“Sales pitches” tend to have a tendency to be one sided—with you speaking while your potential client simply listens. If you want to make the perfect sales pitch and bring your company more business, you’ll need to make your client feel that they are working together with you.

One of the trickiest parts of a sales presentation is giving just the right amount of information to clearly present your point, but still leave them curious as to what you can fully provide and execute. Prior to giving your pitch, ask questions to find out what is most important to the potential client. Is it cost? Efficiency? Time? Quality? You might find yourself surprised by their answers. Asking a few quick qualifiers can help you focus your pitch. Force yourself to be concise and move naturally through the buyer’s mindset.

Be careful when using visual presentations, especially PowerPoint slides. Use dynamic visuals and keep things simple. Using complex data analysis might be overkill, so streamline your slides using a balance of information with visuals to keep the customer engaged but not overwhelmed.

The biggest aspect of your presentation needs to center around results rather than features. Professional sales representatives use a presentation as a story to tell how they can help the potential client find a solution that can be executed to resolve a need. Knowing your clients, their needs and their values will help you understand how to best frame your presentation.