Tag Archives: sales presentations

3 Questions Your Sales Presentation Must Answer


3 Questions Your Sales Presentation Manager 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

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

Lessons on teamwork from Team USA Soccer Champions


Business people celebrating Soccer

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

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


Courtroom Trial - does your presentation close or simply come to an end?

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 sales presentation 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 Read More

Avoid these questions to eliminate the silent treatment during your presentation


Bored businessman - eliminate the silent treatment

  Today’s sales presentations aren’t the one-way monologues of old. Audience’s not only expect to be engaged, but your message will have greater impact and recall if they are actively participating in the presentation. Posing a question is a quick and easy way to engage your audience. People are naturally curious and a good question will stimulate their thinking right away.  So why do I hear so many post-presentation comments from sellers like these:   What a boring group! They just stared at me when I asked them a question!”   I asked a bunch of questions, but half of them were busy texting!” I get it. It’s uncomfortable to throw a question out there and see a bunch of blank faces staring back at you in silence.  And it’s tempting to want to blame lack of response to our questions on our audience, but the truth is that asking questions alone Read More

Presentation Winners and Losers from The Academy Awards


Chris Pine at Academy Awards

If you think presenting comes naturally, all you need to do is watch the Academy Awards where some of our best actors struggle to deliver a live speech or accept an award.  As a salesperson there are many key takeaways from the Oscars and I’ll be taking note of them all.  In the mean time, have a  quick look back at some of the previous year’s winners and losers in the category of “Presentation Skills:” The Winners: Best Audience Interaction: Ellen DeGeneres, Host 2014 As host, DeGeneres took audience interaction to a whole new level by stepping into the audience to orchestrate the world’s largest selfie with the world’s biggest stars. Taking it a step further, later in the evening she had pizza delivered. Despite the fact that most of the crowd looked like they hadn’t indulged in pizza since the nineties, she put everyone at ease during what was 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

Presentations and Presence: 7 Practical Tips (Part 1 of 2)


7 Practical Tips (Part 1 of 2)

A brilliant script delivered poorly by an actor is unlikely to break any box office records. Likewise, compelling value and benefit statements are critical components of your presentation, but you can’t rely on the content to do all the heavy lifting. Just like a great actor can make a mediocre movie watchable (like Sandra Bullock in The Lake House above.  You didn’t think I  meant Keanu Reeves, did you?!), great presenters can make average content good and good content exceptional. The most effective presentations are a marriage between presentation and presenter: as the presenter, you are the lightning rod that connects the message to the audience. Great presenters have what is often referred to as “presence,” that ability to light up any stage and draw an audience in. As a salesperson, whether your stage is a conference room or a computer screen, you need to establish presence with your audience if 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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