Videos

{Video} It takes a compelling presentation to win business today

Why your presentation must be compelling

If your prospect had a remote, would he be tempted to change the channel on your presentation or demo?  That’s a tough question to ask yourself, but given the number of choices today’s buyers have and the demands on their attention, you need to take a hard look at just how compelling your presentation or demo is to your audience.

The bar has been raised. And if you haven’t raised your presentation game with it, you’re going to get left behind.  We live in a time where most people have been exposed to hundreds, maybe thousands of presentations.  Showing up and walking through a slide deck and parading our your features and benefits like salespeople have been doing for decades, is not going to help you win deals.

Today’s presentations have to be better than average, they have to be compelling in order to break through the clutter, stand out from the competition, and move buyers to the next step in the sales cycle.  And by compelling I’m not talking about slides, or templates or platforms, but rather great substance, structure and delivery. The elements that make your prospect say, “Wow, they really understand us.” And that, my sales friends, is compelling.

If you’re uncertain whether your presentation is compelling or not, shoot me an email and let’s talk.  Don’t wait to find out until your prospect changes the channel from you…to your competition.

 

Sales Presentation Role Play: The Good, The Bad & The Ugly – #1 The Opening

If  you’re having trouble closing…it could be your presentation opening!   If you don’t gain your audience’s attention initially and establish credibility, they’re not going to hear your great benefits, your value proposition or your super close!

In this video I role-play how a typical presentation opens.  Take a moment to watch.

What did you think?  I think I wasted a good 20 seconds of my audience’s time and lost some credibility… People have increasingly short attention spans and little patience for a lot of introductory fluff.  You have a precious few seconds to grab your listener’s attention and draw them in.   Don’t waste it

What’s the solution?

  1. Cut to the chase. Invest some time crafting a short, compelling opening that quickly delivers value and practice it until it shines. Having a rehearsed opening in your back pocket will give you a powerful boost of confidence and set the tone for the rest of your presentation.
  2. Eliminate the long intro’s, the thank you’s, the corporate overview /logo slide.
  3. Get more new ideas on powerful openings, here.

How did I start this video?  I jumped right in. Were you thinking, wow, I wish she’d tell us more about herself or her company?!  I doubt it.  Don’t open your presentation like everybody else if you want to make an impact and be remembered!

And, a good opening will make your closing much more effective!