Tag Archives: demonstration tips

Demotainment is Not a Dirty Word! 5 Ways to Make your Demo More Entertaining


Demotainment

 I just sat through another deathly serious – and seriously boring – demo.  When I suggested some ways to make the demo more engaging for his audience, the salesperson bristled and replied, “I don’t believe in demotainment.” Demotainment, which Urban Dictionary defines as (duh) “the demonstration of a thing in an entertaining way,” has gotten a bad rap in the past.  Sure, some overzealous presenters have done everything but tap dance through their demo in an effort to stand out, or worse, mask their product’s deficiencies.  But the concept of demonstrating in an entertaining way shouldn’t be scratched entirely.  In fact, in a time where competition is fierce and capturing a prospect’s attention is more challenging than ever, entertainment can be a very effective tool. After all, consider what entertainment means: Entertainment, def: “To hold the attention of” Buyers are not the deadly serious lot some may imagine. They are Read More

5 Minute Presentation Tips (Audio): How to Avoid Drowning your Prospect in Features


How to avoid feature spray in your presentation

Got 5 minutes?  Find out 5 ways to avoid drowning your prospect in features in your presentation or demo by listening to this quick MP3 recording: How to Avoid Drowning your Prospect in Features – in less than 5 Minutes! Click on link below to listen to the recording: 5 Ways to Avoid Drowning your Prospect in Features (MP3)   You might find the following posts helpful as well: How to Highlight Value in your Presentation or Demo The Anatomy of a Boring Presentation Sales

Are You an Intentional Salesperson? Leveraging the Power of Intention in Your Sales Call


Be an Intentional Presenter

Part of my process before working with sales teams to help  improve the win rate of their sales calls or presentations, is to talk with sales managers about where they see room for improvement. I frequently hear comments like these: “Our salespeople know the product, they say all the right words, but they’re just not connecting with prospects on their calls.” “They’re smart and passionate about the solution, but it’s not coming across in their presentation.” In my experience, a flat or unenthusiastic presentation is rarely due to a lack of passion.  More often it’s due to a lack of understanding that being an effective presenter requires more than just “feeling it.”  It requires making sure those feelings are transferred to your audience, in other words, being intentional. What is an Intentional Salesperson?  An intentional salesperson  understands that words are just part of how we communicate to others.  In addition Read More

5 Must Know Tips for Mobile Presentations


Sales presentation on a tablet or iPad

Mobile presentations on iPads and tablets are rapidly becoming the vehicle of choice for many salespeople.  And why not? They’re light-weight, fast, flexible, and they set a less formal tone for smaller or more casual presentations. Presenting with a tablet or iPad allows you to walk around, switch between apps, and often foster a more interactive sales presentation. But beware, because tablets came on to the scene so quickly, too many salespeople are learning how to present on a mobile device through trial and error — a risky proposition when the stakes are high. Here are 5 must-know tips for delivering a mobile 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, 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! How to plan a winning team presentation 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 Read More

How to make your presentation sticky


Blank sticky notes - how to make your presentation sticky

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 make  your presentation 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 Read More

Sneak Peek: Advanced Sales Presentation Tip: The Power of Intention


Sneak Peek

Sneak Peek:  Advanced Presentation Technique from my new e-Book:  “Take Your Sales Presentation to the Next Level” Get all 10 tips FREE here! A common concern I hear from sales manager’s centers around the ability of their sales team to passionately or enthusiastically present their solution: “I don’t know what it is. They know their material, they say all the right things, but they’re just not connecting with the audience.” “I know they’re passionate about our product, but it’s just not coming across in their presentation.” In my experience the cause of a dispassionate presentation is rarely due to the presenter’s lack of passion about their solution. It more often stems from the presenter’s intention, or lack of intention. What is an intention? Intentions are the driving force under all of our words and actions. They influence how we say things and therefore, how people respond to us. In the performance Read More

Dump the Company Selfie… I Mean Overview


company selfie

The company overview is today’s business selfie.  It’s that slide (or series of slides) that seems to be in most salespeople’s decks that shows any or all of the following: a picture of your building (ho hum), the timeline of your company’s growth (blah, blah, blah), and the awards your company has won (I’m sorry, are you still talking to me?) One thing I’ll say about the company overview is that it is an equal opportunity slide: it is as boring for the salesperson to deliver as it is for the customer to receive.   The truth is that these particular slides are better suited for a brochure than a live presentation. In this day and age your prospect likely already knows–or has access to–much of what you think you need to tell them about your company. Sure, there are key points you want to highlight for your audience, and there’s Read More

3 Awesome (and Underused) PPT Presentation Tips


3 Awesome (and Underused) PPT Presentation Tips

While there is a wealth of information on how to put together a good PowerPoint deck for your sales presentation — right down to the number of words and size of font on each slide, little attention is given on how a presenter can interact with those PPT slides in order to ensure his or her  message resonates with the audience. As technology has gotten more sophisticated, it’s critical that salespeople learn to use PPT and supporting technology to enhance their message and not become their message.  The more bells and whistles and videos we start including, the more important it is to remember that at all times you are responsible for managing your audience’s attention. Following are three of my favorite PPT presentation tips for making sure the focus of your audience is always where you want it to be, when you want it to be there: 1. Use the black out key: Multi-tasking is Read More

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