Tag: sales

5 Dashboard Visualizations to Help Boost Sales

dashboards

Data Visualization

sales

Mar 31, 2020

Data visualization, to put it simply, is the presentation of data in a graphical format. This involves turning analytics and insights presented in a way other than textually, making difficult concepts much easier to comprehend. 

The human brain processes information much easier when presented with large amounts of data translated into charts and graphs.  

Using visuals is a quick and easy way to convey complex concepts in a manner that everyone can understand. 

Data visualization, therefore, can: 

  • Identify areas of improvement 
  • Clarify which factors influence customer behavior 
  • Help allocate products 
  • Predict sales volumes 

In many industries, sales in particular, seeing is believing. The ability to view information and apply solutions in real-time is important. 

So, here are five essential dashboard data visualizations that sales teams can use to improve their performance and boost their sales advantage.

Geographical Heatmaps 

Also known as “choropleth maps,” these refer to a color-coded matrix that represents value or risk. These are maps of countries or cities, highlighted or annotated to show numbers. 

Preparing and analyzing heatmaps are incredibly easy. These could be up and running just by merely translating the necessary data. This type of data visualization is usually quicker to interpret than numbers at first glance because its colors usually range from green (good values) to red (bad values). 

An example of sales teams using heatmaps would be when they’re determining their target demographic—a consensus of households that would be interested in their products. 

Bubble Charts/Word Clouds 

Bubbles charts are similar to heatmaps, only that the objects that represent values are, well, bubbles. You can use colors can to represent values for this type of data visualization. 

Word clouds look like jumbled words that seem to have no correlation until given context. These are clusters of words in different sizes. The bigger and bolder they appear, the more often they are mentioned in a text—the more important they are.  

In this text for example, you will see the word “data” 13 times. If it were to appear as a word cloud, it would appear to be the biggest word.

Waterfall Charts 

To better understand finances, waterfall charts help translate financial data and project a clearer picture of how gains, losses, and balances are affecting bottomline. 

To put it in the context of marketing, another example would be how leads and blog traffic in the last year could be affecting your business.  

Radar Charts 

Also referred to as “spider charts,” these best visualize multiple performance variables that are sub-components of other variables. When you’re uncertain about the units of measurement used, these provide a rough estimate. 

An example would be gauging customer experience after purchasing a product. The different variables would include price, customer support quality, ease of the sales process, and user-friendliness of the service.  

Bullet/Gauge Charts 

Gauge charts, also referred to as dial or speedometer charts, represent one metric at a time. Their goal is simple: to show how close you are to achieving a certain goal.  

Say you’re aiming for a certain number of leads for a project. Assume that number is 100 and you’re only at the 65 mark. It’s easier to visualize that using a gauge chart. Apart from that, you’d know how important this value is to the discussion since it is emphasized in graphical form.

Today, as data collection becomes more streamlined, information becomes abundant, meaning there’s so much to learn. The only problem is, not everyone can comprehend all this.  

Data visualization is an effective strategy if you want to translate complex datasets into information that is more concise, straightforward, and understandable to those who are not familiar with the concept you are discussing. 

It continues to help sales teams and analysts look at data more imaginatively. Ultimately, this is a useful skill to develop, effectively conveying and leveraging information in a visual format. 

Closing a Deal Without Assuming a Salesperson’s Role

business

custom powerpoint

Marketing

pitch deck

presentation science

Rick Enrico

sales

Salesperson

SlideGenius

May 29, 2017

Closing a deal can feel intimidating, especially if you don’t consider yourself a traditional salesperson. However, closing a deal doesn’t have to involve high-pressure tactics or aggressive sales pitches. In fact, you can successfully close deals by focusing on building relationships, understanding your clients’ needs, and offering genuine solutions. This approach allows you to be persuasive and professional without coming off as overly salesy.

Here’s how you can close deals effectively without assuming a stereotypical salesperson’s role:

1. Focus on Relationship Building

The foundation of any successful deal lies in building a strong, authentic relationship with your potential client. Instead of jumping straight into the sales pitch, take time to connect on a personal level and understand the client’s needs and challenges. Building trust is key, and clients are more likely to engage with someone they see as a partner rather than just a salesperson.

How to Do It:

  • Listen Actively: Show genuine interest in your client’s goals, challenges, and pain points. Ask open-ended questions that encourage dialogue, and listen carefully to their responses.
  • Be Empathetic: Put yourself in the client’s shoes. Empathy helps build rapport and shows that you care about their success, not just closing a deal.
  • Maintain Regular Communication: Keep in touch with your clients through consistent, meaningful communication. Even outside of sales conversations, share relevant articles, insights, or updates that demonstrate your ongoing support.

Example:

If you’re working with a client on a marketing project, instead of diving straight into what your service offers, ask questions about their current strategies, what’s working, and where they need help. This shows you’re interested in solving their problems, not just making a sale.

2. Position Yourself as a Problem Solver

Rather than pushing a product or service, position yourself as someone who offers valuable solutions. Focus on how you can help the client achieve their goals or overcome their challenges. When you demonstrate that you understand their needs and can provide tailored solutions, you naturally become a trusted advisor.

How to Do It:

  • Understand the Client’s Pain Points: Ask questions that uncover their core challenges. Once you’ve identified the problem, offer specific solutions that directly address these issues.
  • Customize Your Offering: Avoid a one-size-fits-all approach. Tailor your pitch to highlight how your product or service can meet the client’s unique needs.
  • Provide Real-World Examples: Share success stories or case studies that demonstrate how your solution has helped others in similar situations.

Example:

Instead of saying, “Here’s our software, and it does X, Y, and Z,” focus on their specific pain points: “I understand you’re struggling with managing remote teams. Our software can help streamline communication and ensure everyone stays on track, just like it did for one of our clients in a similar situation.”

3. Educate and Empower the Client

Many clients appreciate an educational approach, where you provide them with valuable information and insights rather than simply pitching your product. By educating the client, you empower them to make informed decisions and position yourself as a knowledgeable resource they can rely on.

How to Do It:

  • Share Industry Insights: Offer helpful industry trends, data, and knowledge that are relevant to their business. This shows you are not just focused on the sale but genuinely care about their broader success.
  • Offer Guidance: Help your clients understand how different solutions might impact their business. Offer pros and cons, helping them weigh options—even if it means your product or service isn’t the best fit.
  • Present a Clear Value Proposition: Provide a clear explanation of how your solution adds value in the long term, ensuring the client feels empowered to make the best decision.

Example:

Rather than just offering a product demo, take the time to explain why certain features will be beneficial to the client, how they solve specific problems, and the overall ROI they can expect. For instance, “This automation tool can save you 10 hours of manual work per week, allowing your team to focus on more strategic tasks.”

4. Create a Collaborative Decision-Making Process

Closing a deal doesn’t have to be one-sided. Involve the client in the decision-making process, making it feel more like a partnership rather than a traditional buyer-seller relationship. Collaboration fosters a sense of ownership and trust, which naturally leads to smoother deals.

How to Do It:

  • Encourage Dialogue: Ask for the client’s input and feedback throughout the process. Frame your discussions around how you can work together to find the best solution.
  • Present Options: Offer multiple options for how you can work together, allowing the client to feel in control of the process. This could include different pricing models, project scopes, or timelines.
  • Be Flexible: Show that you’re willing to accommodate the client’s needs, whether through customizations, pricing adjustments, or flexible terms. Collaboration means working together to find the right fit.

Example:

Say something like, “Let’s discuss what works best for you in terms of budget and timeline, and we’ll figure out how we can adapt the project to meet those needs.”

5. Gently Guide the Deal to a Close

When it’s time to close the deal, you don’t need to apply high-pressure tactics. Instead, gently guide the conversation toward a conclusion by recapping the key benefits, addressing any final concerns, and providing a clear path forward. A natural close often comes when the client feels informed, comfortable, and confident in the solution.

How to Do It:

  • Summarize the Value: Recap how your solution addresses the client’s needs and why it’s the best fit. Reinforce the key points discussed earlier in the conversation.
  • Address Objections: If the client hesitates, gently ask about their concerns and address them calmly. Sometimes, a simple reassurance is all they need to move forward.
  • Provide Next Steps: Clearly outline the next steps in the process—whether that’s signing a contract, scheduling a follow-up meeting, or starting the implementation process.

Example:

After a thorough discussion, you could say, “Based on everything we’ve talked about, it seems like this solution fits your needs well. Would you like to move forward with the next step?”

Final Thoughts

Closing a deal without assuming a salesperson’s role is about being authentic, helpful, and collaborative. By focusing on building relationships, solving problems, educating your client, and creating a comfortable decision-making environment, you can successfully close deals without relying on aggressive sales tactics. Remember, your role is to provide value and support, guiding the client toward the best solution for their needs. This approach not only leads to successful deals but also fosters long-term client relationships based on trust and respect.

5 Factors that Affect Your Customers’ Buying Decisions

business pitches

buying decisions

Rick Enrico

sales

SlideGenius

Nov 08, 2016

For a business to be sustainable and successful, every salesperson has two responsibilities: to sell effectively, and look for new prospects.

Some focus on emphasizing their brand’s benefits, yet fail to consider how customers make decisions. While doing the former can contribute in convincing your prospects to purchase your offer, knowing what factors that trigger their decision-making is way too different.

There’s nothing wrong with focusing on your brand. In fact, this makes it easier to introduce your brand to clients by highlighting its own competitive advantage.

But the latter should be your main priority. Understanding the five influencers of consumer behavior allows you to meet their expectations and better improve your marketing strategy. It also increases your chances of building relationships and boosting your sales.

Consider the following aspects every customer has in mind:

1. “Is this person trustworthy?”

Selling yourself matters most in sales or business pitches. If people don’t show interest in you, it’ll be difficult to convince them to listen.

Expanding your personal brand is crucial to building your professional image, and boosting your credibility in the field. This can be done by providing information about your business, while acknowledging their presence and showing your willingness to listen.

Develop a personal connection with your customer base as if you’re wooing them or asking for a date.

This also makes yourself likeable and trustworthy by stating your current business standing to impress your clients. Quarterly sales results or latest market shares are good examples to start with.

2. “Is the business credible?”

Once you succeed in making a good impression, time to reassure them of your business’ position in the market and consider other people’s feedback about the brand.

Tricks like sharing your company history, experiences, and different awards received are only few of the many ways to establish your brand’s reputation. You can also show your past records, such as sales figures, successful product launch, and increased demands, to strengthen the brand’s image.

Include some testimonials from satisfied customers and share how the product or service had helped them to prove your business’ strong points.

3. “Is the product or service beneficial?”

Knowing your customers’ concerns involves aligning their needs with what your brand can offer.

It involves asking relevant and open-ended questions like “What particular benefits are you expecting from this brand?” which could motivate them to share their personal concerns. Probing questions also help you think of solutions that meet their expectations and satisfy their needs.

Taking time to listen to their questions shows your interest and makes them feel valued. Make sure to know their preferences to help you recognize what would be best for them.

4. “Is it worth buying?”

It’s also common for customers to ask about a product or service’s price and worth.

There’s no better solution to this than emphasizing your brand’s benefits and proving it better from any competition.

Focus on their needs and present yourself as the only answer to their question, instead of reiterating your competence.

Give them reasons to buy from you without being too forceful or aggressive. For instance, you can tell them your offer will help them save twice as much time and effort, compared to the other brand.

5. “Is it the right time to purchase?”

You may be able to instill positive impressions and address their needs in one sitting, but the right timing also matters to make them buy your product or service.

Sometimes, you won’t get an immediate decision, that’s why you need the patience to give the impression that you respect them. An article from Boundless recommends telling your prospects that you’ll be conducting follow-ups after the initial transaction. You can say, “After a week or two, let’s meet up and discuss any of your concerns.” This tells the prospect that you respect his decision, and are interested in meeting his needs more than yours.

Let them decide and wait until you get that much-awaited feedback.

Conclusion

Selling is serious business. You don’t just meet with clients to showcase your brand. You need to carefully understand what influences them to make purchase decisions. Also answering all the questions they have in mind will help you make sales and foster good relationships with them.

Making yourself likeable is important to make a good impression and convince them that you’re professional, credible, and trustworthy.

Share your exceptional work by highlighting different awards and recognition that your business received to help them know about your brand.

Mention how your product and services will meet their needs and bring satisfaction to them. This will help convince clients that their needs are your priority, and you want to give the best.

Emphasizing your brand’s benefits and respecting their decisions will enable them to feel that you care about them.

To get your clients to agree with you, impress, incentivize, and do follow-ups to stay in contact with them.

Let our team help and assist you with your presentation needs by giving you a free quote!

References

“Are You Helping Your Customers Decide To Buy?” Lifestyle Tradie. April 20, 2015. Accessed December 14, 2015. www.lifestyletradie.com.au/helping-customers-decide-buy
“Following Up.” Boundless. n.d. Accessed March 11, 2016. www.boundless.com/marketing/textbooks/boundless-marketing-textbook/personal-selling-and-sales-promotion-14/the-personal-selling-process-91/following-up-456-6620
“How Do Customers Decide to Buy?” TinderBox. August 24, 2012. Accessed December 14, 2015. www.gettinderbox.com/how-do-customers-decide-buy
James, Geoffrey. “How Customers Decide to Buy.” Inc.com. June 22, 2012. Accessed December 14, 2015. www.inc.com/geoffrey-james/how-customers-decide-to-buy.html

Featured Image: “Customer” by 10ch on flickr.com

How to Sell Your Sales Pitch by Not Sounding like One

marketing pitch

presentation tips

Rick Enrico

sales

SlideGenius

soft selling

Jul 06, 2015

According to ad veteran Luke Sullivan, the role of every sales pitch is to sell the merchandise. Some presenters dress up their PowerPoint decks with catchy fonts. Others use dated pop-culture references to sound funny.

But there’s always a risk that presentation style and gimmicks will distract the audience from what you want to sell.

Clients will also be sitting through several other sales presentations. If each competing pitch uses similar catchy gimmicks, this results in clutter. The trick to cutting through this clutter is to be professional enough to not sound like a normal sales pitch.

How can you do this?

Make it simple.
[sg-blog-modules module=three]

Know Your Product Well

Simplicity is the PowerPoint professional’s best friend. This maximizes the time you have to pitch your offering, ensuring your concept doesn’t overtake the product, but reinforces your pitch.

As renowned author, Jim Aitchison suggests, knowing every aspect of your product to keeping it simple. Once you have enough information to make a short description, start getting ideas to make an interesting sales message.

Don’t use interesting gimmicks before showing your product. To make your sales presentation interesting enough, avoid sounding like a typical hard sell.

An effective way to talk about your offering is to present your pitch as if you were telling a story. People can more easily remember information if they receive it in the form of a narrative.

Get to the point at the start, describe your product, and focus on what your clients get out of it.

The Catch: Make It Interesting

One thing shared by every PowerPoint professional is a balance of showing your merchandise and an interesting execution.

This balance doesn’t let your presentation idea get in the way of what you show, simply because it comes from your product.

Once you have that one main offering to feature in your sales presentation, be it a phone with more memory, a car that runs on less fuel or a more comfortable brand of shoes, center your presentation strategy on supporting it.

Decide what strategy this will be. Ask yourself the following questions:

Do you want to focus on citing facts known only to your product?
Do you want to show your advantages over the competition?
Do you want to make your benefits the main attraction?

Conclusion

Selling your product is your main objective, and you need clients to invest in your offer. Using gimmicks can be interesting, but not necessarily translate into tangible sales.

Knowing your product should always be your starting point for getting great presentation ideas. After you know your product inside and out, talk about its benefits in an engaging manner, be it through storytelling or by getting straight to the point. Center your presentation strategy on the one main offer you want to emphasize to create a solid proposal.

To make the most out of your presentation ideas, get in touch with a presentation professional to take your ideas further.

 
[sg-blog-modules module=two]

References

Aitchison, J. Cutting Edge Advertising: How to Create the World’s Best Print for Brands in the 21st Century. Singapore; New York: Prentice Hall, 2004.
“Craft Your Corporate Presentations into a Great Story.” SlideGenius, Inc. May 15, 2015. Accessed July 6, 2015.
“Hard Sell Definition.” Investopedia. 2010. Accessed July 6, 2015.
Sullivan, L. Hey, Whipple, Squeeze This! A Guide to Creating Great Ads. Hoboken, NJ – J. Wiley & Sons, 2008.

How to Introduce Your Product for Sales Presentations

introduce product

pricing

Rick Enrico

sales

Victor Antonio

May 19, 2015

Introducing a product during a sales presentation can make or break your pitch. A successful introduction must grab attention, clearly communicate the product’s value, and address the audience’s specific needs. Here’s how to introduce your product in a way that excites potential customers and drives sales.

1. Start with the Problem

Begin by highlighting the problem or challenge your product solves. This immediately captures your audience’s attention and establishes a connection between their needs and your solution.

Why It’s Important:

  • Relates to Your Audience: When people recognize their own problems, they’re more receptive to your solution.
  • Sets the Stage for Your Product: Positioning the problem first helps frame your product as the answer.

How to Do It:

  • Use real-life examples or case studies that illustrate the problem.
  • Make the problem relatable by addressing common pain points your audience experiences.

2. Highlight the Value Proposition

Once you’ve addressed the problem, introduce your product as the solution. Focus on your product’s unique value proposition, outlining what makes it stand out from the competition.

Why It’s Important:

  • Differentiates Your Product: Clearly stating your value proposition helps your product stand out in a crowded market.
  • Addresses Key Benefits: Focusing on what makes your product unique helps the audience see the immediate value.

How to Do It:

  • Present your product’s top features and explain how they solve the problem.
  • Use simple, clear language to ensure the audience understands the value right away.

3. Demonstrate How It Works

A demonstration is the most effective way to show your product in action. Whether you’re giving a live demo or using slides and visuals, make sure the audience understands how the product works and the specific benefits it provides.

Why It’s Important:

  • Shows Real-Life Application: A demonstration makes your product more tangible and relatable.
  • Builds Credibility: Demonstrating how the product works shows that it’s ready for practical use.

How to Do It:

  • Walk your audience through the main features and functionalities of the product.
  • If possible, provide a live or recorded demo, showcasing how easy the product is to use.

4. Address the Benefits Over Features

While features are important, potential customers want to know how your product will benefit them. Focus on the practical outcomes and improvements they’ll experience by using your product.

Why It’s Important:

  • Connects with the Audience: Benefits are what truly resonate with your audience and drive decision-making.
  • Makes the Value Clear: Highlighting benefits demonstrates how your product can improve the audience’s life or business.

How to Do It:

  • Use examples to illustrate how the product has helped other customers.
  • Explain how each feature translates into a tangible benefit, such as saving time, reducing costs, or improving efficiency.

5. Include Social Proof

Including testimonials, reviews, or case studies can boost credibility and demonstrate that your product has already helped others. Social proof reassures potential customers that your product is trustworthy and effective.

Why It’s Important:

  • Builds Trust: Positive feedback from others shows that your product is reliable and delivers results.
  • Influences Decision-Making: Social proof is a powerful motivator when it comes to purchasing decisions.

How to Do It:

  • Share customer success stories or case studies during your presentation.
  • Highlight relevant statistics, such as how much time or money customers have saved by using your product.

6. Provide a Clear Call to Action

End your product introduction by guiding your audience to the next step, whether that’s making a purchase, scheduling a demo, or requesting more information.

Why It’s Important:

  • Encourages Action: A clear call to action directs the audience on what to do next, moving them closer to a buying decision.
  • Closes the Loop: A strong conclusion ensures that your presentation leads to further engagement.

How to Do It:

  • Include a clear, specific call to action, such as “Schedule a demo today,” or “Contact us for pricing.”
  • Make it easy for the audience to take the next step by providing your contact information or links to relevant resources.

Final Thoughts

Introducing your product effectively during a sales presentation requires a balance of clarity, engagement, and persuasion. By framing your product as a solution to a problem, showcasing its value proposition, and providing a compelling demonstration, you can capture your audience’s attention and move them closer to making a purchase. Don’t forget to end with a strong call to action to encourage immediate follow-up.