to leave space between the various elements on a slide will create a cluttered appearance, and it will be harder for your audience to absorb the information.

13. Highlight with word art

It’s hard to illustrate some concepts with a photo. To highlight key terms during your presentation, create a slide with word art, also known as a word cloud . This cluster of words in varying sizes serves as an effective tool for communicating the importance of abstract ideas.  

14. Include competitor details

Your audience might be impressed by your sales presentation, but we bet just a few people are still wondering about your competition. Proactively address these inquiries by including competitor details in your presentation. Highlight the ways your solutions differ, focusing on why your product is superior. You’ll win bonus trust points if you also mention a way the other guy excels.

15. Demonstrate your product

Sure, you can talk all day about the benefits of your product, but your prospects want to see it in action. Make sure to include a product demonstration in your sales presentation, when at all possible. If you can’t showcase it in person, substitute a video portrayal.

16. Design on-brand slides

It’s easy enough to throw together a slide deck with whatever colors and images happen to look pretty. A professional sales presentation, however, will feature a consistent theme and generously integrate branded assets like a company’s color palette and logo. You can save time by customizing a theme with these essential elements, so they apply to each slide.

17. Use a template

You don’t have to hold a visual design degree or spend countless hours designing your sales presentation. Instead, choose an applicable presentation template from a PowerPoint alternative software solution like Beautiful.ai. A host of templates are available with slides perfectly curated to convey the desired message. Plus, when you use Beautiful.ai, you have the assistance of artificial intelligence automatically applying good design principles and adjusting your slides every time new content is added.

18. Personalize the final slide

No matter where you planned to end your sales deck, be sure and add a final slide with your contact details. If you’ve done a good job on the sales presentation, audience members will want to know how to follow up for more details or to make a purchase.

19. Add a call to action

Any good salesperson knows you can’t end a pitch without a call to action, and a sales deck is no exception. Don’t assume your audience knows what to do, make sure you ask them for it, whether it’s making a purchase, signing up for an email list or any other desired outcome.

20. Remember to animate

You might have designed all the slides for your sales presentation, but you aren’t quite done yet. Animating the deck will add an additional visual element – movement – to your sales presentation, helping you attract and hold your audience’s attention. If you’re using Beautiful.ai to design your sales deck, you easily can add animation to every slide at once with just a couple of clicks of your mouse.

Samantha Pratt Lile

Samantha is an independent journalist, editor, blogger and content manager. Examples of her published work can be found at sites including the Huffington Post, Thrive Global, and Buzzfeed.

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• 15 Smart Sales Closing Techniques [Scripts and Examples]

The ultimate goal of every salesperson is to make that sale. 

It is the only factor that decides if all their hard work has paid off.

It’s not easy either. It requires you to listen to your prospects, understand their pain points, overcome objections , and explain all the features and benefits in a way that helps them accept your product or service.

More than 36% of salespeople say that closing is one of the most difficult parts of their job.

No doubt, sales reps are under a lot of pressure when it comes to closing a sale . But if they know what to expect, and prepare accordingly, it won’t be that challenging.

Here are some tried and tested techniques to help you prepare and easily seal the deal.

What do you mean by closing a sale?

While the term “closing a sale” sounds emotionless and distant, it is in fact a hugely emotional part of the sales process – for both parties involved.

• For the sales rep, you’re getting a prospect to agree to a deal and sign a contract. You’ve earned their trust and they will pay you for it.
• For the buyer, they are investing in you and your product. They are trusting you with their business.

But, you have to learn how to close.

Why? Because learning and implementing sales closing techniques helps you achieve your sales targets .

Here are 15 best sales closing techniques to help you.

15 Best Sales Closing Techniques

1. the “now or never” technique.

This is a traditional sales closing technique that invokes a FOMO or “fear of missing out” amongst customers. It creates a sense of urgency by adding “special, limited-time offers.” The goal is to give your client that extra nudge needed to move to a “yes.”

For example, you can tell them that only a few items are left in stock, and since it is a limited-edition product, they won’t be able to buy it later. You can also use trigger words like “last chance”, “ends soon”, “today only”, “don’t delay”, etc.

Example script:

I should let you know that we have a special [X%] discount available for those who signup within this week. I wouldn’t want you missing out on that.

Why it works

In general, we love having options . That’s why buyers keep evaluating products/vendors to find the best of the best deals.

But at the same time, we’re also wired to avoid losing out on things . And that’s why the now or never technique of closing sales works on the buyers who need just one more reason to make that decision.

The best time to use “the now or never technique”

If you sense that a buyer is convinced but is still delaying signing up, you can use this technique. However, make sure that you’ve established a value before offering a discount.

You can also ask your customers if they’re evaluating your competitors during the discovery call itself. It will help you negotiate with them or offer discounts accordingly.

For instance, LeadSquared CRM makes it easy for sales reps to enter dispositions and refer to them anytime to avoid any confusion later during the selling process.

2. The Options Technique

In this sales technique, you offer your client the possible and available options. It prevents the client from giving a binary yes-no response and allows them to explore options.

So, instead of offering a single product or a service, you ask them to choose from multiple options. But limit yourself to 2-3 options.

For example, you can ask the client if they would like a 3-month, 6-month, or 1-year subscription. However, do not ask if they want to buy a subscription or not, which will again invite a binary response.

Considering all your requirements, I think these two products would work best for you. Would you like to go with [X] or [Y] ?

Why this technique works

People prefer thinking that they chose to buy or not buy; they don’t want to be convinced into anything. By giving them options, in a way, you’re supporting their pride, which may lead to you winning the deal.

The best time to use it

When you see that the buyer is skeptical about usability, you can try this technique. Otherwise, you can also use this sales closing strategy when the buyer’s budget is a constraint. You can offer the basic version (instead of advanced/pro) to help them get started.

Note that people often feel that the more choices they have, the better their chances of finding a deal that will perfectly satisfy their needs. However, the more options they have, the less likely they are to make a decision at all.

That’s why, while using this technique, don’t offer too many options that will only confuse the buyer.

3. The Assumptive Close

This technique is based on the principle of self-fulfilling prophecy. That is, your belief in something leads to it coming true.

Here, the salesperson assumes that their offering matches the buyer’s requirements. So, the next step that remains is talking transactions.

For instance, you can directly ask when they would like to get started with the paperwork.

Example scripts:

When should we get started on implementation? When should I have this delivered? Do you want to go with [X tier] or [Y tier] ? Send me [X financial information] , and I’ll get the paperwork ready now. To whose name should I make the invoice? Do you want [upgrade] with this, too?

Why the assumptive close technique works

The assumptive close technique gives two choices to the buyer –  believe you or distrust you. But because of your/your brand’s reputation, they’re more likely to believe you. It prevents the client from thinking about the reasons why they should not get the product.

The best time to use this sales closing technique

If you think that your product/service is exactly what the client is looking for, you can apply this technique.

4. Giving a Discount

Discounts are the age-old trick for closing sales. Good deeds do not go unnoticed. Giving a discount will surely give your buyers one more reason to say yes.

Discounts can be of various types. For instance, free shipping, bonus, cashbacks, vouchers, etc.

If you commit today, I can get you an additional [X%] discount. If you sign up today, you can take priority in the implementation queue.

Everyone likes freebies, which is why this technique works. In fact, 93% of shoppers use a coupon or discount code all year round.

The best time to use this technique

If you can achieve your revenue targets while preserving your profit margins, use this technique.

Sometimes brands also use the discounting technique to capture a market share.

However, make sure you have (or get) the approvals before offering the discounts. Otherwise, refusing the offer later will create a bad brand impression.

5. Being Inoffensive

Some clients can be difficult to handle as they do not want to give up control. They stay stubborn with their “no,” but you can move that no to a “yes” with the right set of questions.

By being inoffensive (despite all the friction), you can guide them into signing the deal.

Follow this approach while being polite throughout.

• Reiterate their pain points
• Suggest that you have solved these challenges for a similar client.
• Show the results your clients have achieved with your service.
• Ask them if you can go ahead with the deal.

It will make the client rethink why they’re saying no. And because you’re being polite and helpful throughout, they may consider your offering.

As you can see, our  [product/solution]  is the right fit for your  [problems/challenges] . And that’s how  [other clients]  got over that hurdle. I recommend you do the same, and you’ll always be glad you did. So, shall we go ahead and get you signed up?

People tend to subconsciously decide what to do before figuring out why they want to do it.

This sales closing technique makes them recall their goals/challenges, how your offering fits into the picture, and that there’s no reason not to go for it.

If you could see that the deal is on the verge of going cold for no good reason, apply this strategy.

Being inoffensive helps you in one more way. You can get feedback about how you can tune your product or service to meet the demands of this set of customers.

6. The Sharp Angle Close

The Sharp Angle Close is also known as the “If I – Will You Close” technique.

This technique is applicable for clients who want to say “yes,” but on a condition. Usually, this condition is not a part of the deal.

For example, the client asks for an extra five percent reduction on interest rates for the house payment. This discount may not be a part of the deal, but you can close the deal by asking for something else in return.

You can say that you will provide this offer only if the customer agrees to finalize the purchase today. This method allows the prospect to feel like they won the deal. It also gets you a sale.

If we give [freebie] , would that convince you to sign the contract today? If you sign the contract today, I can guarantee we can do [special request the buyer asked for] . How does that sound?

It is a win-win situation for both clients and salespeople. While clients get an additional discount, sales reps get closer to achieving their quarterly (or monthly) revenue targets.

Salespeople use this technique mostly during quarter ends – when they have to close their revenue/sales targets.

7. The Backward Close Technique

Salespeople usually ask for referrals at the end of the sales process or when they receive a positive NPS.

In contrast, in the backward close technique, you ask for a referral beforehand – to increase their interest in your offering.

To make the most of this technique, offer a gift/reward in exchange for their reference.

I hope you’re happy with our  [solution/product/services] . Do you know anyone else in your network who could benefit from this solution? And to express our gratitude, we would like to offer you  [reward/referral bonus] .  Recently, we’ve launched a referral program in which we’re offering incentives to our referral partners.  [Reward details] I invite you to share your referrals who can benefit from our  [product/solution/service] .

The customer (whom you’ve asked for a referral) feels good being an altruist or simply enjoys the reward. Thus, in a way, fostering your relationship with them.

Also, 92% of consumers trust referrals from people they know. So, when you approach a buyer from a referral vs. yourself, you’ll have a better chance of winning the deal.

There are more reasons to use this technique.

The best time to use the backward close technique

You can use the backward closing technique when you sense that the buyer is not paying attention to you. It will help you gain back their interest by changing the flow of conversation.

8. The Needs Close

In this technique, you consult the client about how much they can save or how much ROI they will get by partnering with you. It is an easy way to show that your product has value for them.

If we implement by [X date] , I estimate you can start seeing ROI by [Y date] . That means we’d need to close by [X date] . Is that enough time for you to make a decision? I know you said you need to have a solution in place by [date] . Working backward from that day and factoring in implementation and training time, it looks like we’d need to have a signed contract by [date] to meet that deadline. Can you commit to that signing date?

The needs close technique works because you present the quantifiable values to the buyer.

The best time to use the needs close technique

When you see that your product or service directly addresses some of the major pain points of the prospect, but they aren’t sure how they’ll benefit from your product, use this technique.

However, don’t assume. Let the client state their needs. Once you have that list, check off the ones that your product/service can help with.

9. The 70/30 Rule

The 70/30 rule states how much the healthy balance of conversation should be. The customer should do 70% of the talking while the salesperson should do the rest.

Listening is the key to making good sales. It helps you understand the pain points of the customer.

According to Gong, the highest converting talk-to-listen ratio on B2B sales calls is approximately 43:57.

Although the 70/30 rule is not quite a closing technique, it can help you pick the right one.

Also, note that closes are phrased as questions and not statements. For instance, sentences that start with “I’d like to” or “Maybe, we can” aren’t closes. But questions that start with “Are you,” “Can you,” or “Will you” are. So be wise in the wordings you choose.

10. The “Ask for Opinions” close

In this technique, the sales rep asks the prospect about their opinion about the product. Probing for opinions is an effective way to sway the client towards a yes. Moreover, it can also be a great way to discover issues in the product or the service.

For example, you can ask them what they think about an insurance policy they have been looking at. Asking about opinions makes your client feel invested in the brand.

On a scale of 1-10, how likely are you to purchase our [product/service] ? [Answer from prospect] (If the score is close to 10) That’s great. Would you mind sharing what’s preventing you from giving it a perfect 10? (If the score is very low) That’s disappointing. Would you mind sharing some inputs on where our [product/service] seems to be lacking?

Listen to what your prospect thinks about your offering. If there’s any misunderstanding regarding features/solutions, clarify that.

Otherwise, if everything else checks out, but the score is still too low, understand that your product/service may not meet their requirements. If the score is good, propose the values that they get from your offering and other solutions that can resolve their problem as a whole.

People like to share their opinions. When you use this strategy while closing sales, the buyer feels they’re a part of the decision-making process. They believe that you’re not hard selling. Instead, you’re keen on benefiting them more. In short, Affirmation is the driving force in this closing technique.

You can use this technique in almost all scenarios. It helps you build rapport with the buyer.

11. The Question Close

In this technique, you try to uncover the client’s objections and create solutions for them. It builds upon the lead qualification process, where you try to gauge the opportunity to make a sale.

You can ask questions like, “Now that you have seen this property, does it solve all the requirements you have for your home?” If it is a yes, then you can move to close the sale. If it is a no, then you can ask how your solution fails to solve the challenges.

Did I answer everything you wanted to know? Do tell me if you have any other questions. No? Okay, great. Welcome aboard. I know you’re going to enjoy this as much as my other clients do. So, how would you like to pay for this today?

This technique works because it directs the buyer towards a purchase while keeping their needs and preferences in focus.

Use this technique when you want to address objections, but you also want to get a commitment.

12. The Objection Solicitation

In this technique, you ask questions that bring out any objections your client may have. Here, the salesperson asks very specific questions regarding the product. It helps the prospect to openly talk about the issues they may have with the product.

Let me answer this for you. [Handle objection] I hope this helps. Do let me know if there’s any other concern. I’ll be happy to discuss. Or [Name] , do let me know the reason why we shouldn’t proceed with this deal. If there’s anything I could do to help you decide, I’ll be happy to do so.

Both – buyers and sellers seek trust in the partnership. They tend to appreciate each other’s capabilities , understand each other’s businesses, and believe that their partners will stick to the commitments they make.

The objection solicitation technique promotes open communication (for anything or everything that might concern the partnership in the future), which is a must for building long-term relationships.

When a buyer presents objections, it means they’re interested in your product/service. However, they need some clarifications.

A pro tip: Respond to objections with questions. Top-performing reps often do this.

Note, this technique is also helpful for customers who have stalled the purchase process because of apprehension regarding the product.

13. The Ben Franklin Close

The concept behind Ben Franklin Close is to make a pros and cons list of your offering with the client and help them understand the benefits while considering their priorities and preferences.

There are four steps to Ben Franklin sales closing technique:

• Present the idea of making a pros-and-cons list.
• Let the client come up with a list of pros and cons. Offer guidance wherever required.
• Highlight other valuable pros they might not have considered.
• Ask thoughtful closing questions.

I understand you might want to give this some more thought. And given how important this decision is, I understand where you’re coming from. Still, you must understand whether the benefits of this [offering] outweigh the cons. Can we put together a comparison of those together to help you make a rational decision? [Carry on the discussion based on points 2 and 3] I hope we’ve considered all major obstacles. Is there any other reason not to proceed with this deal?

By letting buyers evaluate the pros and cons themselves, you eliminate their reasons for not buying the product.

Plus, the Ben Franklin close technique acts as a need vs. want checklist. If your offering covers all (or most of) their needs, you have a good chance of making a sale.

When the negotiation is not going in your favor, use this technique to reverse the course. You can also use this technique when the deal appears to be going south.

However, make sure that the pros outweigh the cons. As the client will make a decision based on which list is longer.

14. The Impending Event

This closing technique gives customers a hard deadline to make their decisions. You can reference policy changes or upcoming regulatory changes beyond your control that may prevent the customer from getting the current offer.

For instance, you can offer additional discounts, features, or services, flexibility in contract terms, and more.

But make sure your client gets approval from legal, accounting, and other departments to sign the deal by the said period. Otherwise, you would be making an unnecessary sacrifice for sale.

This offer expires on [date] . Can I get a commitment from you today itself? I know [resolving the problem] is a really big priority for your team. But I’m worried we won’t be able to offer [product/service] at this price because of [an impending event] . You would not want to miss this chance, and I hope you decide by [date] . I’ll keep the paperwork ready meanwhile.

Time constraints make people decide faster . The impending event technique makes use of this aspect of human psychology. By giving a tight deadline, it increases the chances of closing a sale.

When should you use this technique?

Salespeople generally use this technique during new product/feature launches. It helps them make sales and, at the same time, test the market-readiness to use that product.

Alternatively, this technique can be used when the buyer is delaying the contract for no viable reason.

15. The Summary Close

The Summary close is a common technique where you list how the product or service will benefit your prospect before you close the sale.

It is helpful for longer sales processes. Often, multiple departments will work on a single sale. So, the prospect will appreciate a summary and will even move closer to a yes reply.

Now that we have seen our [product/solution] covers your [challenges] , I hope you’re ready to move forward. I can send over the contract right now. Does that sound good?

This technique works because it helps buyers visualize what they are buying and how it will serve their needs.

You can use the summary close technique when you’re sure that the prospect understands the benefits you offer. Also, make sure that you’ve successfully answered objections before asking for a close.

Sounds easy, right?

Not so fast. Even though you now know how to close, there’s still a few mistakes we’ve seen sales reps make (ourselves included).

5 Mistakes to Avoid While Closing a Sale

Here are some of the basic principles that you should know before you apply any of these sales closing techniques.

Think of them as principles on what salespeople should never do.

1. Do not have poor communication etiquette . It includes chewing gum on calls, having background noise , or not speaking clearly. These can severely hurt the chances of closing a sale.

2. Do not jump to conclusions . If a prospect is unsure, it means that they have not decided yet. It does not translate to a yes or no. You can use the sales closing technique to move them to a yes, but do not assume.

3. Do not say you know something when you do not. If you are unsure about the aspect of the product or service you are selling, you can always check and let them know. Customers appreciate honesty.

4. Do not be defensive. This behavior is seen when it comes to pricing. Defending any aspect of the product/service may be a red flag for the prospect. A better approach is to highlight the values they get from your offering. You can also give logical reasons on why different customers choose different options.

5. Do not be negative. There will be rejections and objections while closing sales. That is why people have come up with different closing techniques. Be persistent and leave the door open for prospects to return.

Finally, here’s 5 practical tips you can use to help you close more deals, faster.

Sales Closing Best Practices

• Always target based on possibilities. Your chance of closing a sale increases when you pick the right prospects. Use CRM to understand buyer’s intent, use the appropriate closing technique, and your numbers will go up drastically.

2. Always prepare. Sales reps who make it look easy, are actually well prepared. Always check the client’s website, their LinkedIn profile, and other public profiles before you approach them.

3. Always Listen. Remember the 70/30 rule. You should spend 70% of the time listening to the prospect. It will help you understand their pain points and even gather valuable feedback.

4. Always be honest and ask for what you want. Be transparent about pricing and be truthful with any bad news. Also, share your intentions with the prospect up front. Ask for a sales appointment.

5. Always follow up. Assess your meetings with a follow-up communication such as a short phone call or email. Identify where you are doing poorly and keep improving your techniques.

Sales closing techniques are the important items in your arsenal. However, knowing how and when to use them is even more important. As you progress your career in sales, you may even develop your methods.

In Conclusion

In your sales career, you’ll come across a lot of different situations and clients. You cannot (and should not) follow a one shoe fits all approach. Knowing different techniques and strategies to make a sale is crucial.

But there’s one more thing that you must know – how to work more efficiently.

Probably, you’ll not be closing sales daily. Some days you’ll be waiting for a revert on a proposal, while on other days, you’ll be negotiating.

So, how will you track multiple leads in your sales pipeline ?

A simple solution, trusted by several leading organizations like BYJU’S, Allstate, and more, is LeadSquared CRM .

Its SmartViews feature helps you keep a tab on all ongoing activities, tasks due, lead stages, and more in a distraction-free manner. The following gif illustrates this.

To see this feature in action and what else you can achieve with LeadSquared,

Personalization trumps rigidity. Here are some tips: 1. Use scripts as a framework, not a crutch:  Scripts provide a foundation for your sales pitch, but personalize the language and adapt it to your conversation with the prospect. 2. Practice and internalize the key points:  Practice your delivery beforehand to ensure it sounds natural and conversational. Internalize the key messages rather than simply memorizing lines. 3. Focus on building rapport and listening:  Don’t rush into the script. Focus on building rapport with the prospect, actively listen to their needs, and tailor your script accordingly to address their specific concerns.

Track and adapt. Here’s what to monitor: 1. Win rate and close rate:  Track the percentage of sales calls that convert into closed deals. Analyze which closing techniques and scripts seem to be most effective in driving positive outcomes. 2. Customer feedback:  Gather feedback from customers about their buying experience, including their perception of your sales approach and closing techniques. Use this feedback to refine your scripts and techniques for future interactions. 3. Call recordings and role-playing:  Review call recordings and conduct role-playing exercises with colleagues to identify areas for improvement in your delivery and application of closing techniques within your sales scripts.

Success is multifaceted. Here are some additional factors: 1. Confidence and enthusiasm:  Project confidence and genuine enthusiasm for your product or service. Your belief in its value will translate to the prospect and increase their likelihood of buying. 2. Active listening and empathy:  Focus on actively listening to the prospect and demonstrating empathy towards their needs. This builds trust and positions you as a trusted advisor, not just a salesperson. 3. Building urgency and scarcity:  (Use ethically) Create a sense of urgency or highlight limited-time offers strategically to motivate prospects to take action without pressuring them into rushed decisions.

Nidhi is a content writer/editor at LeadSquared. She works closely with sales professionals and senior management to bring their outlook into her write-ups. Connect with her on LinkedIn or write to her at [email protected].

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How to Close a Sale (6 Sales Closing Techniques That Work)

There’s no one way to close a deal, but these tips will help you create a winning game plan.

Jen Gustavson

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Ah — that sometimes elusive, but always thrilling moment when you close a deal. That’s why we’re all here. We love to help customers, chase new challenges, and in the process, hit those numbers. But sales is an art, and like art, its style changes over time. That’s why we’ll move past outdated and ineffective sales closing techniques in this article and talk to sales experts to get the nitty-gritty of what it means to close like a boss in today’s world.

Table of Contents

What is sales closing, what are the most common sales closing techniques, how do you improve at closing, what sales closing mistakes should you avoid, close faster with the help of ai.

See how the AI-powered insights of Sales Cloud can identify next best actions that get you to the win faster.

Sales closing, or getting a prospect to agree to a deal and sign a contract, is how reps make their quota and how businesses grow revenue. 

It represents the culmination of all your efforts. You put in the time and made a strong case for why your solution can alleviate the prospect’s pain points. Now that you’ve popped the question with a (sales) proposal , it’s time to find out if this prospect is ready to commit. 

Getting to that yes takes a lot of patience and persistence. Prospects will often say no before they get to a yes. The problem is, many salespeople give up before they reach that yes. 

As we’ll explain further, sales closing isn’t the only stage of the pipeline that matters, but it is absolute. You either close or you don’t. The make-or-break nature of sales closing can make it one of the most stressful aspects of selling, but it doesn’t have to be.

“Fundamentally, closing a deal should be the easiest part of a sales cycle,” said Jay Camp, a strategic account director for large enterprises at Salesforce. “There are a series of key milestones you have to hit in order to be in a position to close a deal. If those key milestones are done well, closing is the easy part because the work’s already been done.” 

There’s no one way to close a sale. Your approach will shift based on the prospect with whom you’re engaging and what their needs are. But this curated list of tried-and-true methods provides a template of what strategies to deploy and when. 

Assumptive Close 

This is a true power move that requires confidence in yourself and your product. In the assumptive sales close, you move forward under the assumption that the prospect wants to buy and that the deal is pretty much done. Instead of asking them if they’re ready to buy, you’ll ask how many products they would like or when the solution could be implemented. The key here is to be assertive without being aggressive, which can ruin the rapport and scare the prospect off. It’s also important to make sure the assumptive close happens right after you’ve driven home the benefits of your offer so it’s fresh in the prospect’s mind. 

Puppy Dog Close 

This sales closing technique comes from the idea that if a pet store offered to let you “test a puppy out” and take it home for a few days, you would fall in love with it and never return it. In a puppy dog close, offer a free trial of your product with no strings attached. The hope is that the prospect finds your product so indispensable that after their little test drive, they can’t bear to part with it. 

Scale Close 

This is also referred to as the gauge close. You take the prospect’s temperature by simply asking them point-blank how interested they are in your product. (Ex: “On a scale of one to 10, with one being ‘Let’s end this conversation now’ and 10 being ‘Let’s get this solution implemented on Monday,’ how likely are you to move forward with purchasing?”) The scale close does two things: It lets you know if you’ve been effectively communicating the value of your product and also gives you an opportunity to address any objections they might not have shared with you.

“I would say that curiosity is key. You need to always be asking questions,” said Francois Carle, a strategic account executive at Schneider Electric who has worked in sales for more than 20 years. “You need to be curious about what they’re trying to achieve and drill down into what their challenges are. The risk of a conversation going nowhere is strong if you aren’t listening.”

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Scarcity Close 

Also known as the now-or-never close, the scarcity sales close leverages good old-fashioned FOMO (fear of missing out) to get a prospect to buy. You sweeten the deal with a discount or an added benefit to the prospect, but only if they act now and make a purchase. This mainly works when the prospect is sincerely interested in buying, but needs a small nudge to get to yes. 

Takeaway Close

This technique capitalizes on people’s desire for things that they can’t have, also known as reverse psychology. Note that your solution “might not be a good fit” for them or that their company “may not qualify for your solution like other companies have.” The takeaway close is effective because you’re doing the opposite of what a salesperson typically does, which is sell, so the prospect doesn’t expect it. Similar to the scarcity close, this tactic only works if the prospect has already established interest in your product but hasn’t pulled the trigger on buying. 

Summary Close 

Sales cycles can be long, especially for B2B selling. A prospect who’s juggling conversations with different vendors about different products might not remember all the great things your solution has to offer. In a summary sales close, you review the features of the product and how it will help meet their needs. It gives the prospect one more time to really envision what your product might accomplish for them before making a decision.

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Okay, so you know a lot of the proven techniques. How do you build on this foundation and get better at sales closing? Here are a few pointers to keep top of mind when you’re trying to reel in the deal. 

✅ Know the customer

Selling shouldn’t feel like selling. It should feel like helping, because that’s ultimately what you’re doing. The consultative approach will always beat the transactional approach, especially in B2B selling. Use discovery calls and your own research to know the customer inside and out. What are their pain points? How does your solution address them? Are they an ideal fit for your solution? This personalized approach builds trust, and at the end of the day, successful selling is all about relationships . 

✅ Know their objections

Preparation is half the battle. Your prospect will naturally have objections about why this isn’t the right time for them to buy. A very common one is pricing. What’s the competitive advantage of your tool that offsets the cost? Be ready to go with solid answers to whatever pushback they might have. This makes you look more knowledgeable about the prospect and the product. 

✅ Know the decision maker

Are you talking to the right person? If not, how do you get to the right person? So much of sales closing requires getting the correct people in the room who have the power to call shots. You’ll want to suss this out earlier on in the sales process when you’re qualifying leads. Don’t spend too much time communicating the value of your tool to the marketing manager if the person holding the purse strings is the vice president of marketing.

✅ Know when to fold ‘em

Sales representatives don’t close every single opportunity in their pipeline. That means a lot of the prospects that come your way may not become customers. It’s also possible a small percentage of leads could bring in a lot of your revenue, which means you don’t have to pursue those unlikely to close. Knowing when to move on is critical. Don’t dwell on prospects that have shown no interest in closing. You’ll lose sight of more promising opportunities.

“Every deal, whether it’s a win or loss, has something you can learn from. It’s an opportunity to reflect on how you can evolve both in process and strategy,” said Kelly Myers, an account executive at Salesforce who specializes in enterprise-level deals. 

✅ Know you’re part of a team

Combined expertise will outweigh one person’s expertise every time. When you’re facing hurdles, lean on your collaborative tools like Slack to connect with your fellow reps or your sales managers in real-time so you can decide your next move as a team. We recommend even creating deal-specific channels in Slack that can act as a repository of knowledge and support for high-level opportunities. 

“You’re going to win 10 times more as a team than you are as an individual,” said Myers. “There will be a lot of times when you don’t have the answers, and that’s okay. It’s important to know you have a team that will do everything in their power to help you deliver what the customer needs.”

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Experience can be the best teacher when it comes to knowing what not to do.  Here are common pitfalls that the smartest salespeople have learned to overcome. 

❌ Going in for the hard close

Pressure selling is out, empathy selling is in. When you come out early with an ask for the sale and then keep aggressively asking before you’ve even truly established your product’s value, it shows little consideration for the buyer. It makes it appear as though you’re speeding through the sale to meet your quota, and it’s off-putting. After all, selling isn’t about you , it’s about them . 

“I don’t think the hard sale has any place in today’s market. I always tell people sales is not about ‘selling’ or convincing anybody of anything. It’s about helping people solve problems or achieve goals,” said John Barrows, the CEO of JB Sales, a sales training firm. 

❌ Not asking for the sale

An important thing to remember when closing? Ask for the sale. Inertia can be a difficult thing to overcome when working with prospects. Many waffle when faced with multiple vendors and put off making a final purchase decision. If you tell them to “take some time to think about it and circle back,” you may never hear from that person again. After you’ve effectively communicated why your product is a fit and they’ve reciprocated interest, sometimes it’s powerful to simply ask if they’re ready to buy. If they balk, that’s your cue to ask more questions about their needs.

❌ Only closing at the end

How do you know when it’s the right time to close? How do you avoid closing too early? Too late? This is a bit of a trick question. There is no singular moment when you go in for the close because, if you’re wise, sales closing is something that happens throughout the sales process. The prospect signing on the dotted line is more of a natural conclusion, not an event.

“Closing should happen at every stage of the sales process. You’re closing for the next steps, you’re closing for meetings. It’s ongoing,” said Barrows. 

Sales closing techniques: next steps

“Always be closing” used to be a common saying in sales. That’s shifted to “Always be connecting.” You should always be studying your prospects and adapting your approach to match their expectations and their needs. Similar to chess, your first moves often determine your final ones. When the rest of the sales process has been strategic and focused, sales closing becomes less of a conquest and more of a collaboration between you and the buyer. 

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Jen Gustavson is a writer from Salt Lake City, now living in Brooklyn, New York. Her 15-year writing career spans print journalism, consumer brand work, B2B content strategy, marketing and creative agency leadership, and beyond.

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10 Best Sales Presentations To Inspire Your Sales Deck [+ 5 Tips]

Published: August 17, 2022

While many salespeople focus on making their sales decks flashy, fun, and exciting, they do little to ensure that their presentations address the prospect's top concerns and offer an irresistible solution.

As a result, many presentations are met with wishy-washy responses that drag along the sales process and waste valuable time.

What does a great sales deck look like? We'll take a look at some of the best, and provide tips for creating your own stellar sales deck and presentation.

What is a sales deck?

A sales deck is a slide presentation (e.g., PowerPoint, Keynote, etc.) used to supplement a sales pitch. The sales pitch, given by a salesperson to a prospect, often includes an overview of the product or service, offers a value proposition and solution for the prospect, and includes examples of success stories from other clients.

The primary purpose of a sales deck and presentation is to introduce a solution (ie, your pitch ) that ultimately leads the prospect to purchase from your company.

If you've done everything right during the discovery process — digging deep into your prospect's challenges and understanding exactly what they need — only to get a noncommittal response, then your presentation needs some major adjusting.

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Sales Deck vs Pitch Deck

A sales deck is a pitch meant to convince a prospect to make a purchase by showcasing your product features, benefits, and value proposition.

A pitch deck , on the other hand, is usually created for investors who want to learn more about your company, vision, products, financials, and target audience. Think of the pitch deck more like a synthesized version of your business plan.

Ready to see some sales deck examples? Here are a few of the best, in no particular order.

Sales Deck Examples

• UpstartWorks
• Attention Media
• Leadgeeks.io

1. Leadnomics Sales Deck by Katya Kovalenko

Leadnomics has done something few companies successfully do in presentations: Showcase their brand identity.

The internet marketing agency hired a designer to create a sales deck that reflected their sleek, techie brand.

So while prospects learn about Leadnomics and what it offers, they can also get a peek into what it represents as a brand.

2. UpstartWorks Sales Deck by BrightCarbon

This slide deck for UpstartWorks starts with an image of the road to success, followed by a value proposition and a list of benefits buyers can enjoy from working with the company. They provide an overview of what they deliver to customers, who their clients are, and the results their customer base has seen.

The sales deck touches on all the key points a sales presentation should cover. And when it includes graphics and logos, they are clearly organized and not cluttered.

3. QS Sales Deck by BrightCarbon

QS , a platform that ranks colleges and universities, effectively uses icons and visuals throughout its sales deck to communicate its messages. At just a few slides, this is one of the shortest sales decks featured on this list.

If you’re going to make your sales deck short, make sure the information you include gets straight to the point, and be sure to front-load the most important information.

In terms of content, QS showcases its features, value proposition, and client impact.

4. Attention Media Sales Deck by Slides

Attention Media , a B2B creative agency, hired a presentation design agency to create a sales deck that features statistics and reasons businesses should work with them.

Key figures and messages are either in a bold, large, or bright font to make them stand out from the rest of the text.

While their slide deck is on the shorter side (the typical presentation is around 10 to 15 slides ), they include intriguing visuals and statistics that grab attention and keep viewers interested.

5. Freshworks Sales Deck by BrightCarbon

Freshworks is a B2B software platform that promises an all-in-one package for businesses. Its sales deck emphasizes simple text and organization. The problem and solution are introduced using graphics, which makes the text easier for readers to prioritize.

They include a dedicated slide to their mobile app, one of the product’s key differentiators and most salient benefits. The following slides provide a step-by-step walkthrough of how customers are onboarded and what they can expect on a regular basis.

Since the slides aren’t text-heavy, the salesperson can easily elaborate and answer any questions the prospect might have.

6. Soraa Sales Deck by BrightCarbon

Soraa , a lighting company, starts its sales deck with a visually appealing table of contents that contains three items: “Quality of light,” “Simply perfect light,” and “Why Soraa?”

The brand then dives into what its prospects care about most: How the light will look in their spaces and how they can apply Soraa’s offerings to their specific use case. It sprinkles in the benefits of using Soraaa as a lighting supplier. And it does this all while maintaining its strong branding.

7. Planetly Sales Deck by OCHI Design

The first thing Planetly does in its sales presentation is present an eye-catching statistic about customers wanting more eco-friendly brands. Then, they present the reasons behind that data.

The deck doesn't overwhelm prospects with too much text, opting for more graphics and visuals instead. It introduces a hard-hitting stat about the problem their prospect is facing, engages them by asking a question, and provides a solution to the issue.

The slide deck continues to outline specific product details and what sets the solution apart from others, ultimately leading to a slide that represents the expected outcome for the prospect.

8. MEOM Sales Deck by Katya Kovalenko

What you’ll first notice when scrolling through MEOM's sales deck is that it’s straightforward and easy to scan.

The brand kept it simple with their deck, making it easier for consumers to take in the information. Too often, companies overload their decks with information, and by the end of the presentation, consumers can’t remember anything.

On every slide, MEOM has one main message with supporting information in smaller font. In addition, the brand incorporates a detailed look at one of its staff members — a powerful tool when trying to attract consumers.

9. Leadgeeks.io Sales Deck by Paweł Mikołajek

Sometimes, the best way to explain a concept is through a series of process maps and timelines. In this sales deck, Leadgeeks.io takes this approach to explain its product process and onboarding process.

This method helps consumers visualize how this software will help them reach their goals and how they can adopt it at their business.

10. Accern Sales Deck by Katya Kovalenko

Similar to Leadnomics, software company Accern puts its branding at the forefront of the sales deck.

In addition to the use of design to make the sales deck stand out, Accern also highlights customer case studies in its deck, another form of social proof that shows the success other customers have found with this tool.

Each of these presentations provides a general overview of the products, problems, and solutions, and they can easily be tailored and customized to each prospective company. A custom presentation not only piques the prospect's interest but also increases the likelihood that they'll buy from you.

Curious as to how you can word your presentation during your meeting with prospects? Below, we go over the best examples we’ve seen so far.

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Example Sales Presentation

While there are plenty of videos online on how to deliver a sales presentation, there aren’t quite as many live sales presentations to watch.

That’s because sales presentations are delivered in the privacy of a meeting between the sales rep and the prospect, and are often not recorded with the intention of sharing online.

As a sales rep, though, you have an excellent resource for inspiration: explainer videos. Companies publish explainer videos to pitch their products to qualified leads. (Sound familiar?) Use the below examples to hone your own pitch to buyers, and pay close attention to the structure of each video.

This explainer video for Leadjet starts with an urgent problem: Finding leads on LinkedIn and moving them to a CRM loses valuable time and minimizes lead opportunities. Leadjet then presents its product as the solution.

The video jumps into the benefits users can enjoy, such as synchronizing conversations over both your CRM and LinkedIn, keeping the lead status updated, and adding custom details. In this video, Leadjet follows the ideal sales presentation structure: problem, solution, and benefits.

2. Node Influencer App

The Node influencer app allows small business owners to connect with influencers on social media. It starts its video with a simple question: “Looking to promote your brand with social influencers?” The presentation effectively identifies and addresses the target market before pitching the product to viewers.

This presentation is more tutorial-based, making it ideal inspiration if you’re creating a sales deck for someone who’s closer to making a decision. People most often want to see actionable demos when they’re ready to choose a provider.

This explainer video from Upsend, a former customer service software, begins with a problem: Most customers want instant responses to their queries, but customer service systems can be expensive for new companies. Enter Upsend.

The presenter addresses the target market — startups and small businesses — while assuaging their concerns about budget. In addition, it covers the most important features of the platform and the end result for the user. If Upsend were still available, this would be a product a new business would immediately want to add to their tech stack.

4. Algoplanner

Within a few seconds of the start of this presentation, Algoplanner drives home the critical urgency of adopting a supply chain software. It uses a scary number to pull your attention, citing a possible “loss of millions of dollars” if you fail to adopt the right tool.

It then introduces its product with a breakdown of what the software can do for users. Plus, it provides powerful stats to back up its claims, including that users can reduce automation development costs by 80%. The call to action at the end is powerful and simple, telling viewers to schedule a demo.

Sales Deck Presentation Tips

Ready for your presentation? Sticking to these five simple sales presentation guidelines, recommended by Marc Wayshak , will help you blow your competition away while dramatically increasing your chances of closing the sale.

1. Lead with solutions.

Have you ever met with a prospect who was excited about your product or service – and used your presentation to keep on selling? This is called over-selling, and it's the leading cause of death for sales presentations.

When you start your presentation, first lead with solutions. Don't talk about the benefits of your product's features or tell the prospect how great your company is.

Simply dive into how you're going to solve the deepest frustration your prospect is facing right now.

2. Incorporate case studies.

Once you've addressed the specific solutions you can provide to the prospect, it's time to add some color to your presentation.

Turn your sales presentation into an engaging story by sharing case studies of similar prospects and the results they've achieved with your help.

This step is important for building trust and credibility with the prospect. At the same time, case studies bring your solutions to life in the real world, making your presentation more engaging.

3. Ask for feedback throughout.

Most presentations are a one-way monologue by the salesperson. This approach is boring – and it's certainly no way to connect with a prospect.

Instead, ask short questions throughout your presentation like "Does that make sense?" or "Can you see how this would work for you?" Asking for feedback periodically ensures your prospect stays on the same page.

4. Welcome interruptions.

If you want to close more sales, you have to care about what your prospect is thinking throughout your presentation.

Any interruption is the perfect opportunity to find out. Whenever a prospect interrupts you – either with a verbal remark or subtle shift in their facial expression or posture – stop immediately.

Acknowledge the interruption, and welcome the opportunity to explore it with the prospect. Never ignore signals just to stay on a roll and conclude your point. Invite prospects to ask their questions or share their concerns.

The opportunity to respond to those concerns is always more valuable than whatever you were about to say.

5. Wrap it up quickly.

Your presentation should be ASAP: as short as possible.

It's natural for salespeople to get excited about what they have to share, but this causes most of them to ramble on for far too long.

Prospects only care about themselves and their challenges. Present the information they'll be interested in and nothing more.

Practice your next sales presentation with a colleague or friend and ask for their honest feedback on its length.

Sales Deck Template

Ready to start creating your own sales deck? Get started with these free templates .

It includes ten Powerpoint templates, each with a different focus.

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How to find a sales deck template.

Haven’t found what you’re looking for? Here are additional resources to find a sales deck.

This presentation platform allows you to pick from hundreds of templates and fully customize the template you choose. The best part? It’s free and offers premium packages for teams who want analytics, multiple users, and live video collaboration.

On this graphic design platform, you can search through countless presentation templates and customize them. Canva also offers extensive collaboration features, such as file sharing and commenting.

Get Inspired With These Sales Presentations

When delivering a sales presentation to a prospect, you can do so with the knowledge that thousands and millions of others have been in the same position as you. Luckily, we can see their work online to guide our sales deck creation process. Use these decks to structure your own, and you’ll be well on the road to closing more deals and exceeding your quota.

Editor’s Note: This post was originally published in April 2019 and has been updated for comprehensiveness.

Don't forget to share this post!

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Sales Closing Techniques: 17 Best Techniques In 2023

Closing a sale is one of the most important skills for any salesperson to master. But with so many different sales closing techniques out there, it can be overwhelming to know which ones to use. In this blog post, we've compiled the 17 best sales closing techniques to help you close more deals and increase your revenue in 2023.

Closing a sale is important for your success in sales, whether you're experienced or new. However, choosing the right techniques for each situation can be challenging.

This article has the 17 best sales closing techniques that work in different situations. We'll cover all the techniques, from assumptive close to apology close, to help you close more deals and earn more money in 2023.

What Is Closing The Sale?

Closing the sale is when a salesperson convinces a customer to buy something. It's the last step in the sales process where the deal is sealed and the customer agrees to make a purchase.

Closing the sale requires effective communication, persuasion, and addressing any concerns or objections the prospects may have. It is the culmination of building rapport, understanding the customer's needs, presenting the product or service's benefits, and guiding them toward making a confident buying decision. The salesperson aims to achieve a positive outcome and successfully complete the transaction by employing various sales tools and strategies.

What Are Sales Closing Techniques?

Sales closing techniques are strategies and approaches sales professionals use to persuade prospects to purchase. These techniques are employed at the end of the sales process to "close the deal" and secure a sale. They involve specific actions and tactics designed to overcome objections, address concerns, and convince the customer to commit to buying a product or service.

Sales closing techniques are methods used to finalize a sale. Two common techniques are the assumptive close and the trial close. In the assumptive close, the salesperson assumes the prospects are ready to buy and starts filling out the paperwork. In the trial close, the salesperson asks questions to understand the customer's interest and if they are likely to buy. These techniques are aimed at influencing the customer's decision-making process and ultimately achieving a successful sale.

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17 Best Sales Closing Techniques

Mastering the art of closing a sale is a critical skill for any successful sales professional. It's the moment that determines whether all your hard work in the sales pipeline will pay off or fall short. The 17 Best Sales Closing Techniques are given below.

1. Assumptive Close

The Assumptive Close is one of the key sales closing techniques commonly used in the B2B (business-to-business) sales funnel. It is to assume that the customer is ready to make a purchase. Instead of directly asking if the customer wants to buy, the salesperson assumes the sale and proceeds with the necessary steps to finalize the transaction.

This technique is based on the belief that by assuming the prospect's positive response, the salesperson can subtly guide them toward completing the purchase. For example, the salesperson might say, "Shall I go ahead and prepare the contract for you?" or "When would you like us to schedule the delivery?"

When a salesperson assumes the close, it means they act as if the sale is already happening. This makes the customer more likely to agree and buy the product or service. It's especially effective in business-to-business sales.

2. Trial Close

The Trial Close is a way to ask questions or make statements to see if the customer wants to buy. It helps the salesperson get feedback, address concerns, and guide the customer to decide. In business, it's helpful for understanding customer needs and making sure the solution fits.

For instance, a salesperson might ask, "How would implementing this product/service impact your team's efficiency?" or "Can you envision this solution solving the challenges you mentioned earlier?" These trial close questions prompt the customer to evaluate the benefits and envision the value of the product or service, increasing their likelihood of making a positive buying decision.

By incorporating trial closes, sales professionals can proactively engage with customers, address any remaining doubts, and ultimately guide them toward closing the sale in a B2B context.

3. Visual Close

Visual Close is a compelling sales closing technique that appeals to the customer's imagination and visualization skills. Instead of just using words, the salesperson shows things or tells stories to help customers imagine how the product or service will make their life better or fix their problem. This makes the customer feel more connected to the product and understand its value.

Imagine a person who sells vacations. They might talk about the amazing sights you'll see, the fancy places you'll stay, and the unforgettable things you'll do. By painting a captivating picture, the salesperson stimulates the customer's desire and increases the likelihood of closing the sale. The visual close uses pictures to make customers remember and decide to buy something because they can imagine how it will be.

4. Empathy Close

Empathy Close is one of the highly effective sales closing techniques that revolves around understanding and connecting with the customer's needs, concerns, and emotions. It involves actively listening to the customer, putting yourself in their shoes, and demonstrating genuine empathy towards their situation. By truly understanding their challenges and pain points, the salesperson can build a strong rapport and establish trust.

The empathy close focuses on addressing the customer's specific needs by proposing a solution that directly caters to their requirements. This technique emphasizes building a relationship based on trust and providing personalized solutions that resonate with the customer.

By showcasing empathy and understanding, the salesperson enhances the chances of successfully closing the sale while fostering a positive customer experience.

5. Hard Close

The Hard Close is the most direct and assertive among sales closing techniques that emphasizes a straightforward approach. Unlike other closing techniques that rely on building rapport and empathy, the hard close takes a more direct and persuasive stance. It involves using clear and concise language to ask for the sale without beating around the bush.

The salesperson may confidently state, "Based on our discussion, I believe this product/service is the perfect fit for you. Are you ready to make the purchase?" The hard close is ideal for customers who prefer a no-nonsense approach and appreciate directness. It aims to eliminate any ambiguity and encourages the customer to make a prompt decision.

While the hard close may seem more assertive, it can be effective in situations where the prospects are already inclined towards the purchase and require a gentle nudge to finalize the transaction.

6. Summary Close

The Summary Close is a persuasive sales closing technique that involves summarizing the key benefits and features of the product or service to reinforce the value proposition. It serves as a final opportunity to highlight the customer's needs and how the offering meets those needs. The salesperson recaps the main points discussed throughout the sales process, emphasizing the benefits that resonate most with the customer.

The salesperson reminds the customer of the important reasons to buy the product. This helps the customer understand the value and make a decision. Summarizing the key selling points is helpful, especially when the customer needs a reminder of the benefits before deciding.

By restating the important aspects, the salesperson can help the customer solidify their choice and overcome any lingering doubts. The summary close allows for a concise and impactful sales rep, increasing the chances of closing the sales successfully.

7. Analytics Close

The Analytics Close is a persuasive and popular closing technique that leverages data, metrics, and analytics to make a compelling case for the product or service being offered. This technique involves presenting factual information, statistical evidence, and quantitative data to demonstrate the value and effectiveness of the offering.

The salesperson shows the customer how the product can help them in simple and clear ways. They use numbers and facts to prove that the product is worth it. This makes the customer feel more confident and gives them proof that the product will be beneficial for them.

The analytics close is particularly effective when dealing with analytical or data-driven prospects who rely on concrete evidence to make decisions. It appeals to their logical reasoning and rationalizes the value proposition, making it more compelling and convincing.

8. Soft Close

Soft Close is a subtle and gentle sales closing technique. It focuses on building a relationship of trust and understanding with the customer. Unlike more assertive approaches, the soft close aims to guide the customer toward a buying decision without applying direct pressure.

Instead, the salesperson uses open-ended questions to encourage the customer to reflect on their needs and desires. They may ask, "How do you envision this product/service improving your daily operations?" or "What benefits do you see in implementing this solution?" By engaging the customer in a thoughtful conversation, the salesperson allows them to explore the potential value and benefits of the offering.

The soft close emphasizes active listening and empathetic communication to create a comfortable environment for the customer to express their thoughts and concerns. This approach helps build rapport and allows the customer to make a confident and informed decision. The soft close is effective when dealing with customers who appreciate a more consultative and collaborative sales process, where their input and insights are valued.

9. Scarcity Close

Scarcity Close is said to be one of the best sales closing techniques that leverages the principle of scarcity to motivate customers. It capitalizes on the fear of missing out and creates a sense of urgency by emphasizing limited-period offers.

Highlighting the exclusivity or limited quantity of the product or service, the salesperson creates a desire for immediate action. For example, they might say, "We only have a few pieces left in stock, and they're selling quickly. If you don't secure your order now, you might miss out on this amazing opportunity."

When the sales team says something is scarce, they make the customer feel like they need to act quickly or they might regret it. This works because it makes the customer think the thing being sold is valuable and they might miss out on a good deal. But it's important to be honest and fair when using this technique, and only say something is scarce if it really is or if the offer is only available for a limited time.

10. S.A.R.B Close

The "S.A.R.B" Close is a helpful way to convince customers to buy something. It has four important parts: Solution, Advantages, Recap, and Benefits. First, you present a Solution that fits their needs. Then, you talk about the Advantages they'll get from buying. Next, you Recap the important points to remind them. Finally, you emphasize the Benefits they'll enjoy if they make the purchase. Overall, the S.A.R.B Close is a flexible and effective technique for selling.

To be successful in sales, professionals should follow a thorough plan. This helps them understand what customers want, demonstrate the benefits of their product or service, and make customers feel a strong desire to buy. The S.A.R.B Close is a useful technique that can be customized for different sales presentations. It helps salespeople confidently approach the final stage of the sales process and achieve a favorable result.

11. Take-Away close

The Take-Away Close is a persuasive sales closing technique that involves temporarily removing or limiting access to a product or service to create a sense of urgency and desire in the customer. This technique plays on the fear of missing out and triggers the customer's motivation to take action.

The salesperson might say, "Sorry, but it seems like this product/service might not be right for you now." They imply that there's not much of it available, which makes the customer want it more. The goal is to make the customer value the product or service even more by temporarily not offering it, which increases the chances of making the sale.

12. Puppy Dog Close

The "Puppy Dog" Close is a good way to convince people to buy something. It works by making them feel emotionally connected to the product, similar to how someone feels attached to a puppy they adopt. The idea is that when customers try the product, they'll want to keep it, just like they would want to keep a puppy.

It involves offering a trial or demonstration period where the customer can use or experience the product with no commitment.

The "Puppy Dog" Close helps customers understand the product's value and benefits in their own environment. It makes them feel attached and familiar with it. The goal is to make customers emotionally invested during the trial and choose to keep the product afterwards. This works well for products/services that need hands-on interaction to be fully appreciated.

13. Option Close

Option Close offers a strategic approach to addressing diverse customer requirements and overcoming potential objections. It allows the salesperson to tailor the presentation by highlighting different features, pricing packages, or variations of the product or service. This not only enhances the customer's engagement but also provides them with a sense of customization and personalization.

Furthermore, Option Close helps mitigate decision paralysis by breaking down complex choices into more manageable options. It alleviates the customer's concerns and uncertainties by giving them a clear framework for comparison and evaluation. By providing a structured set of choices, the salesperson guides the customer toward a decision while ensuring that their unique preferences and priorities are addressed.

The beauty of Option Close lies in its ability to adapt to various sales situations. Whether it's choosing between different product models, service tiers, or pricing plans, the technique remains effective in helping customers navigate their decision-making journey.

14. Minor Point Close

The Minor Point Close is a sales training method that uses a small detail about a product or service to convince customers to buy it. The salesperson focuses on this specific feature and its benefits to make the customer feel a sense of urgency and importance.

This technique takes advantage of the "foot-in-the-door" principle by grabbing the customer's attention and gradually introducing other selling points. Using storytelling and personalization, the salesperson builds a connection and trust with the customer, ultimately motivating them to take action and achieve a successful sale.

15. Now or Never Close

The "Now or Never" Close is a highly effective sales tactic that strategically capitalizes on the psychological principle of urgency to propel customers into immediate action. By skillfully emphasizing the time-sensitive nature and limited availability of the offer at hand, sales professionals adeptly ignite a sense of imminent importance within the customer's mind.

This technique artfully taps into the innate fear of missing out, urging customers to swiftly make a purchasing decision to secure exclusive benefits or capitalize on a limited-time opportunity that may not be replicated in the future.

By deftly communicating the compelling value propositions and exceptional advantages of the product or service, while concurrently underscoring the pressing urgency associated with the current offer, salespeople expertly motivate customers to swiftly take action and seize the proverbial day before it's too late.

16. Question Close

The Question Close is one of the effective sales techniques that employs strategically crafted questions to guide customers toward making informed buying decisions. By skillfully posing thought-provoking inquiries, sales professionals engage customers in active dialogue, leading them to recognize the inherent value and benefits of the product or levels of service being offered.

Through open-ended questions that encourage direct answers, salespeople gain valuable insights into customers' needs, preferences, and pain points. This consultative approach fosters trust and collaboration, allowing the salesperson to tailor their definite answer and address any concerns or objections.

Ultimately, Question Close enables customers to arrive at their own conclusions and realize the compelling reasons for making a purchase, resulting in successful sales conversions.

17. Apology Close

The Apology Close is a valuable sales technique that focuses on acknowledging and addressing customer concerns with sincerity and empathy. This approach involves actively listening to the customer's feedback, objections, or complaints and genuinely expressing regret for any negative experiences they may have encountered.

By taking responsibility for any shortcomings or misunderstandings, the salesperson aims to establish trust and rapport with the customer. The Apology Close goes beyond a simple apology by offering appropriate solutions or alternatives to address the customer's concerns effectively.

This technique demonstrates a commitment to customer satisfaction and can help overcome objections, ultimately leading to a successful sale and the potential for a long-term customer relationship.

Sales closing techniques are essential to master if you want to succeed in sales. Whether you are a beginner or an experienced salesperson, these techniques can help you close more deals and increase your revenue. Remember, the key is to build rapport, understand your prospect's needs, and provide value. With practice and persistence, you can become a master at closing sales and achieving your goals.

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Frequently Asked Questions

What are closing skills.

Closing skills refer to the techniques and sales approach utilized by sales managers to successfully finalize a sale. These skills involve effectively addressing objections, overcoming customer hesitations, and securing a commitment to purchase. By employing persuasive communication, active listening, and strategic negotiation, salespeople can navigate the final stages of the sales process and achieve the desired outcome of closing the deal.

What Are The 4 C's Of Closing Sales?

The 4 C's of closing sales are Confidence, Communication, Conviction, and Commitment. Confidence portrays trustworthiness and expertise. Effective Communication establishes rapport and addresses customer needs. Conviction shows belief in the product or service. Commitment involves gaining the customer's commitment to make the purchase. By employing these principles, sales professionals can enhance their closing effectiveness and drive successful sales outcomes.

How Many Steps Are In The Closing Process?

The number of steps in the closing process can vary depending on the specific sales methodology or approach used. However, a typical closing process generally consists of several key steps. While the exact number may differ, it often includes steps such as establishing rapport, identifying customer needs, presenting a solution, addressing objections, negotiating terms, and ultimately obtaining a commitment or closing the sale. These steps are designed to guide the salesperson and customer through a structured process toward reaching a mutual business relationship.

What Is The Sales Cycle?

The sales cycle refers to the series of stages or steps that a customer goes through from the initial contact with a salesperson to the final purchase. It encompasses activities such as prospecting, qualifying leads, making presentations, handling objections, and closing the sale. The sales cycle varies in length and complexity depending on the industry and product/service being sold, and understanding it helps sales professionals effectively manage and guide customers through each stage to achieve successful sales outcomes.

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How to Close a Sales Presentation

Not for the faint of heart

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Starting in 2002, Thomas Phelps was on frontlines for sales. Since then, he's been a manager, coach, and consultant and writes about sales careers.

You started with prospecting, moved into building rapport before identifying needs and delivering your presentation. Next, you moved on to overcoming objections before earning the right to close the sale or get the job. If you've done a good and thorough job during each of the previous steps, closing the sale may be easy.

Or it could be the hardest, most challenging and difficult step that can leave you scratching your head and thinking about changing your career.

Where the Rubber Hits the Road

If you are in sales or trying to get a sales position, closing sales is what you get paid for or will be hired for. Don't close or don't close enough, and you'll join the ranks of the unemployed. The simple fact is that your employer hired you to bring in revenue by closing sales and turning prospects into customers. Closing is where the rubber hits the road, and you prove your worth and those who believe closing sales is something belonging to the old school ways of sales will quickly discover just how wrong they are.

Closing is also where most sales professionals experience anxiety, lose confidence, try to hard or simply avoid having to close at all. While there are hundreds, if not thousands of closing tips & tricks, the best way to close a sale is to complete every step leading up to the closing step flawlessly.

Easier Said than Done

So how do you know if you've done a good job in the first 5 steps of the sales or interview cycle, and more importantly, how can you learn from one cycle to make the next even better? The simple answer is to pay very close attention to how your prospect responds to your closing questions. If they seem confused, hesitant, reluctant or even offended, your task is to review each of the previous steps and analyze what you may have missed.

For example, if you didn't uncover and overcome all of your prospect's objections, you will most likely not be able to close the sale. If your prospect seems confused about exactly how your product/service/skills will solve their needs, you should review your presentation skills.

Each step in Brian Tracy's sales cycle leads to the next step. This logical progression has built-in checks and balances that, if followed, help to ensure that you are indeed ready to move to the next step. However, just because you move from the presentation step to the closing step does not necessarily mean that you've covered everything in the step that your prospect needed. Often, sales professionals advance a cycle before making sure that their prospect is ready to advance. When this happens, sales don't happen.

Getting the Job

For those interviewing for a job, the closing step is when you ask for the job. Questions like "When do I start?" may seem pretentious but bold questions deliver a message to the hiring manager. Bold questions tell them that the person they are interviewing is interested in the position, if confident and is not afraid to ask for what they want. At the same time, asking a bold question without having earned the right to ask for the job, comes off as overly aggressive, sloppy and seldom results in getting the job.

The Best Closing Advice

Begin with the end in mind. While this advice may seem simple, it puts you in the correct frame of mind as soon as you begin a new cycle. Knowing that you are prospecting to separate suspects from prospects prevents you from spending your valuable time calling on people who will never become your customers.

Building rapport with people that are struggling to make their payroll may earn you a friend, but will probably not earn you a customer. Delivering a presentation to a business that is using your time and resources to build leverage against their current vendor may help you improve your presentation skills but will do nothing to improve your bank account.

Each step leads to the next, and each step needs to be viewed as its complete cycle. A great and powerful sales technique is to close the prospect after each step before advancing to the next. Closing on a step assures you that the prospect is on board and recognizes the value that you present. Closing on each step also is a powerful way to uncover objections.

There's an old expression in sales that is summed up by 3 simple letters: ABC. This stands for "Always Be Closing." What this means is that you shouldn't save any closing questions to the Closing Step, but should make use of trial often closes, early and certainly before advancing to the next step in the cycle.

• How to Use Soft Sales Techniques in a Job Interview
• How to Master the Stages of the Sales Cycle
• Overcoming Your Fear of Selling
• How To Be Successful in Sales
• The Best Ways to Improve Your Sales Presentations
• The Best Closing Sales Techniques
• Why You're Afraid to Ask for the Sale
• Closing Cold Calls to Get Appointments
• How To Give a Successful Presentation During an Interview
• Top Job Interview Questions for Insurance Salespeople
• Sales Interview Questions With Examples of the Best Answers
• Starting Your First Day in a New Sales Job
• The 3 Basic Strategies of Closing a Sale
• What Does It Mean to Close a Sale?
• Powerful Sales Questions to Ask Your Prospects
• How to Interview Salespeople

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How to Avoid Misconceptions about Sales Presentations and Close More Business

While many salespeople put forth great effort into mastering the art of presenting, a few key myths can hold people back from closing the sale. Below I’ve identified three common misconceptions about sales presentations and how to avoid them in order to close more business.

1.  The goal of a sales call is to make a presentation.

This myth is a fundamental flaw in many salespeople’s process. It’s easy to see why; presentations are such a key part of the selling cycle, that it feels natural they should be the focus of our attention. While seemingly logical, salespeople need to remember that the goal of a sales call is to make a sale, not a presentation. Some sales calls may not require a presentation, and giving one could cause damage to your chances of closing the deal. A more successful tactic is to only give presentations for the “kill.”

Instead of focusing on laying the groundwork for a presentation, think of the entire sales process as an opportunity to interview and qualify your client. We have a Sandler Rule, “The best presentation you will ever give, the prospect will never see.” That means if you do your job as a salesperson, the prospect may buy before you have a chance to present.

2.  Presentations are repeatable, and each target should receive the same approach.

Practice makes perfect, right? While true, familiarity also breeds complacency. As soon as you get complacent and begin “going through the motions” when presenting to your clients, you’ll start to lose sales. It’s very important that you personalize your approach to each client or prospect. The same way you may change the sales language you utilize, clothes you wear to a meeting, or solution you recommend, you should change the style in which you present. Always mirror your client or prospect. If you customize your key points to fit each client’s needs, you’ll make great progress towards a conversion and ultimately improve your relationship with your clients. If you have done appropriate discovery, you should only present solutions to pains you have uncovered, that fit the prospect’s budget and only give presentations consistent with the prospect’s decision-making process.

Most importantly, you don’t have to finish your presentation! If the sale is already won or lost, stop selling or presenting and close the sale or close the file.

3.  Presentations are unnecessary if you know each other well.

Just because you’re familiar with your prospect or they are familiar with you, doesn’t mean you shouldn’t do discovery or proceed with your presentation of your solutions. Utilize questioning strategies that you would implement with someone you’ve never met. Making assumptions about someone’s pains or challenges can cost you another meeting or even the sale, so treat every opportunity like a new one. The prospect needs to know that you are taking this opportunity seriously and that you understand their situation. Additionally, even though they may know or trust you, they may still need to understand the details of the solution.

People buy from those that they like, but don’t let that stop you from running an effective and efficient sales call. Relevant presentations are a great way to demonstrate value to consumers and allow them to get to know you and your business.

Most salespeople understand the importance of sales presentations, but if you wait until after the presentation to qualify your prospect, you put too much pressure on yourself and the buyer. No matter how hard you work on perfecting your pitch, if you go into it with misconceptions about the prospects pain, budget, and decision-making process, you’ll already be behind the eight ball. By understanding that presentations have their place after qualification, you’ll be on a path to success in no time.

Check out this blog post to learn more about honing your presentation skills!

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5 Basics for Powerful Sales Presentations That Close Deals

Aug 12, 2016 | Prospecting , Sales , Sales Coaching

Are your salespeople doing lots of presentations but closing very little business? They may think, “My job is to help the prospect understand what we do, so I have to do a demo or presentation.”

Presenting but Not Closing

It’s true that part of the job is educating the prospect but that should not happen until rapport has been established and needs have been determined. There are places in the sales process where presenting can be necessary and there are times when you get put in that situation before you are ready. Either way, selling should always be more about asking and listening than about telling. Presentations need to be prepared in a way that makes them interactive. Planning questions to ask throughout the presentation gets the prospects talking. This is what will move the sale forward.

Continuous coaching is needed in this area. Your salespeople love the products and services they sell and are very knowledgeable about them, of course, they want to go out and tell everyone. They are excited to give their sales presentation. Where does a presentation fit in your sales process? How early in the sales cycle and what information is required from the prospect before presenting?

Steady, consistent sales come when we learn about our customers; their goals, their problems, and their vision for growth, and then determine if there is a fit between that and our product and service. The only way to do that is by listening. Salespeople need to be masters at asking the right questions, listening to the answers, and collaborating on solutions. Information on your company may need to be shared at some point but does not necessarily need to be in the form of a presentation.

Offering solutions may come in the form of a presentation, once the right conversations have occurred with the prospect. Even then, the salesperson must be prepared to ask questions throughout the presentation to engage the audience and to get them to participate.

Let’s Start with Some Basics.

1. Before you present, consider the audience. Who are they, what do you know about them, and what do they need? Your presentation should be focused on that. They want to hear about their company and know you understand their problems, not hear a pitch.

2. Prepare and practice your presentation. Prepare the questions in advance so you can give your full attention to the person speaking not to what you will say next.

3. Take notes. You are the presenter, but you will need to be a good listener too. Have a place to take notes ready.  This is important for many reasons; you won’t have to interrupt the speaker, you can remember the answers and jot down how your solution would help, you can prepare for follow-up questions and you can summarize it at the end.

4. Once the prospect starts answering, interject only briefly and if relevant with a clarification question or with a benefit that fits something the speaker mentioned. Don’t worry about finishing your presentation. If they are talking, they are engaged.

5. Most people love to talk about themselves and their company, allow them to do that and ask good questions to keep them on track so you get the information you need.

Interweave the Solution

So if salespeople are asking and listening instead of telling and presenting how does the prospect learn about the solution? The solution should be interwoven into the conversation or presentation as appropriate. For example;

Salesperson: (the first slide is a statement of their problem as you understand it) “Your company needs to generate more leads quickly “How has your company done this in the past?”  

Prospect: “We have never really found a good solution.”  

Is this an invitation for the salesperson to dive in with their product information? No, more questions need to be asked.  

Salesperson: (Second slide – the word Solution) “What have you tried?” and after they answer, “Why didn’t that work?” 

The answers will help determine if your solution is a good fit, which you should have a good idea about from previous conversations.

Salesperson: “It sounds like you need a solution that will be easy to use, consistent, and sustainable, is that right?” 

Depending on the answer, reveal some information about how your solution might work in that case. Share a slide or two about your solution. Keep the slides simple with graphics that show the solution and very few words. You do the talking, not the slides.

Salesperson: “How would this  work for your company?” 

Talk to Decision Makers in Advance

It is best to make sure you have the information you need by talking to the decision-makers in advance of a presentation. You get what you need and come back with a solution to fit their needs. (Much of the time preliminary questions can be asked over the phone especially when people may need to be reached prior to a presentation and they are not available to meet in person or all at the same time.) Once you have the information create a customized presentation pulling from whatever good general presentation your company already has prepared.

Provide Some Coaching

As a sales manager, this would be a good time to provide some coaching. Be sure the salesperson understands the prospect’s problem thoroughly. One or two slides will be needed for each benefit that speaks directly to the solutions they need. There may be lots of other fantastic benefits but don’t let them be tempted to throw them in. They can always have extra materials ready if needed.

Has the salesperson practiced the presentation? This may cause a bit of grumbling but this type of selling shortens the sales cycle because it keeps the sale moving forward or ends it quickly so time is not wasted. Salespeople appreciate that. They need to practice the balance between presenting and asking questions about what has been presented before moving on to the next idea.

At the beginning of the presentation, there should be a brief review of the things learned at the last meeting letting the prospects know that each will be covered. Start by describing their situation and the current need that led them to contact your company. Take their needs one at a time and match something from your solution that solves each. If there is an area you can’t address properly, let them know that your solution won’t cover that but that you have thought of some alternative ways to handle that. At each point along the way check in with the customer by asking a question.

A salesperson might react by saying, “Now wait a minute, I finally get a chance to present and you are telling me to ask more questions!” That’s right. When you present a solution you need to check in with the prospect to determine if that works for them and if they have any questions about it. Often when people hear ideas fed back to them it helps them clarify even further and develop new thoughts and directions. This may happen during your presentation and you will learn even more about your potential customer. You can address these things as they arise even though they may not be in your presentation. And good thing that you can because that may be the decision point and you won’t need to go through the rest of your slides.

Does this scare you? It shouldn’t. Salespeople waste so much time chasing customers that aren’t going to buy. I like to know as quickly as possible whether there is a fit between the need and my product so I can determine where to spend my time. People really appreciate it when you help them figure out that your product is not a good fit for their particular problem. It builds trust and loyalty that will lead you to future business with them or with someone they will refer you to because of your honesty.

I often see salespeople spend hours and hours getting every word they will say onto a presentation deck. When what they should be doing is getting their presentation notes ready, making a few slides to help the audience understand their main points, and spending time practicing. Practicing is what rarely gets done.

Please warn them to avoid ‘death by PowerPoint’. Here is a great video that explains the proper way to put together a presentation  deck.

For examples of great presentations go to www.duarte.com . Read 7 Easy Ways to Create Your Best PowerPoint Presentations  for more great tips on the actual presentation deck.

Very rarely these days are purchasing decisions made by one person. None of the above will help if the salesperson is talking to one person only or the wrong people. Salespeople need to be coached to find multiple people at each organization that will be interested in their solution. Questions need to be asked of all of them individually or in a group setting.

Don’t Make a Great Presentation to the Wrong People

Presentations need to be made when all of the decision-makers can be present. This is another thing that speeds up the sales cycle. Making the best presentation in the world to the wrong people rarely leads to a sale. Coach your salespeople to find all of the decision-makers, take the time to ask questions, listen, and tailor their presentations to their audience. Good presentations engage the audience and encourage them to participate.

Alice is nationally known for her expertise in elevating sales to increase valuation for companies with a B2B complex sale that have exceptional growth potential. She’s originally, from the widely known Miller Heiman Group. Spending her time strategizing with CEOs and their leadership teams to build the strategies that find new business and grow existing accounts is her passion.  Her clients love her spirit and the way she energizes their sales organization.

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Sales Presentation

A sales presentation is a formal communication approach where a salesperson demonstrates a product or service to a prospective buyer with the objective of making a sale. The presentation is tailored to highlight the product’s features and benefits, addressing the specific needs and pain points of the potential customer. It aims to persuade the prospect that the offered solution is the best option to solve their problem or fulfill their need.

Why are Sales Presentations Important Today?

In today's world, people are constantly distracted, making it tough to hold their attention. This makes having an excellent sales presentation essential. It's more than a chance to show off your product; it’s an opportunity to truly connect with potential customers amidst the endless options they’re faced with every day.

A great sales presentation is about understanding what the customer needs and showing them clearly how your product meets those needs. In a world flooded with information and options, being personal and tailored in your approach isn’t a plus, it’s a necessity. Your customers want to be understood; they’re looking for solutions that are made just for them.

Moreover, digital technology has changed the way we sell. Presentations have become more interactive and technology-reliant, combining human connection and digital tools effectively.

History of Sales Presentations

In the past, sales presentations were basic and straightforward. They weren't customized but followed a generic approach. In the era depicted in Mad Men, slick presentations were not yet a thing, and the concept of tailoring pitches to individual clients’ needs and desires was foreign.

Then came the tech revolution and tools like PowerPoint transformed sales presentations. Now, salespeople had visuals and organized slides to better convey their messages. It combined the art of storytelling with strategic presentation, marking a significant shift in how products and services were pitched.

Today, sales presentations continuously adapt to fit the audience and the changing business environment. They’ve become a mix of art, science, and technology, focused not just on the product but also on creating meaningful connections with clients. 

How to Implement Sales Presentations

Creating an effective sales presentation is more than just following a script or having eye-catching slides. It requires a thorough understanding of the prospect, creating a tailored story, and using technology to enhance the message. Here are the simplified steps:

Step 1: Understand the Audience

Get to know not just the prospect's business, but also their challenges, needs, and goals. This deeper understanding enables the creation of a more personalized and effective presentation.

Step 2: Create a Story

The presentation should tell a story where the prospect is the main character , and your product or service is the solution to their problems. Make it relatable and memorable.

Step 3: Use Technology

Use tools like a CRM for insights or advanced presentation software to make your story more engaging and impactful. Technology can enhance the delivery and engagement levels of your presentation.

Step 4: Be Interactive

A presentation should be a dialogue, not a monologue. Include opportunities for questions and feedback to make the prospect an active part of the conversation.

Step 5: Follow up

The work isn’t over when the presentation ends. Follow up with the prospect, get their feedback, and be ready to adjust your approach accordingly.

Explore Great Examples

And hey, if you’re looking for inspiration or want to see these steps in action, Close has got your back. We’ve compiled an article packed with amazing examples of sales presentations that nailed it. These real-world examples illustrate how to blend each of the steps seamlessly, offering valuable insights on engaging the audience, storytelling, and leveraging technology effectively. 

Frequently Asked Questions About Sales Presentations (FAQs)

What should a sales presentation include.

A sales presentation should include clear objectives, an overview of the product or service, highlighted benefits, illustrative stories or examples, visual aids to enhance understanding, interactive elements to engage the audience, and a compelling call to action.

What Should a Salesperson Do During the Sales Presentation?

During a sales presentation, a salesperson should build rapport, actively listen to the audience, adapt the presentation as needed, engage and involve the audience, handle objections professionally, maintain high energy levels, stay focused and concise, and conclude with a clear and compelling call to action.

How Do I Deliver a Sales Presentation and Get Customer’s Attention?

To deliver a sales presentation and get customer attention, start with an engaging opener, employ storytelling, use impactful visuals, personalize the content, include interactive elements, convey energy and enthusiasm, be well-prepared, and conclude with a memorable and clear call to action. 

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