PowerPoint gets a bad press. People use it awfully, never take the time to learn it well, refuse to bring in professionals to help, and then get disappointed with the results. So-called experts pass judgement on these pathetic uses of PowerPoint, failing to recognise that when used well, it’s stunningly effective.
What can being scammed by a Tuk-Tuk driver teach us about persuasion for your next sales presentation? How the loss of 45p led to five important lessons on sales messaging and sales presentations.
There’s a place for tools that sales people use to duplicate (replace? enhance? remedy?) the work of the marketing department. But aren’t the most essential sales tools those that actually help sales people to close deals? Do you already have great sales presentations?
Pitch Anything is a fascinating book. It’s about how to pitch, but much of it is about everything around the pitch – prospects who keep you waiting, decision makers who leave early, or even executives who sit drawing pictures while you are talking to them.
Any one of these 13 sales messaging mistakes could be costing you money. From failing to find persuasive messaging, to telling your story in a boring way that makes prospects switch off, to arming sales people with the wrong sales tools – if you make these mistakes, your sales will suffer.
What you are asking your prospects to do? What action do you want them to take as a result of your sales meeting? What do you want to happen after you deliver your sales presentation? What’s your desired outcome? The answer isn’t always as simple as just “buy something”.
Before sitting down to write a sales presentation, it’s first necessary to understand what kind of a change you want your prospects to make. To do this, you need to understand what they are doing now, and what you are asking them to do instead. With this understanding, you can set clear (and SMART) sales presentation objectives.
Most of the time, an introduction doesn’t need a slide explaining who your company is, or who you are. The best way to build credibility isn’t to talk about yourself for five minutes, but to talk about your prospect’s challenges and concerns in an intelligent and insightful way. There are plenty of clueless salespeople from large companies, so being big isn’t enough.
The opening is a great place to try to teach prospects how to see the world with your sales presentation. This article provides a template for your sales presentation opening, to help you display understanding and influence your prospect.
For a sales tool to be effective, it needs to work for those expected to use it. This means that sales tools designed for a new sales team need to capture the sales pitch that the charismatic leader gives – but not to reply upon being a charismatic leader to work.