3 Questions Your Sales Presentation Must Answer


There are as many variations in the content and structure of a sales presentation as Beyonce has wardrobe changes, but when it comes down to the question it must answer in your prospect’s mind, it will typically fall into one, two or all three of the following: Why should I buy this product or service? Why should I buy from you? Why should I buy now? Knowing which question(s) you must address is critical to how you structure and position your message —  one reason why doing a thorough discovery is so important. (For tips on the 5 things you must do in your discovery call, click here.)  Here are the key things to take into consideration when addressing each type of question in your presentation: Why should I buy this product or service? Your prospect may not yet be convinced that your product or service is the answer to Read More

3 +1 Bonus Tips for Delivering Your Sales Presentation on Your Tablet or iPad

Woman holding ipad with empty white screen vertically

Part 2 of my series on best practices for presenting with a tablet or iPad. Delivering your sales presentation on your tablet or iPad can be an engaging way to grab your prospect’s attention and showcase your work or your products in a fresh, and engaging way.  The unique ability of tablets to address common selling situations in the moment makes them especially useful. Get an objection? Show a short video clip of a customer endorsement. Concerns about pricing or availability? Check inventory, price, and discounts in real time. Need to find detailed product specs? Access your data base with a few quick clicks.  Ready to seal the deal? Get a digital signature on the spot. As user-friendly as tablets are, don’t underestimate the need to prepare and practice. In my last post I covered 5 key tips for presenting with your iPad or tablet, now here are four more Read More

5 Must Know Tips for Presenting with Your iPad or Tablet

Sales presentation on a tablet or iPad

iPads and tablets are rapidly becoming the presentation vehicle of choice for many salespeople. They’re light-weight, fast, flexible, and they set a less formal tone for smaller or more casual presentations. Presenting with your tablet or iPad allows you to walk around, switch between apps, and often foster a more interactive sales presentation. Because tablets came on to the scene so quickly, too many salespeople are learning how to present on their tablet through trial and error — a risky proposition when the stakes are high. Here are 5 must-know tips for delivering a sales presentation on your iPad or tablet. Use a stand If you’re presenting directly on your tablet (for one or two people max) you need a stand. It’s physically impossible to hold a tablet perfectly still for more than a minute; every time you look up or shift position, your prospect will have to shift as Read More

How to use presenter notes for a natural delivery

Bad script delivery

Presenter notes in PowerPoint or Keynote are a great way to make sure you hit key points in your sales presentation or remember to ask your audience a question or reveal an insight. They’re right there in front of you when you need them so you don’t have to shuffle through papers or worry about blanking out. Even if you don’t end up referring to your notes, the act of typing them with the associated slide can provide mental reinforcement. But while there are numerous resources to help you create presenter notes, very little instruction exists on how to use them in a way that sounds natural and engages your audience. Most of the time salespeople exhibit the following ineffective behaviors when using presenter notes: Salesperson is stuck behind their laptop Eye contact is limited to the computer screen Missed opportunities to engage and read audience Script sounds like it’s Read More

Lessons on teamwork from Team USA Soccer Champions


Team USA dominated the FIFA World Cup Soccer Championship and showed us what truly great teamwork looks like by making it possible for captain Carli Lloyd to score three out of the five winning goals. Team USA made it look easy, but like most winning team efforts, it involved tireless practice, clearly defined roles, a shared vision, and a strong game plan. “We executed the game plan and we got it done.” Carli Lloyd, Team USA Captain While you may not be competing for a world championship, team presentations often mean big dollars at stake as well as a significant investment of time and company resources. In order to win, it’s critical that like Team USA, your team has a clear game plan and comes across as a well-cast ensemble with consistent messaging and seamless transitions. After all, the way you interact together as a team gives your prospect a preview of what it will Read More

Winning Team Presentations. Part 1: Planning

Successful business team at work.

With big dollars at stake and a significant investment of time and resources, it’s critical that you come across as a well-cast ensemble with consistent messaging, seamless interaction, and good chemistry during your team presentation. The way you interact together as a team gives your prospect an indication of what it will be like to work with your company. Sloppy transitions, disconnected messages, and discord among team members can make your prospect feel more like they’re working with a dysfunctional family than a valued business partner! You want your presentation to come across as a cohesive message – not several disparate parts strung together, but team members are often spread across the country, involved in other projects, and have varying levels of knowledge, skill, and motivation. How can you ensure you’re all on the same page? How do you communicate effectively as a team? How do you support each other Read More

7 Small Changes that have a Big Impact on Your Presentation

Frog Prince Concept

You know your sales presentation could use an overhaul in order to resonate with today’s busy decision-makers, but you have a presentation tomorrow. You simply don’t have the time to make wholesale changes. Here are some small changes that you can quickly make that will have a big impact on the effectiveness of your presentation: Apply WIFM to your company overview I’m not a big fan of company overviews – and neither is your prospect – but if you must include one, avoid delivering a laundry list of irrelevant facts by putting every item to the WIFM Test. For every company factoid, step into your customer’s shoes and ask yourself “What’s in it for me?” Highlight the connection when you deliver it. If there’s no real benefit associated with it, leave it out. You will be left with a stronger, more customer-focused overview and your prospect will thank you.   (TIP: Read More

How to make your presentation sticky

Blank sticky notes on a rope

Longer buying cycles and increasingly complex sales are making it  rare that a sales presentation or demonstration ends in a signed contract. Often decision-makers don’t get together for days, weeks or even months to discuss your proposal. During that time, your prospect has seen additional vendors and had to contend with new demands and challenges. How do you make sure that your message is remembered after you walk out the door – and not confused with that of your competition? You need to be sticky. In their book Made to Stick, Chip and Dan Heath introduced the concept of being “sticky” – having top-of-mind recall with your customer − and it’s, well, stuck. Applying some of the key principles of what makes an idea sticky to your presentation is a great way to ensure you are top-of-mind when buying decision are made. Following are some tips for increasing the “stickiness” of your presentation: Read More

Presentation strategies for the complex sale

big maze - labyrinth

Complex sales provide unique challenges for salespeople in all stages of the process, and the presentation or demonstration is no exception. Products like technology, infrastructure, design and construction projects often involve a series of presentations and/or demonstrations. They are a major investment of time, effort and commitment on both your end and the customers, so it’s critical to understand the dynamics going into the presentation, including: *  Multiple decision makers. Because of the large price tag, impact on the organization, and a high perceived risk, there is typically more than one decision-maker and multiple stake-holders involved in the process. To win the complex sale you must convince the majority of these decision-makers to buy your product − even though they may not all be at your presentation. *  Presenting as a team. If you’re involved in a complex sale, you are very likely part of a sales team. How you Read More

Does your presentation close — or simply come to an end?

Courtroom Trial

Imagine being on trial – you’re not guilty of course − and after the final witness’ testimony your lawyer simply rests her case and leaves it up to the jury to make sense of all of the evidence and deliver whatever verdict they feel appropriate. Would you be happy? I don’t think so. Yet most sales presentations end something like this, “Well, I guess that’s it. Thank you for having us and we’ll open it up to questions.” While the presentation certainly came to an end, that doesn’t qualify as a closing. Closing is a process that either completes a sale or moves you one or two steps closer to it. If all you’ve accomplished is gotten to the end of your presentation but not asked for a verdict, you have  not really closed. Back to your trial… What would you want your lawyer to do at the end of Read More