We exhibited at a large trade exhibition a couple of weeks ago, and I went along to see what other vendors are up to. A lot of exhibitions are a desolate wasteland for exhibitors with nothing but tumbleweed and other vendors to stop the boredom. This show was actually pretty busy though, and by walking around l think I managed to notice things companies were doing (right and wrong). Some of these observations are surprisingly apt for sales presentations too…
So here is the problem. You know that you have a good product or service. And you know that people, companies or organisations that use your product or service get great benefit out of doing so. These things you know. The problem is how do you first get people’s attention and then, once you have it, how do you retain it for long enough to get your message across?
What we will try in this little post, is to show some ways that you’ll get the most, out of your next new presentation, that will really help to bring home the bacon.
A presentation is a talk in which a ‘product, idea, or piece of work is shown and explained to the audience’ (Oxford English Dictionary), often including a ‘verbal report presented with illustrative material such as slides, graphs, etc.’ (Collins Dictionary). So, how can we define the related term ‘sales presentation’?
Considering how important corporate presentations can be it’s amazing how badly some companies do them. The wrong messages, presented in the wrong way, at the wrong time, and for the wrong reasons. If you are making any of the 13 mistakes below, your corporate presentation needs help.
The key question every prospect asks themselves when listening to a presentation is what’s in it for me? This means that presenters need to make sure that the answers to the key question or questions – why change? why change with us? are presented in a way that’s meaningful to the prospect.
Bidding and presenting as the incumbent is different from capturing new business. You have a track record, they know you, it’s harder to offer excitement. It’s a bit like trying to impress a stranger versus trying to impress your own spouse…
Many sales presentations go on for too long. But there is no single correct answer to the question What’s the right length for a sales presentation? Audiences are different, sales cycles are different, and content is different.
The typical sales presentation is too long, too hard to follow, and all about “me”. The introduction is all about “me” not “you”. The audience don’t know how to fit the information they are given to the wider structure. Benefits come right at the end, when everyone stopped listening already. Let’s turn this approach on its head with a more effective sales presentation outline.
Sales presentations are important, but 1000s of people each day deliver material that is tired, ugly, and ineffective. These sales presentation ideas will help you to easily improve your sales presentation; stand out, engage your audience, and sell more.