The pressure is on, and it is on from the moment you walk in the door of a sales presentation. However it really should be one of the easiest elements of a sales presentation as well.

Lets break sales down to a simple idea that is absolutely true. People like doing business with people that they like, pure and simple. Of course no company has the luxury of being liked and known by everyone, otherwise you would have no need to read this blog.

So what can you do?

Any and all sales meetings, conferences, or presentations should start with bonding and building a report with the prospect. If you can quickly make the prospect like you and feel comfortable and important your odds of closing the sale increase exponentially.

I hinted at the method of how you go about this already, make the prospect feel comfortable and important. It is that simple! Everyone likes to talk about themselves in a positive light, and everyone likes to feel comfortable. The trick is to know enough about the person before hand to ask a few probing questions to learn more about them and find different levels where you have common ground.

This could be as simple as talking about where they grew up, local attractions, having a family, or more detailed learning about their company, position, what they do, and how you can relate and understand their position.

Spend about 15 minutes getting to know them better, making them feel comfortable and important. The more you do it, the easier it will get.

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