Want to master your next field sales call? Take a look at this SlideShare to learn how to prepare for your next sales presentation. Get tips on gaining your prospects trust, dealing with sales pitch anxiety, & accelerating the sales process with actionable follow-ups. Leverage this guide to close more deals with effective sales presentations. https://www.badgermapping.com/ https://www.badgermapping.com/learn-advanced-negotiation-closing/

1. with
Steve Benson
Badger Maps
Mastering Your
Next Sales Call
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2. More than ever,
clients are expecting
greater trust
with salespeople
T R U S T
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3. A Sales Demo
is the best opportunity to foster greater trust
with your clients by…
● building a relationship with them
● providing tailored value and
● providing indispensable real-time advice
Why
am
I telling
you this?
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4. This is why YOU
should learn how to
master the
challenges of a
Sales Call!
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5. Be Prepared
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6. Who are you talking to?
Google and LinkedIn are great tools to use.
Research
your prospects & their
company
Prepare
talking points for your
conversation
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7. Take 10 minutes to have a “Prep-call”
Before the Call
Confirm the demo
time & location
Find out what your
audience is expecting
1 2
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8. Why did they agree on the meeting?
What problem do they want to solve?
What aim do they want to achieve?
What are your clients expecting to hear?
What is their decision process?
Find out:
1
2
3
4
5
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9. You just
don’t know
H O W
to ask?
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10. Start the conversation:
“Hi, I wanted to call to check I have everything straight for tomorrow’s demo, if that’s ok?”
Check the meeting location & time:
“We’re meeting at X Location for X Amount of time, right?”
Make clear what the decision maker is expecting:
● “So I can ensure we tailor the presentation for you and use our time most efficiently, what
are you hoping to get out of tomorrow’s demo?”
● “Just so I make sure I focus the demo on what’s most important for you, what is the main
goal you want to achieve with this call? What are you hoping to see?”
● “OK, so if I’m hearing you right, we achieve X and Y you’ll be happy with our time together?”
Use these SAMPLE QUESTIONS:
2
3
1

11. Who’s in the Room?
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12. Proponent of the Sale
Champions your solution and convinces other stakeholders to
pursue the transaction
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13. Opponent of the Sale
Objects the transaction; their motives for objecting the
transaction differ in every scenario
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14. The Decisionmaker
The ultimate person who must be convinced to buy. Their
opinion might differ from the Proponent of the Sale
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15. The Stakeholders
People or teams who are affected by the product and sale in
some way
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16. You
The Salesperson who must build a relationship with each of
the key players
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17. Have a Conversation
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18. Listen
In sales, listening can be more important than
talking because it gives you the chance to really hear
what your customer wants and think of a solution.
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19. Build a Relationship
People are more likely to buy from you if they feel like they
know and trust you, like a friend. This gives them
the sense that you have their best interests at heart.
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20. When presenting ...
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21. Offer Value
As a salesperson, your job is to demo your service or
product to the customer.
Show how it
can bring
value to
their lives
Have a
conversation
with them
Allow them
to ask
questions

22. You should only be spending
25%of your time Presenting
You should be spending
75%of your time Selling

23. Identify your prospect’s pain points and solve them
Ask what is the main problem you would like to fix?
Create a vision that shows why our product offers a solution
Demonstrate how they achieve that benefit
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24. DO
Do Clarify (repeat if necessary)
questions that you don’t totally
understand
Ex: “So what you’re saying is…”
Do say, “some of our customers have
this data in spreadsheets, not sure if
you do or not” - and get the prospect to
agree or tell you the situation.
DON’T
Don’t assume what their
problems are, “Some companies
have this problem, is that the
same for you?”
Don’t say, “you probably have all
of this other data in
spreadsheets”
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25. CURE YOUR SALES PITCH ANXIETY
Pitching is Not that Bad ...
Do you get nervous pitching?
C L I C K
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NOW!

26. Show Business Value
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27. Tailor Value to Each Customer
Take Time to
Understand Your
Customer’s
Specific Pain
Points
Identify the Main
Solutions Your
Product Provides
Explain
Specific Value
for Each Pain
Point Your
Product Solves
Listen. Start by
Having a
Conversation.
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28. The Dinosaur Feature
Jurassic Park wowed its visitors by skipping the
boring stuff and showing them the exciting stuff
right off the bat - The Dinosaurs
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29. Why is the Dinosaur Feature Important?
In sales, skip the parts that don’t interest your customer. Get
them excited and go right for their pain points to show them
how you can provide a solution
Boring Value
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30. Don’t be afraid of saying “NO”
If you are asked to do something that you don’t do...
It builds credibility on everything else.
Don’t promise something that you can’t deliver. Customers will understand and
appreciate honesty.
But try to give them an alternative solution that might work to remedy their
problem.
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31. “I DON’T
Know”
Or to say...
You don’t need to be
an expert in
everything about the
product or industry.
Avoid to make assumptions
Being honest will build
credibility
Think of specialists on different areas of the product that you can pull in as resources:
“I can have you speak with an integration specialist who can describe exactly how we integrate
with that particular CRM, because I don’t know exactly how the technical pieces work.”

32. A Presentation is Not
a Training Session
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33. Don’t teach how to use the product
Do demonstrate the value of the product
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34. Have your
SALES DECK
up and at your
fingertips
Use it as a checklist to
make sure you’ve discussed
everything
Flash through it at some point as you
Refer to your slide deck to
communicate the different areas of value
1
2
3
● … are summarizing the pains you solve
● … are looking for a slide
● … want to ‘check off’ that you’ve discussed everything
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35. Next Steps
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36. Agree on next
steps
Clarify what you and
your clients will do after
the demo.
Set an alarm
Set an alarm for 5
minutes before the
allotted time is over,
and start talking about
what happens next.
Go in with a plan
What do they have to
do to progress in the
sales cycle?
Ask for feedback
Ask “On a scale of
1–10 how much have
we covered of what you
wanted to cover?”
Finish by agreeing on next steps
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37. Finish by agreeing on next steps
Make sure you’ll get
your clients
to take ACTION
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38. Follow Up
Chances are, a simple follow up email thanking them for their time
will make a good impression and keep your name at the
forefront of their mind
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39. Summary
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40. Main
Points
Be Prepared
● Do your homework before the call and know who
you are speaking with
Listen
● Listen to what your customer has to say and give
them what they need
Reference
● Reference your slide deck and use it as a
reference or checklist to make sure you covered
everything
1
3
2
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41. Clarify
● Make sure to periodically ask clarifying questions
Next Steps
● Agree with your customer on what is going to
happen next
Follow Up
● Send your customer a follow up email to keep your
name in the forefront of their mind
4
5
6
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Main
Points

42. Master Closing & Negotiating
Want to rock your next sales pitch?
C L I C K
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