Roadmap to winning b2b sales presentation

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This presentation explains how to create a B2B sales presentation for sales teams wanting to present to their customers and looking to win more business.

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Roadmap to winning b2b sales presentation

  1. 1. ROADMAP TO A WINNING B2B SALES PRESENTATION
  2. 2. CASE THE CUSTOMER
  3. 3. ADDRESS THE CUSTOMER’S NEED When clients request a meeting, an issue needs to be resolved. Immediately responding with a canned presentation is not the right approach.
  4. 4. PUT IT ON THE BACK BURNER At this moment, forget the sales deck.'
  5. 5. LISTEN Instead, ask them a series of debriefing questions and absorb information until you have an objective view of their issues. '
  6. 6. THE BIG PICTURE When you paint a complete picture of the client’s situation, the compelling issues will become clear. '
  7. 7. FIND PERSUASION POINTS
  8. 8. MANAGE EMOTIONS Proficiency by itself is often not enough to sway a client to make a purchasing decision, because in B2B sales, fear is the emotion that most often turns a client away. '
  9. 9. THE TWO FLAVORS OF RISK Fear is manifested as aversion to risk on behalf of the organization, and often, more dramatically, as aversion to personal risk. '
  10. 10. ORGANIZATIONAL RISK
  11. 11. ORGANIZATIONAL RISK The best way to mitigate organizational risk is by provide clients with examples of other similar organizations that currently use your product. '
  12. 12. PERSONAL
  13. 13. MINIMIZE INDIVIDUAL RISK Aversion to personal risk plays a much larger role in a purchasing decision than aversion to organizational risk. '
  14. 14. CONSTRUCT THE SLIDE DECK
  15. 15. FOCUS ON THE INDIVIDUAL To be persuasive, structure the presentation to highlight the benefits to the individual rather than the organization as a whole. '
  16. 16. SIZE MATTERS You want a deck to be no longer 20 slides. In follow up collateral, decks should have no more than 10 slides. '
  17. 17. KEEP IT SHORT The fewer slides the more likely your clients are to fully read it.
  18. 18. GET VISUAL It’s most effective to convey information visually. '
  19. 19. DESIGN OF THE DECK
  20. 20. CONTRAST Place dissimilar elements together to make them stand out. This will capture your viewer’s attention. '
  21. 21. Design of the Deck REPETITION Repeat similar elements & styles to reinforce meaning, help navigation, and visually unify the presentation. '
  22. 22. GET ALIGNED Align and space elements consistently for easy navigation. E.G. Text should either be left-aligned or right-aligned, not both.
  23. 23. PROXIMITY Group similar or related items to form a unified whole' SEPARATION Separate visually distinct elements '
  24. 24. DELIVERING THE PRESENTATION
  25. 25. CLARITY Present a clear initial agenda of key points based on what you know the customer needs.'
  26. 26. HALF TIME To account for delays, hard stops, & questions, be able to get your message across in half the allotted time. '
  27. 27. RECAP KEY POINTS Before opening up for questions, be sure to reiterate the key points. '
  28. 28. LESS IS MORE A salesman who does most of the talking often makes a customer feel like they will be ignored post-sale.
  29. 29. FOLLOW UP
  30. 30. Follow Up PERSISTENCE PAYS On average, successful B2B sales occur after 6 follow-up calls. Though, most companies will only call their prospect back once. '
  31. 31. OPTIMIZE What is the optimal time to wait, day of the week, and time of day for following up?
  32. 32. GET THE WHITEPAPER This presentation is a summary of the whitepaper “Winning B2B Sales Presentations.” Get it here or paste the following link in your browser: http://bit.ly/15moDXe

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