The introduction in a sales presentation is typically too long – and focused almost entirely on the history, size, leadership team, and financial metrics, of the presenter’s company. After the introduction that goes on for too long, a standard sales presentation then looks at features, often in a somewhat haphazard way. Again, this feature-centric way of presenting information is focused on the product, and not the audience’s needs. Those sales presentations that do make the structure visible – by using agendas – usually make the mistake of using headings that mean more to the presenter than the audience, or that are so dry that they do absolutely nothing to help sell.
The penultimate slide in a typical sales presentation is called something like ‘benefits’ or ‘summary’, and attempts to describe what’s in it for the audience.
Then, finally, instead of a closing slide or clear next step, a rather flat ‘Any Questions’ slide, just hanging there to allow sales reps a way out of having to ask for the business.
So, that’s an outline of the typical structure of a sales presentation; too long, too hard to follow, and not built around the audience’s concerns.
The introduction ought to build credibility – but the way to do that is by showing that you understand the prospect’s challenges, that actually the standard ways of meeting these challenges don’t work, and that the prospect may need to do things differently. After looking at the challenges your prospect is (most likely) facing, you need to introduce the benefits of working with your company. This helps in two ways – first, the advantages or benefits are stated early enough to be noticed, and second, the agenda is now audience-focused, not product focused. If you need to convince your prospects to do things in a different way (Why change) and to do them with you (Why us) there are two approaches.
The content that describes features in a typical sales presentation needs to be reworked to be effective. There are many skills we can learn from successful individuals like Tony Robbins and Steve Jobs.
Voice tonality and body language are your most important tools to show confidence and passion.
Perfecting sales presentation skills takes time, but by following these few simple steps youa€™ll be on your way to successfully captivating audiences and potential customers. Learn how to avoid the 10 biggest sales and marketing mistakes by downloading N5R's Developer's Guide!
N5R's goal is to help innovative real estate developers accelerate the world's transition from single family homes to more efficient and sustainable multi-family residences with a full range of powerful and proven sales and marketing strategies powered by technology. No group of professionals is more reliant on presentations than sales representatives.  Day in and day out, the primary job of the sales rep is to deliver pitch after pitch, “wowing” potential customers to win new business and generate new sources of revenue. While hype and marketing-speak are a great way to grab your audience’s attention, you’ll need to back it up with hard facts.  Be sure to sprinkle in as much third-party validation as possible, such as endorsements from industry experts or testimonials from satisfied customers. Product demonstrations can be highly effective selling tools, but they work best after you’ve already provided an overview of the solution you’re pitching, and demonstrated the potential value it can provide.  This background will enable the prospect to view the demo in context, with a greater understanding of how they can apply and benefit from it in real-world scenarios. Hi there, yes this piece of writing is genuinely good and I have learned lot of things from it concerning blogging. This page certainly has all of the information and facts I needed about this subject and didn’t know who to ask.
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Businesses and individuals are pitched all-year-long by sleazy folks who just have one goal: close the sale, no matter what. You’re not gonna like it, but if you’re willing to start making some solid sales presentations that’ll help you generate more business, you’ll have to print the next sentence in your brain. To help you with that, I’ve created an infographic that breaks down the key elements of a highly effective sales presentation. If you don’t create value and clearly communicate it, why would people to care about what you have to say and do business with you? Your Value Proposition tells the reason why clients should turn to you over your competitors. Communication expert Garr Reynolds says that the biggest element a story has is conflict (i.e. According to psychology professor Robert Cialdini, we prefer to say yes to those we know and like.
Not every business pitch presentation is about a problem that needs to be dealt with, but many are. Now that you’ve identified and listed your customer’s problems, you’re going to break them down into solutions (i.e. Hey, I got a 15mbps high-speed internet that loads data at a phenomenal speed of 1.875 megabytes per second, isn’t that amazing?!!!! Impress customers, get your message and value proposition across, close the sale and stand out in a crowded market.
I am not telling you to ERASE your product features from your slides and just focus on the benefits they bring. For instance, let’s say you are a Conversion Optimization agency targeting e-commerce startups.
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Benefits [explain how your deliverable is going to help your client do something he wants to] . We help you identify where your website is leaking money, create optimized treatments and run optimization tests in order to help you increase your revenue. Show your clients what you’re offering to do to help them achieve what they care about: be concrete (what you offer, to the point), specific (features) and provide value (benefits). According to Nielsen, testimonials & word of mouth are the driving force behind 20 to 50% of all purchasing decisions.
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Pinpoint their burning desires, offer them deliverables that allow them to get the results they want, and you’ll be set to deliver a great sales presentation that will help you generate more business. New Business: Give a Great New Business Pitch Presentation (Video course, perfect if  you’re willing to uncover the secrets of pitches that win new business and apply them to YOUR company).
An exquisitely detailed, take-you-by-the-hand online course on copywriting that’s jam-packed with proven advice, formulas and scripts you can use right now to write copy that sells and turn leads to paying customers. Forever being able to write copy that naturally connects with people, gets them excited and sells dramatically better than your competitors.
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PPTPOP’s free newsletter will send you actionable tricks to build persuasive pitches that grab attention + get you more of what you want (AKA sales). PPTPOP ?PPTPOP helps you to craft irresistible pitches that conquer the souls and wallets of your audience. Then, the introduction ought to shape the prospect’s way of seeing things so that when they think about the capabilities they are looking for, their thinking is aligned to your offering.
The benefit slide ought to move from the end, to be used as an agenda that’s shown as we segue between sections. Instead of using every advantage of benefit as an agenda with far too many parts, create a clear hierarchy, and divide your presentation into 3-5 sections. Either use two sets of segue slides – the first looking at why change, and the second looking at why us; or, extend the introduction and look at why change in that section, and then only use a single set of segue slides to answer the question Why Us? The features and advantages need to be closely linked to the needs and requirements of the audience. Not ‘Any Questions?’ but a slide summarising the value proposition, and then another slide with a very clear recommendation of what should happen next.
I have been making sales presentations for over 10 years, and what has consistently worked for me is a variation of your outline. You aren’t necessarily trying to persuade them that the product is great, only that they should stock it. Something we can all improve on is the ability to perform exciting and engaging sales presentations. If you are passionate about what you have to say, your audience will see this and their interest level will rise. There are three tools of communication to remember a€“ voice tonality, body language and words.
Words are important too, but if you cannot perfect the first two points, you will lose your customer before even getting them to hear what you have to say. Ask them questions pertaining to what youa€™re discussing before and throughout the sales presentation. But, today’s buyers want not only superior products, but loyal and reliable vendors who will be there to support them throughout its life cycle.  Therefore, it is also important to project a positive image of both yourself, and your company – one that convinces your audience that you will be a trusted business partner. I just wrote a similar blog post (What makes a successful sales presentation?) and your #3, Engage the Audience was one of my points, too. May i distribute publically distributed legal articles to my clients without violating copyright?
So what happens next is predictable: we – the clients – politely say “we’ll be in touch”, run away, and never come back.
If you’re a company, you don’t want any sales rep to tell you what you should do with your money – unless he brings rock-solid solutions to your problems. Your Value Proposition should be a sentence that tells your prospects the reason they should buy from you and not your competitors. If you recall Airbnb’s first pitch deck example, you understand that the start up had deeply identified the pain points of its market before offering solutions that made sense. But guess what, many people have NO CLUE of what mbps is and how 1.875 megabytes can benefit to them. You have to find a right balance which is to show prospects HOW your offerings are going to help them accomplish something they want to.
A call to action is a simple command that directs customers to take some sort of action (buy, sign up, or start a free trial). Cialdini distills years of research into a few critical principles that help you understand how to influence others and yourself.


Bonus: The Non-Sucky Persuasion Toolkit that includes, in between other things, the 19 human desires that are responsible for more sales than all other human wants combined.
Paris and currently living in Shanghai where I've spent the last 6 years shipping marketing strategies for big companies.
This benefit slide ought to be written to answer the key question around which the sales presentation revolves – Why Change?
That means using each slide to tell the story set out by the key sales messages in your agenda slide – answering the question Why Change?
Arguments might be around meeting an unmet need, the promotional plans you have, etc (not in class, but in real-life). The content has to be altered according to the preferences of the viewers and must match their level of understanding.The data and material has to be smartly manipulated into something that would hold the attention of the audience and also retain a position in their minds.
Whether youa€™re at a sales meeting with a client or pitching an idea to your sales team, here are a few tips you can follow that can help you become better presenter. The best way to build assertiveness is to invest time in knowing your topic inside and out and being certain in what you have to say.
This will help you to get know your audience and their interests, and keep your presentation relevant and relateable. They make a sales presentation and extensively use the world “we” to talk about their company, products and so on. Well, to present your team, you could humanize qualities of managers and employees or emphasize on what your staff loves to do, etc.
An extremely detailed step-by-step system that helps you to get more clients and stand out in your industry. What you are going to do is package your offer in a way that shows how you solve your client problems and BENEFIT to them. It’s the key to package an irresistible offer that is concrete, measurable and valuable for them. Sign up here to learn how to build copy, pitches and presentations that persuade and make you more money. In real life (not a course) one would rarely present a $5 product face-to-face to the consumer.
The next time youa€™re presenting at a sales meeting, think of an interesting story to tell to make your vision come to life. Asking questions will keep you in control while pulling your audience into the direction you want them. Easy to read, highly actionable and strongly recommended for  small businesses, entrepreneurs and freelancers. You can entice them to provide feedback on your website (via discounts, vouchers, contest to win “X”). For example, if youa€™re a developer selling a condo, you can mention how the rooftop patio is perfect in the summer for enjoying a barbecue with friends while having a beautiful view of the city, and how the surrounding parks are perfect for a stroll on the weekends. Body language is also an extremely important part of the presentation, as this can help accentuate what you are saying. To grab prospects attention and close more sales, you need to bring consistent, clear solutions to their problems.
Therea€™s one point I cannot mention enough, which is the importance of standing during a sales meeting. Check out Made to Stick SUCCESs Model here and download the first chapter of their book here. Everyone either owns a key-chain or knows many others that do; family, friends, professors, employers, or just people that you interact with on a daily basis. Seven tips to help presenters make the most of their PowerPoint presentation material with our presentation optimisation techniques.Presentation Theory The Right Visuals Featured - The last in a series of four episodes of the Killer Presentation Series, this edition focuses on how using the right visuals makes your presentation engaging and memorable. Presentation Theory Corporate Presentation Tips 24th September - The corporate presentation, or credentials presentation, is hard to get right. Ten tips for those developing a corporate presentation.Presentation Theory Visual Aids Gone Wrong 18th September - Not all visual aids are effective. Can you offer some advice on a basic outline with key points that should be covered for presenting this product? Avoid these PowerPoint presentation design mistakes.Presentation Theory Seven Aspects of Highly Effective Presentations 18th September - What makes a PowerPoint presentation effective?
How can you go about impressing an audience you don’t know?Presentation Theory When Is a Sales Presentation Not a Sales Presentation? If so, do you have any particular basic PowerPoint models to recommend?Thanks for your advice. We’ve gone from using bullet points to using graphics in many different ways, to illustrate our messages.



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