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?
The build-up to a theatre performance that has only a single opportunity to really impress an audience got me thinking about just how similar this all is to preparing for and delivering an important pitch presentation.
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.
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?