How To Train Your Sales Presentation Skills During Calls
Presentation skills are essential for your performance if you have to deal with other people during your work. In other words, you’ll need them in pretty much every job. For example: presentation skills can determine how well you’re going to perform while making sales calls. It’s hardly possible to be good at selling without practicing your presentation skills — at least from time to time.
In this article, I’ll show you how you can do it during your daily activities, with special focus on sales calls.
How important are presentation skills?
Presentation skills are key because they allow you to deal with people more efficiently and persuasively. They include stress management, likeability, organizing your workflow and much more. Mastering these skills will help you not only to close deals faster, but to understand your customers better. It will happen because the better you present yourself to your leads, the faster they’ll trust you.
The most common mistake you make is to think that you need to practice your presentation skills only in special situations: before a business presentation, important meeting, or with a challenging lead on the line.
Of course, shining in front of your live audience is important and you can find many tips on how to achieve this result. For starters, make sure you read Dave Howe’s article on 10 Presentation Skills to Crush Your Next Sales Meeting and use them in similar situations.
Nevertheless, while following such tips can help you for a while, there is no better way to improve your skills than daily practice. That is to say: taking advantage of your daily activities, especially sales calls, can be the simplest and most effective way to build and expand on your presentation competences.
Why sales calls are the best ground for practicing presentation skills
According to Fox News, sales is one of the most stressful jobs. Frank Rumbauskas commented on it quite comprehensively in his article on Business2community. Sales is the kind of job where, basically, you always have to bring a profit. Following Frank’s words it’s a “What have you done for me lately?” kind of job.
Sales calls bring you stress, pressure and the necessity of contacting people who aren’t really eager to talk to you – this is especially true in the case of cold calling.
At the same time, sales is also the best ground for practicing your presentation skills without leaving your desk. You most likely don’t get a chance to run a meeting or give a formal presentation on a daily basis. However, sales calls are a constant part of your day, so you should use them to your benefit.
Another way in which you can use sales conversations as terrific learning material is through call recordings. Having such a feature in your calling app lets you listen to previous calls and draw conclusions you can use for your future sales development.
Call recordings can put an end to deliberating on many crucial matters, such as what’s the best way to start a sales call. Some outbound and inbound software solutions give you an option to record calls and CrazyCall is one of the best among them.
Presentation skills you can develop during sales calls:
Stress Management Skills
The most stressful calls are definitely cold calls. Although the stress during those cold calls seems to be extreme or intensified, it doesn’t mean that you’ll be significantly less nervous making any other sales calls.
Why is it so difficult to manage your stress while making sales calls?
The stress you feel while making sales calls usually revolves around how your clients or leads will react to your calls. No matter if you’ve worked in sales for a month, a year or much longer you must have crossed paths with angry, unappreciative or simply bad-mannered customers. Every time you start dialing new numbers you have your previous experiences in mind and that may intensify your stress.
How to develop stress management skills
The basic rule for managing your stress is to be prepared. The correlation between your stress level and your lack of knowledge about your customer is obvious. The less you know the more stressed you may feel.
Attend or participate in trainings. Reaching for knowledge to some checked sources can make your life so much easier. Search for courses and advice such as those published by Jamie Crosbie in Training Industry.
Remember to give yourself a little rest sometimes, too. You’re allowed to make mistakes; how else would you learn? Sometimes the best you can do is to go for a short walk outside the office to clear your mind and gain a fresh perspective on things.
In sales you ought to be nice. You’ve probably came across the thought that the customer should always “come first”. That phrase means that no matter how much you’d like argue or fight with your lead to persuade him or her, you need to remain calm, nice and professional.
Likeability tends to sound like a myth, something unreachable to develop on your own. That’s not completely true, although some people are born with natural charisma and have it much easier than the rest of us. However, you can learn how to be convincing.
Time spent on sales calls will teach you how to care less about some comments and how to handle them with grace and a positive attitude. Don’t try to fool your clients to create a positive relation with them, because it won’t work. Martin Limbeck wrote specifically, that you can’t act likeable, you have to be it. Learning takes time, so try not to rush this process. Rome wasn’t built in a day, right?
Organizing your work and scripts
Sales calls require you to be organized. It’s not only about an actual conversation on the phone. It’s also about creating a strong sales script, searching for information about your leads, evaluating that call after it’s done, and sending emails, scheduling contacts, and all the rest of the procedural steps. Time management is a necessity, or, as Mike Hunter calls it: priority management.
Organizing your script is crucial for polishing your presentation skills. You have to know what you want to say, or at least have an idea. Memorizing a sales script is not really the best option — you may end up sounding fake. However, having an idea written down with bullet points of your topics will come handy. You have to know what action you expect from your leads or customers. It’s crucial, since every second of a sales call is precious and you might not have another chance with this particular person.
In terms of organizing your workflow, having a day planner or a calendar dedicated specifically to your sales activities will help you to better coordinate your activities. Making lists of your tasks and then checking how much you have completed will help you learn how to manage your time more efficiently and see where you succeeded.
Sales calls are a great ground for learning. You don’t even have to move from your desk to gain and improve on skills you’ll use not only in sales but on a daily basis. I’ve only mentioned a few of a very long list of skills you can develop. Not to mention, it’s only a drop in the sea of benefits that working as a sales representative can give you. Give it a try!