Value propositions should be comprised of 3-5 statements about what your solution or type of solution offers. Any more becomes harder to remember. Any less can fail to structure the presentation content effectively and memorably. Don’t fall into the trap of thinking more is always better.
There are essentially two ways to write a value proposition for a sales presentation. The first is the top-down value proposition process, and the second is the bottom-up value proposition process. Either way, sales presentations ought to be structured around a clear value proposition statement so that they state how prospects benefit by choosing your solution.
What’s your cost per opportunity? How many opportunities do you create each month? And then how much did you spend on your sales presentation – the sales tool that actually helps tell your sales story and communicate value to prospects? Nothing?
Sales presentations don’t exist in a vacuum. They are delivered as part of sales meetings. What’s an effective agenda for a sales meeting? When does it make sense to present? Is there a one-size-fits-all answer, or do things change as we move through the sales cycle?
Sales people fail at new business sales, Weinberg contends, because they are too passive, lacking in focus, unwilling to call prospects, focus on existing accounts too much, and because they lack the core sales skills. With the right approach, right support, and right targets, many (but not all) sales people could generate new business.
When presenting to a small group online, you really need to be thinking more in terms of conversation – and not in terms of a one-way presentation. With a webinar, you talk, everyone else listens. That doesn’t work as well when selling to a small group, or even to one person, online. People expect more
You’re on your way to an important sales meeting, when you realise you’ve left your laptop bag at home! What now? How are you going to present and close the deal?
Linear or non-linear. That’s the first choice. Whichever approach you choose, you need to use benefits to structure your sales presentation and to help persuade your audience to buy from you. Then use these benefits as an agenda slide throughout the presentation.
Should you use PowerPoint for your corporate sales pitch? Lots of people say know, and equate PowerPoint with reading tedious text from slides, slowly. Yet the common criticisms of PowerPoint use in sales pitches are really about using it badly. Used well, it’s a powerful sales tool, for these eight reasons.
To be successful, sales tools need to be appropriate for the time in the sales cycle when they are used. Too many sales tools answer the question Why Us? before the prospect is looking to change. Or, they answer the question Why Change? but simply drive prospects into the arms of competitors because they fail to then promote their own services.