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Making a sales presentation means you know what you want to sell, that is different from closing a deal - closing a deal requires you to understand your clients requirements, the trick here is to connect the hot buttons of your sales pitch and client requirements
professional sales manager can identifying baying mark from customer and satisfaction from customer about the product.
Most likely he is speaking to the wrong buyer persona. If you are a Sales Person, you should have defined very well who your buyer personas are, know the buyer's journey, and target where they are.
The sales person has to identify the compelling reason for the customer to buy your product/ solution. If there is no compelling reason to go for your product, your case closure will get delayed. The sales person can get hundreds of audiences, if he is a good presenter, but none of them can become the customer if there is no need for your product.
Apart from the above case closure is also a skill similar to giving presentation, which need to be developed. Some of tips are
1. Never show urgency to close a deal while your are in front of the client.
2. Be in advocacy mood while proposing the case closure
3. Ask questions and give inputs that can help clients to take decisions quickly
4. Make the client feel that you have the power to take decisions at your end for close the deal
5. Communicate to him that you have already arrived at a point the best benefits are already passed on to him
6. Tell him that he is going to avail no extra benefit by prolonging the time to take the decision, rather he loosing the voluble time and few benefits if the decision is delayed.
