Preparation

• Before making a sales presentation, it is important that you prepare. Plan your call so you know exactly what points you will make, what demonstrations you may need to make and what strategies you will use to close the sale. Be knowledgeable enough that you are prepared to answer any questions and objections your customer may have. If the customer has a question you are not able to answer, you probably overlooked something in your preparation. Practice your sales call in advance so you are comfortable with your presentation.
  
  

Product knowledge

• A thorough understanding of your products is essential. Before making a presentation, make sure that you are familiar with the features, advantages and benefits of the products you are selling. Study the features of your products so you can explain how those features will match the needs of your customer. The advantages of the product are the ways in which it is better than the competition, and the benefits are how the product will save money, make work easier or improve your customer's operation.
  
  

Make appointments

• Nothing places a barrier between the sales rep and the customer more than an unannounced sales call. Your customer's time is valuable to him, so show you respect that by calling in advance. This not only gives you time to prepare for your call but also gives your customer the opportunity to be ready for you. Make sure the appointment is with a qualified buyer who can actually sign a purchase order so you're not wasting your time.
  
  

Notes

• Do not trust your memory. Take copious notes of everything that transpires during your sales call. Even thing that don't directly relate to sales are important. You may notice photos of a fishing competition; you might ask when he will be participating in the next bass tournament, make a note of the date and send him a card at the appropriate time wishing him good luck. If he mentions an upcoming anniversary, note the date and send an anniversary card. Notes will also help you remember details of previous discussions about products and needs. When a customer mentions problems with particular products, a note will help remind you to find solutions for those problems.
  
  

Know the competition

• Be familiar with your competition. You should have knowledge of your competitors' products and know which of your products are similar. Be prepared, with facts, to discuss why your product is better than a competitor's. Try to find your competition's pricing structure so you can price your products competitively. Understand that service is important, and be prepared to explain why your company will do a better job at helping your customer than your competition will do.