Begin your Presentation Strategically

 START THE PRESENTATION STRATEGICALLY

Every presentation should have a clear objective or goal. Whether it’s to inform,

persuade, or entertain, starting with a defined purpose helps to focus your message and

gives direction to your presentation.

 PRIORITIZE UNDERSTANDING OVER BEING UNDERSTOOD

It’s easy to get caught up in the desire to communicate perfectly or impress, but your

primary goal is for the audience to understand and engage with your ideas.

 DEMONSTRATE EMPATHY, SELF-ASSURANCE, AND ENTHUSIASM IN

YOUR THOUGHTS, BODY, AND WORDS BY BEING AWARE OF YOUR

ABILITY TO ASSIST IN PROBLEM-SOLVING

To make a genuine connection with your audience, you must come across as

approachable, confident, and engaged. This helps to build rapport and makes your

audience more receptive to your ideas.

 KEEP YOURSELF FROM GIVING IN TO THE URGE TO EXAGGERATE

Over-exaggeration or embellishing facts can undermine your credibility. Staying

truthful and grounded in your presentation helps to build trust and authenticity.

 YOU’LL FIND THAT IN THE END, INTEGRITY, CHARACTER, AND

TRUST WINS

Trust and integrity are what leave a lasting impact on your audience. If you

maintain a strong sense of ethics and demonstrate your commitment to helping others,

your audience will respect you and your message.

The Approach
 A sales approach refers to the strategy or method that a salesperson or a sales team

uses to engage with potential customers, build relationships, and ultimately persuade

them to make a purchase.

The Right to Approach

Making a positive first impression, establishing rapport, and understanding the

prospect's needs and goals to build a strong, trusting relationship.

Why Sales Approaches Are the Key to Your Business Success

Sales are the lifeblood of any business. Without a steady stream of revenue, even the

most innovative products or services can struggle to survive in today's competitive

market. To thrive, organizations need to continuously refine their sales strategies and

adapt to changing customer behaviors.

Opening the Sales Presentation

 A buyer's reactions to the salesperson in the early minutes of the presentation are

critical to a successful sale

 Your attitude during the approach

It is common for a salesperson to experience tension in various forms when

contacting a prospect

Successful salespeople have learned to use creative imagery to relax and concentrate

The First Impression You Make Is Critical to Success

 Your first impression is projected by:

1. Appearance

2. Attitude

 You only have one chance to make a favorable first impression

To Make a Favorable Impression

 Wear business clothes that are suitable and fa conservative

 Be neat in dress and grooming

 Refrain from smoking, chewing gum, or drinking in your prospect's office

 Leave all unnecessary materials outside the office

 If possible, sit down

 Be enthusiastic and positive throughout the interview

 Smile!

 Be enthusiastic and positive throughout the interview

 Smile!

 Do not apologize for taking the prospect's time

 Do not imply that you were just passing by

 Maintain eye contact

 If the prospect offers to shake hands, do so with a firm, positive grip while

maintaining eye contact

 Learn how to pronounce the prospect's name correctly

Small Talk Warms Up

Small talk, involves casual conversation about neutral topics like the weather, stock

market, or sports. It helps create a comfortable atmosphere before transitioning into the

sales pitch.

 Weather, stock market, sports

Planned, formal, selling technique used as a lead-in to the upcoming discussion of

the product.

 Statement, demonstration, or question(s)

Statement: A clear, impactful statement about the product's value or benefits, designed

to capture attention and set the stage for further conversation.

Demonstration: A practical display or example of how the product works, highlighting

its features and advantages, which engages the prospect visually and practically.

Questions: Asking targeted questions to gauge the prospect's needs, concerns, and

interests, facilitating a dialogue that tailors the conversation to their specific situation.

Approach Categories
Opening with a Statement: This involves making a confident statement about a relevant

topic to capture attention and set the stage for the discussion.

Opening with a Demonstration: Here, the salesperson showcases a product or service

right away, engaging the prospect visually and practically, which can pique interest

effectively.

Opening with a Question or Questions: This method involves asking questions to

engage the prospect and understand their needs, making the conversation more interactive

and personalized.

Technology in the Approach

Technology has transformed every aspect of our lives, from communication and

daily living. Over the years, technology has paved the way for multi-functional devices,

helping people be more efficient and productive. The workplace, including the sales

industry,has been significantly impacted by modern technology. New technology has

made it easier for salespeople to capture their target audience. Salespeople can use a

variety of strategies, resources, and techniques to increase new clients and engagement.

Modern technology has paved the way for targeted selling. The rise of social media

has provided salespeople with additional avenues for engaging and converting potential

customers. Social media enables sales professionals to interact with potential clients and

establish connections with them. Unlike in traditional cold calls, social media gives

salespeople access to thousands of potential clients. In many ways, modern technology

has made it easier for salespeople to succeed, due to the wide range of platforms that

enable targeted prospecting. Technology has enabled salespeople to explore customer

profiles more thoroughly and gain better insights into the kinds of individuals using their

services and products. Thus, the function of the salesperson has evolved to be more

purpose-oriented and more focused on customer knowledge.

Salespeople can now more easily research their prospects and gain insights into

customer needs. Due to technology, the salesperson’s role has become significantly more

immediate with various options to gather information and data prior to meetings. The
instant nature of the sales industry has allowed clients and customers to approach the

salesperson directly for additional details about the product. Therefore, technology has

enabled salespeople to develop and improved relationships and at a much faster way.

Key Technologies in Sales

- Customer Relationship Management (CRM) Systems

These platforms act as the primary center for organizing lead and customer data,

simplifying processes, and minimizing manual activity. Pipedrive and other CRM tools

enable sales teams to keep track of interactions, plan future plans, and assess sales

performance.

- Lead Enrichment Tools

These tools can provide comprehensive insights into leads by leveraging company

information, demographic data, and social media profiles. Smart Contact Data serves as

an illustration of a lead enrichment tool that retrieves web data information about

contacts.

- Sales Enablement and Engagement Platforms

These platforms enable sales professionals to gather information on leads and

prospects, enabling them to determine the most effective tactics for closing deals.

- Sales Scheduling and Routing Tools

These tools assess lead eligibility and connect them with the appropriate

representatives, who can provide information on experience or geographical location.

Scheduler serves as an example of a sales scheduling tool that allows leads to schedule

meetings and connects with CRMs.

- Internal Communication Tools

The use of these tools facilitates internal communication among sales teams,

resulting in more efficient collaboration and information sharing. Slack serves as an

Pipedrive.

Key Technologies in the Approach to Sales

1. Data Analytics

- Predictive Analytics: Analyze customer data to predict buying behavior and identify

potential leads.

- Customer Insights: Gain a deeper understanding of customer needs, preferences, and

pain points.

2. Automation Tools

- Email Automation: Automate email campaigns to nurture leads and stay top-of-mind.

- Lead Qualification : Automate lead qualification to identify potential customers and

assign them to sales reps.

3. Artificial Intelligence (AI)

- Chatbots : Use AI-powered chatbots to engage with customers, answer questions, and

qualify leads.

- Personalized Communication: Use AI to personalize communication with customers,

predicting their needs and preferences.

4. Content Management Systems

- Content Creation: Create and store relevant content to engage customers and nurture

leads.

- Content Distribution : Distribute content across multiple channels to expand reach and

facilitate communication.

5. Social Media and Online Platforms

- Social Selling: Leverage social media to connect with customers, build relationships,

and identify potential leads.

share knowledge, and establish thought leadership.

6. Virtual and Augmented Reality

- Virtual Product Demos: Use virtual reality to provide immersive product demos and

enhance the customer experience.

- Augmented Reality: Use augmented reality to provide interactive and engaging product

experiences.

7. Sales Enablement Tools

- Sales Playbooks: Use sales playbooks to provide a structured approach to sales,

outlining the sales process and providing guidance on how to approach customers.

- Content Recommendations: Use content recommendations to provide sales reps with

relevant content to share with customers.

Roles of Technology

- Enhancing Sales Productivity

- Improving Customer Engagement

- Streamlining Sales Processes

- Improving Sales Analytics and Insight

- Driving Revenue Growth

- Enhancing Sales Enablement

USING QUESTIONS

oQuestions are the most common openers because they allow the salesperson to better

determine the prospect's needs, that force the prospect to participate in the sales

interview.

oThe salesperson should use questions only that experience and preplanning have proven

receive a positive reaction from the buyer.

oLike opening statements, opening questions can be synthesized to suit a number of

selling situations.
Four Basic Categories of Questions

a) Direct or Closed-ended Questions

b) Non-Directive or Open-ended Questions

c) The Rephrasing Question

d) The Redirect Question

Direct Question or Close-ended question

○ Can be answered with very few words

○ Ask for a limited, short answer from prospect

○ Yes or no, or a few words

○ Useful in moving toward a specific topic

○ Does not really tell you much

○ There is little feedback information

Examples:

 "Mr. Berger, are you interested in saving 20 percent on your manufacturing costs?"

 "Reducing manufacturing costs is important, isn't it?"

 "What kind?" or "How many?"

Nondirective (Open-Ended) Questions

Opens up two-way communication

Questions begins with who, what, where, when, how, or why Prompts customer to

continue talking

Examples:

 Who will use this product?

 What features are you looking for in a product like this?

Rephrasing Question

At times, prospect's meaning is not clearly stated

○ Salesperson attempts to clarify meaning

Examples:

 Would it be correct to say that price is the most important thing you are interested in?

 Earlier in the conversation, you shared that delivery times are of the utmost

importance.

 Can you tell me more about your expectations in this area?

Redirect Question

○ Used to redirect prospect to selling points that both parties agree on

○ Moves conversation from a negative position to a positive or neutral one

○ Reestablishes communication between two people

○ Finds areas of agreement between buyer and seller even if prospect is opposed to

purchasing product

Examples:

 You would agree that manufacturers must use the most cost-efficient equipment to

stay competitive these days, wouldn't you?

 Wouldn't you agree that you continually need to find new ways to increase your

company's sales?

The Results in Sales Success

Focuses on understanding your customers, building strong relationships, and

providing value, while also developing a consistent sales process and maintaining a

positive mindset.

Throughout this post, we’ve explored the top strategies for achieving sales success.

From setting clear goals and mastering time management to building strong customer

relationships and leveraging sales tools, these strategies are essential for any sales

professional aiming to boost their sales performance.

Here's the detailed key factors contributing to sales success:

 Build relationships: Focus on long-term relationships rather than just individual

 transactions.

 Belief in your product/service: Have confidence in what you’re selling and its value

 Provide value: Offer solutions that address their specific needs and problems.

 Continuous learning: Stay up-to-date on industry trends and best practices.

 Active listening: Pay close attention to what customers say and ask clarifying

questions.

 Develop a consistent sales process: Establish a repeatable process that leads to

positive results.

Other key Factors of a sales success

 Positive attitude: Maintain a positive and enthusiastic approach.

 Professionalism: Be reliable, responsible, and committed to your goals.

 Time management: Prioritize tasks and manage your time effectively.

 Set clear goals: Establish realistic and achievable sales goals.

 Seek feedback: Ask for feedback from the customers.

 Teamwork: Collaborate with your team to achieve shared goals.

 Prospecting: Identify and qualify potential customers.

 Recognize and reward success: Celebrate achievements and motivate your team.

This Results will continuous learning, effective sales techniques, and maintaining

physical and mental health are also crucial components of long-term success.

Implementing these strategies can transform your sales career and help you achieve

lasting success.
 Reference

Antonius, F. (2023)

https://www.slideshare.net/slideshow/pert6-begin-your-presentation-strategicly-

futrelppt/261402862

https://www.scribd.com/presentation/533536160/Presentation-Approach

https://vengreso.com/blog/sales-success

https://neodove.com/top-5-effective-sales-approaches-you-need-to-master/

Mathur, D. (2023)

https://www.kennect.io/post/sales-approach

Indeed Editorial Team (2025)

https://www.indeed.com/career-advice/career-development/sales-approach

https://bmsperformance.com/insight/how-has-technology-impacted-the-salespersons-role

https://www.pipedrive.com/en/blog/sales-technology