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.
As a Sales Manager training your team, improving their performance and enabling them to hit their numbers is down to you. So, how do you make them better presenters?
Technology has changed buyer behaviour, the sales cycle, and sales conversations. These changes really ought to change how sales presentations work too. Half our buyers have done their own research, the others may be extremely reluctant to change at all. How should sales presentations evolve if they are to be effective?