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.
I spend a lot of my time with clients helping them to craft persuasive sales presentations. When I ask the right questions – and clients really think about the right answers – the process runs like a dream. Here are the top 10 questions to ask when you want to write a winning sales presentation.
Answering the question “What are you selling?” should be the easiest thing in sales. After all, every sales person can talk about their own solution. But understanding what you are really selling can be an important step in terms of your sales messaging. Not everyone can answer these simple questions about what they actually sell:
How do you identify, and then use, the key messages for your sales presentation? How do you get the right sales presentation messages? This post looks at how to make sure your sales messages are relevant, and differentiated.