---
title: 7 Step Process for Developing a Winning Sales Presentation
description: A 7 step process for developing a winning sales presentation can help you to close the sale
image: https://blog.fit4market.com/hubfs/Customer%20XSmall.jpg
---
[](https://www.fit4market.com/)
- [Complex Sales](https://www.fit4market.com/marketing-complex-ideas/)
- [Resources](https://blog.fit4market.com/)
- [SERVICES](https://www.fit4market.com/marketing-strategy/)
- [MARKETING STRATEGY](https://www.fit4market.com/marketing-strategy/)
- [MARKET ANALYSIS](https://www.fit4market.com/marketing-strategy/#market)
- [COMPETITOR ANALYSIS](https://www.fit4market.com/marketing-strategy/#competitor)
- [MARKET RESEARCH](https://www.fit4market.com/marketing-strategy/#research)
- [STRATEGIC MARKETING](https://www.fit4market.com/marketing-strategy/#strategy)
- [DIGITAL MARKETING](https://www.fit4market.com/marketing-strategy/#digital)
- [BRAND POSITIONING](https://www.fit4market.com/marketing-strategy/#brand)
- [MARKETING PLAN](https://www.fit4market.com/marketing-strategy/marketing-plan/)
- [INBOUND MARKETING](https://www.fit4market.com/find-new-leads-and-more-customers/inbound-marketing/)
- [LEADS](https://www.fit4market.com/find-new-leads-and-more-customers/)
- [CONTENT MARKETING](https://www.fit4market.com/find-new-leads-and-more-customers/#content)
- [WEBSITE AND SEO](https://www.fit4market.com/find-new-leads-and-more-customers/#seo)
- [SOCIAL MEDIA](https://www.fit4market.com/find-new-leads-and-more-customers/#social)
- [ADVERTISING](https://www.fit4market.com/find-new-leads-and-more-customers/#adv)
- [EVENTS](https://www.fit4market.com/find-new-leads-and-more-customers/#events)
- [LEAD NURTURING](https://www.fit4market.com/find-new-leads-and-more-customers/#leads)
- [SALES](https://www.fit4market.com/sales-strategies-to-grow/)
- [SALES STRATEGY DEVELOPMENT](ttps://www.fit4market.com/sales-strategies-to-grow/#sales-strategy-development)
- [SALES TECHNIQUES](https://www.fit4market.com/sales-strategies-to-grow/#sales-techniques)
- [CRM DESING & IMPLEMENTATION](https://www.fit4market.com/sales-strategies-to-grow/#crm-design)
- [SALES TRAINING](https://www.fit4market.com/sales-strategies-to-grow/#sales-training)
- [FAB TECHNIQUE](https://www.fit4market.com/sales-strategies-to-grow/#fab)
- [SALES & MARKETING TOGETHER](https://www.fit4market.com/sales-strategies-to-grow/#sales-marketing)
- [The Team](https://www.fit4market.com/contact-us/marketing-consultants/)
- [Get in Touch](https://www.fit4market.com/contact-us/)
[](https://hubspot-cta-redirect-ap1-prod.s3.amazonaws.com/cta/redirect/2492154/83c30da8-130a-4d94-bc69-465f60cf77fe)
[](http://fit4market.com/)
- [Complex Sales](https://www.fit4market.com/marketing-complex-ideas/)
- [Resources](https://blog.fit4market.com/)
- [SERVICES](https://www.fit4market.com/marketing-strategy/)
- [MARKETING STRATEGY](https://www.fit4market.com/marketing-strategy/)
- [MARKET ANALYSIS](https://www.fit4market.com/marketing-strategy/#market)
- [COMPETITOR ANALYSIS](https://www.fit4market.com/marketing-strategy/#competitor)
- [MARKET RESEARCH](https://www.fit4market.com/marketing-strategy/#research)
- [STRATEGIC MARKETING](https://www.fit4market.com/marketing-strategy/#strategy)
- [DIGITAL MARKETING](https://www.fit4market.com/marketing-strategy/#digital)
- [BRAND POSITIONING](https://www.fit4market.com/marketing-strategy/#brand)
- [MARKETING PLAN](https://www.fit4market.com/marketing-strategy/marketing-plan/)
- [INBOUND MARKETING](https://www.fit4market.com/find-new-leads-and-more-customers/inbound-marketing/)
- [LEADS](https://www.fit4market.com/find-new-leads-and-more-customers/)
- [CONTENT MARKETING](https://www.fit4market.com/find-new-leads-and-more-customers/#content)
- [WEBSITE AND SEO](https://www.fit4market.com/find-new-leads-and-more-customers/#seo)
- [SOCIAL MEDIA](https://www.fit4market.com/find-new-leads-and-more-customers/#social)
- [ADVERTISING](https://www.fit4market.com/find-new-leads-and-more-customers/#adv)
- [EVENTS](https://www.fit4market.com/find-new-leads-and-more-customers/#events)
- [LEAD NURTURING](https://www.fit4market.com/find-new-leads-and-more-customers/#leads)
- [SALES](https://www.fit4market.com/sales-strategies-to-grow/)
- [SALES STRATEGY DEVELOPMENT](ttps://www.fit4market.com/sales-strategies-to-grow/#sales-strategy-development)
- [SALES TECHNIQUES](https://www.fit4market.com/sales-strategies-to-grow/#sales-techniques)
- [CRM DESING & IMPLEMENTATION](https://www.fit4market.com/sales-strategies-to-grow/#crm-design)
- [SALES TRAINING](https://www.fit4market.com/sales-strategies-to-grow/#sales-training)
- [FAB TECHNIQUE](https://www.fit4market.com/sales-strategies-to-grow/#fab)
- [SALES & MARKETING TOGETHER](https://www.fit4market.com/sales-strategies-to-grow/#sales-marketing)
- [The Team](https://www.fit4market.com/contact-us/marketing-consultants/)
- [Get in Touch](https://www.fit4market.com/contact-us/)
[](https://hubspot-cta-redirect-ap1-prod.s3.amazonaws.com/cta/redirect/2492154/83c30da8-130a-4d94-bc69-465f60cf77fe)
Search
**Menu**
- [Complex Sales](https://www.fit4market.com/marketing-complex-ideas/)
- [Resources](https://blog.fit4market.com/)
- [SERVICES](https://www.fit4market.com/marketing-strategy/)
- [MARKETING STRATEGY](https://www.fit4market.com/marketing-strategy/)
- [MARKET ANALYSIS](https://www.fit4market.com/marketing-strategy/#market)
- [COMPETITOR ANALYSIS](https://www.fit4market.com/marketing-strategy/#competitor)
- [MARKET RESEARCH](https://www.fit4market.com/marketing-strategy/#research)
- [STRATEGIC MARKETING](https://www.fit4market.com/marketing-strategy/#strategy)
- [DIGITAL MARKETING](https://www.fit4market.com/marketing-strategy/#digital)
- [BRAND POSITIONING](https://www.fit4market.com/marketing-strategy/#brand)
- [MARKETING PLAN](https://www.fit4market.com/marketing-strategy/marketing-plan/)
- [INBOUND MARKETING](https://www.fit4market.com/find-new-leads-and-more-customers/inbound-marketing/)
- [LEADS](https://www.fit4market.com/find-new-leads-and-more-customers/)
- [CONTENT MARKETING](https://www.fit4market.com/find-new-leads-and-more-customers/#content)
- [WEBSITE AND SEO](https://www.fit4market.com/find-new-leads-and-more-customers/#seo)
- [SOCIAL MEDIA](https://www.fit4market.com/find-new-leads-and-more-customers/#social)
- [ADVERTISING](https://www.fit4market.com/find-new-leads-and-more-customers/#adv)
- [EVENTS](https://www.fit4market.com/find-new-leads-and-more-customers/#events)
- [LEAD NURTURING](https://www.fit4market.com/find-new-leads-and-more-customers/#leads)
- [SALES](https://www.fit4market.com/sales-strategies-to-grow/)
- [SALES STRATEGY DEVELOPMENT](ttps://www.fit4market.com/sales-strategies-to-grow/#sales-strategy-development)
- [SALES TECHNIQUES](https://www.fit4market.com/sales-strategies-to-grow/#sales-techniques)
- [CRM DESING & IMPLEMENTATION](https://www.fit4market.com/sales-strategies-to-grow/#crm-design)
- [SALES TRAINING](https://www.fit4market.com/sales-strategies-to-grow/#sales-training)
- [FAB TECHNIQUE](https://www.fit4market.com/sales-strategies-to-grow/#fab)
- [SALES & MARKETING TOGETHER](https://www.fit4market.com/sales-strategies-to-grow/#sales-marketing)
- [The Team](https://www.fit4market.com/contact-us/marketing-consultants/)
- [Get in Touch](https://www.fit4market.com/contact-us/)
[Resources](https://blog.fit4market.com/)
# 7 Step Process for Developing a Winning Sales Presentation
by [Adam Basheer](https://blog.fit4market.com/author/adam-basheer), on 7 Dec 2016, 12:07:28
The sales presentations are often overlooked in the sales process. When you attend courses or read posts on this subject, you are presented with items such as how to prospect for leads, sales systems, CRM tools and more. These are all great, and I commend their use, but once you are in front of a contact, you need to convert them into a customer. This does not just happen; it requires careful thought and preparation. These seven steps will help you understand and implement a sales presentation that works.
This presentation technique can be used in B2B sales and adapted for B2C sales, particularly when selling professional services. The FAB Technique guide is also very useful to have to hand as it keeps you focused on what you are trying to achieve and assists with objection handling.
## 1. planning and preparation
Obviously done before the presentation, preparation prevents poor performance! Do your research. Know who you are talking to, their position in the company and/or particular needs and wants. What is it about your product or service that will truly appeal to them? How will it solve their problem? What will be their likely objections?
## 2. Introduction and opening
Any and all introductions and openings are primarily a means to build rapport. Get to know who you are talking to and let them get to know you a little too. Even if you are addressing a large group, you can do this right at the start. Just by asking questions like, who is from marketing and who is from operations? Or who has a business between two and five people? If you are in a one-on-one meeting, you can use small talk to find out issues of interest, bring up a significant event for the company or an economic event. Anything that can build rapport quickly.
## 3. questioning
To me this is the most important part of the sales methodology. Questioning to grind out everything you can about the prospect's need, wants and ways of viewing the world. What is important to them right now? How does what you are selling fit? What are the key features and benefits they could be looking for? What is the most important aspect of the company providing the product/service? How are they going to make the purchase decision? Who else needs to be part of the decision-making process?
It is important to start this questioning process with open questions to avoid the meeting becoming like an interrogation. An open question encourages the prospect to talk broadly about what they need and why they need it, not just answer specific questions. You might find that they have something different in mind to other prospects and you need to know this. Once you have started with general open questions you then move to open but directional questions like "What are the most important problems you are looking to solve?" or "How else would you solve this if not using our solution?" After directional open questions you start to get into the specific questions in order to discover just what they know and what they don't. For example, "Have you bought in this category of product before?" "How did this go for you?" "What did you like and dislike?"
By the end of the questioning you should have a very good idea of what points to emphasise in your presentation and what to gloss over.
## 4. presentation
The presentation itself might be one you have prepared previously, such as a PowerPoint. The questioning should have uncovered the key concerns or triggers for the prospect and enable you to put emphasis on points which you think will be important to make the sale. Don't be afraid to stray from the PowerPoint during this time, or even ignore it completely if you don't think it will be of benefit, and have the confidence (or other materials) to address the contact's concerns more directly.
## 5. objections handling
In almost all sales meetings handling objections is the key to making a sale. Using the FAB (Features, Advantages, Benefits) sales technique throughout your presentation is helpful, as it helps you return to the most salient points and ensures consistency when addressing objections. Once an objection arises you can simply clarify that objection and then use the most appropriate FAB selling point to overcome it. For more on the FAB technique click [here](https://blog.fit4market.com/fab-technique/sales-methodology).
## 6. closing
How to close a sale is something which should start to come apparent out of the sales objection handling phase of your sales presentation. If you have gone through the process well the prospect may be ready to close already. Closing a sale is simply the final process of the objections handling process. However, you often need to specifically ask for the sale at some stage. There are many closing techniques but I have always found a "What if" statement is one of the best. So an example sales close might be "What if we agree on these three points and we can start from there?"
## 7. after sales follow up
Quite simply, do what you say you are going to do. If you have closed effectively and handled the main objections most sales will simply flow through from there.
This sales presentation format is very useful for any one on one type meetings you have with prospects. Great for B2B sales and for B2C sales where you have a more complex product to sell, selling technical products, selling professional services and much much more.
[](https://hubspot-cta-redirect-ap1-prod.s3.amazonaws.com/cta/redirect/2492154/1c8a2b80-659f-443c-b116-44b114806f3b)
*Fit 4 Market is a marketing consultant operating in Adelaide, Melbourne, Sydney, Brisbane and Perth.*
---
Topics:[Marketing Plan](https://blog.fit4market.com/topic/marketing-plan)[FAB Techniques](https://blog.fit4market.com/topic/fab-techniques)[Sales Methodology](https://blog.fit4market.com/topic/sales-methodology)
## Comments
### Fit4Market Blog
This is where you give the visitor a brief introduction to both this blog and your company. Keep it short. More →
- [Most Popular](https://blog.fit4market.com/7-step-process-for-developing-a-winning-sales-presentation#recent)
- [Topics](https://blog.fit4market.com/7-step-process-for-developing-a-winning-sales-presentation#topics)
- [Archive](https://blog.fit4market.com/7-step-process-for-developing-a-winning-sales-presentation#archive)
- [B2B (12)](https://blog.fit4market.com/topic/b2b)
- [Brand Positioning (7)](https://blog.fit4market.com/topic/brand-positioning)
- [Buyers Journey (2)](https://blog.fit4market.com/topic/buyers-journey)
- [Competitive Advantage (1)](https://blog.fit4market.com/topic/competitive-advantage)
- [Complex Marketing Ideas (5)](https://blog.fit4market.com/topic/complex-marketing-ideas)
- [Content Marketing (4)](https://blog.fit4market.com/topic/content-marketing)
- [crm (6)](https://blog.fit4market.com/topic/crm)
- [Customers (12)](https://blog.fit4market.com/topic/customers)
- [Digital Marketing (44)](https://blog.fit4market.com/topic/digital-marketing)
- [FAB Techniques (8)](https://blog.fit4market.com/topic/fab-techniques)
- [Inbound Marketing (56)](https://blog.fit4market.com/topic/inbound-marketing)
- [Lead Generation (49)](https://blog.fit4market.com/topic/lead-generation)
- [Manufacturing (6)](https://blog.fit4market.com/topic/manufacturing)
- [Market Research (12)](https://blog.fit4market.com/topic/market-research)
- [Marketing Agency (7)](https://blog.fit4market.com/topic/marketing-agency)
- [Marketing Plan (39)](https://blog.fit4market.com/topic/marketing-plan)
- [Marketing Strategy (56)](https://blog.fit4market.com/topic/marketing-strategy)
- [MSPs (4)](https://blog.fit4market.com/topic/msps)
- [Return on Investment (2)](https://blog.fit4market.com/topic/return-on-investment)
- [Sales Methodology (8)](https://blog.fit4market.com/topic/sales-methodology)
- [Sales Strategies (25)](https://blog.fit4market.com/topic/sales-strategies)
- [SEO (2)](https://blog.fit4market.com/topic/seo)
- [Social Media (3)](https://blog.fit4market.com/topic/social-media)
- [The Complexity Barrier (5)](https://blog.fit4market.com/topic/the-complexity-barrier)
- [Trust (1)](https://blog.fit4market.com/topic/trust)
- [Value Proposition (2)](https://blog.fit4market.com/topic/value-proposition)
- [Video Marketing (13)](https://blog.fit4market.com/topic/video-marketing)
More...
- [July 2017 (11)](https://blog.fit4market.com/archive/2017/07)
- [May 2018 (7)](https://blog.fit4market.com/archive/2018/05)
- [July 2024 (7)](https://blog.fit4market.com/archive/2024/07)
- [December 2016 (5)](https://blog.fit4market.com/archive/2016/12)
- [May 2024 (5)](https://blog.fit4market.com/archive/2024/05)
- [December 2017 (4)](https://blog.fit4market.com/archive/2017/12)
- [January 2024 (4)](https://blog.fit4market.com/archive/2024/01)
- [June 2017 (3)](https://blog.fit4market.com/archive/2017/06)
- [September 2023 (3)](https://blog.fit4market.com/archive/2023/09)
- [November 2023 (3)](https://blog.fit4market.com/archive/2023/11)
- [December 2023 (3)](https://blog.fit4market.com/archive/2023/12)
- [February 2024 (3)](https://blog.fit4market.com/archive/2024/02)
- [February 2017 (2)](https://blog.fit4market.com/archive/2017/02)
- [March 2017 (2)](https://blog.fit4market.com/archive/2017/03)
- [May 2017 (2)](https://blog.fit4market.com/archive/2017/05)
- [September 2017 (2)](https://blog.fit4market.com/archive/2017/09)
- [October 2018 (2)](https://blog.fit4market.com/archive/2018/10)
- [March 2019 (2)](https://blog.fit4market.com/archive/2019/03)
- [November 2021 (2)](https://blog.fit4market.com/archive/2021/11)
- [March 2022 (2)](https://blog.fit4market.com/archive/2022/03)
- [August 2023 (2)](https://blog.fit4market.com/archive/2023/08)
- [October 2023 (2)](https://blog.fit4market.com/archive/2023/10)
- [March 2024 (2)](https://blog.fit4market.com/archive/2024/03)
- [April 2024 (2)](https://blog.fit4market.com/archive/2024/04)
- [February 2025 (2)](https://blog.fit4market.com/archive/2025/02)
- [April 2026 (2)](https://blog.fit4market.com/archive/2026/04)
- [November 2016 (1)](https://blog.fit4market.com/archive/2016/11)
- [January 2017 (1)](https://blog.fit4market.com/archive/2017/01)
- [August 2017 (1)](https://blog.fit4market.com/archive/2017/08)
- [May 2019 (1)](https://blog.fit4market.com/archive/2019/05)
- [June 2019 (1)](https://blog.fit4market.com/archive/2019/06)
- [December 2019 (1)](https://blog.fit4market.com/archive/2019/12)
- [March 2020 (1)](https://blog.fit4market.com/archive/2020/03)
- [May 2020 (1)](https://blog.fit4market.com/archive/2020/05)
- [April 2021 (1)](https://blog.fit4market.com/archive/2021/04)
- [May 2021 (1)](https://blog.fit4market.com/archive/2021/05)
- [July 2021 (1)](https://blog.fit4market.com/archive/2021/07)
- [August 2021 (1)](https://blog.fit4market.com/archive/2021/08)
- [December 2021 (1)](https://blog.fit4market.com/archive/2021/12)
- [February 2022 (1)](https://blog.fit4market.com/archive/2022/02)
- [August 2022 (1)](https://blog.fit4market.com/archive/2022/08)
- [February 2023 (1)](https://blog.fit4market.com/archive/2023/02)
- [March 2023 (1)](https://blog.fit4market.com/archive/2023/03)
- [April 2023 (1)](https://blog.fit4market.com/archive/2023/04)
- [June 2023 (1)](https://blog.fit4market.com/archive/2023/06)
- [July 2023 (1)](https://blog.fit4market.com/archive/2023/07)
- [June 2024 (1)](https://blog.fit4market.com/archive/2024/06)
- [January 2025 (1)](https://blog.fit4market.com/archive/2025/01)
- [April 2025 (1)](https://blog.fit4market.com/archive/2025/04)
- [May 2025 (1)](https://blog.fit4market.com/archive/2025/05)
- [August 2025 (1)](https://blog.fit4market.com/archive/2025/08)
- [September 2025 (1)](https://blog.fit4market.com/archive/2025/09)
- [May 2026 (1)](https://blog.fit4market.com/archive/2026/05)
- [June 2026 (1)](https://blog.fit4market.com/archive/2026/06)
- [July 2026 (1)](https://blog.fit4market.com/archive/2026/07)
More...
### Subscribe to Updates
### Get in Touch
We would love to hear from you. Drop us a line and let's discuss how we can help you.
[Get in touch](https://blog.fit4market.com/contact)
**Fit 4 Market**
2/58 George Street
Norwood, SA 5067
### Quick Links
[Marketing Strategy](https://www.fit4market.com/marketing-strategy)
[Digital Marketing](https://www.fit4market.com/marketing-strategy#digital-strategy)
[Find new leads](https://www.fit4market.com/find-new-leads-and-more-customers)
[Increase sales](https://www.fit4market.com/sales-strategies)
[Resources](https://blog.fit4market.com/)
Copyright © 2021 Fit 4 Market. All Rights Reserved. [Privacy Policy](https://www.fit4market.com/privacy-statement).