We08 Speaker small group session - Why most sales presentations fail
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We08 Speaker small group session - Why most sales presentations fail We08 Speaker small group session - Why most sales presentations fail Presentation Transcript

  • 52nd ICCA Congress Why most sales presentations fail. What clients will never tell you! with Tina Altieri International Congress and Convention Association Twitter: #ICCA13
  • What clients really want to tell you about your pitch… But are too afraid to say… International Congress and Convention Association . Twitter: #ICCA13
  • Are you ready… To hear what they say about you ? International Congress and Convention Association . Twitter: #ICCA13
  • Why most sales presentations fail You are not passionate or fired up. Obviously not interested in your product or service, so why should anyone else be interested? International Congress and Convention Association . Twitter: #ICCA13
  • Why most sales presentations fail You make it too much about you. When your audiences are really thinking about what’s in it for them? International Congress and Convention Association . Twitter: #ICCA13
  • Why most sales presentations fail Your content is dull and lifeless. Anyone can read statistics in front of a group of decision makers. International Congress and Convention Association . Twitter: #ICCA13
  • Why most sales presentations fail You do not have a story. No one can follow your journey International Congress and Convention Association . Twitter: #ICCA13
  • Why most sales presentations fail You put them to sleep from the start International Congress and Convention Association . Twitter: #ICCA13
  • 60 seconds International Congress and Convention Association . Twitter: #ICCA13
  • Introduction 3 – 5 sentences International Congress and Convention Association . Twitter: #ICCA13
  • Introduction A question A striking statistic A little known fact Something outside the box International Congress and Convention Association . Twitter: #ICCA13
  • Where’s the structure? Aim Introduction Theme Main Point I Main Point II Summary Conclusion International Congress and Convention Association . Twitter: #ICCA13 Main Point III
  • 5 step story telling process. 1. Arouse interest 2. Pose a problem or a question 3. Offer a solution 4. Describe the specific benefits for your audience 5. State a call to action. Tell your audience specifically what you want them to do. International Congress and Convention Association . Twitter: #ICCA13
  • A common goal of every presentation… International Congress and Convention Association . Twitter: #ICCA13
  • Your ICCA language toolkit International Congress and Convention Association . Twitter: #ICCA13
  • Your ICCA language toolkit • Direct and short sentences • Colourful/Vivid phrases – do you speak in colour? International Congress and Convention Association . Twitter: #ICCA13
  • Speaking in colour 1. Metaphors/ analogies and similes 2. Repetition 3. Rhetorical Questions International Congress and Convention Association . Twitter: #ICCA13
  • Speaking in colour 1. Metaphors/ analogies and similes “Having a smoking and a non smoking area of a pub or club is like having a urinating or a non urinating section of your public swimming pool.” International Congress and Convention Association . Twitter: #ICCA13
  • Speaking in colour 2. Repetition “Committed to the task Committed to the journey And importantly committed to the team.” International Congress and Convention Association . Twitter: #ICCA13
  • International Congress and Convention Association . Twitter: #ICCA13
  • So what? International Congress and Convention Association . Twitter: #ICCA13
  • From features to benefits Here are your triggers: • This is important to you because… • What this means to you is… • Why I am telling you this is because you can… International Congress and Convention Association . Twitter: #ICCA13
  • Not passionate or fired up? International Congress and Convention Association . Twitter: #ICCA13
  • When we are about to run a race.. International Congress and Convention Association . Twitter: #ICCA13
  • Yet many people doing a sales presentation… International Congress and Convention Association . Twitter: #ICCA13
  • Look who’s showing palms? International Congress and Convention Association . Twitter: #ICCA13 26
  • How do you sound? International Congress and Convention Association . Twitter: #ICCA13
  • Your performance jacket? Connect Build trust Energy Composed Take care of audience Enthusiastic conversation International Congress and Convention Association . Twitter: #ICCA13
  • Now it’s your turn.. Topic – There are rumours that the ICCA Congress will not exist beyond 2014. Construct part of the pitch that will be delivered to an international committee that will make the ultimate decision on whether this important congress stays or goes. Your career depends on this pitch. International Congress and Convention Association . Twitter: #ICCA13
  • Why most sales presentations fail 1. You put them to sleep from the start (intro) – 60 seconds, 3-5 sentences, examples give a birds eye view. 2. You do not have a story – no one can follow your journey (where’s your story and structure?) 3. Your content is dull and lifeless – anyone can read statistics in front of a group of people (colourful words and catchy phrases.) 4. You make it too much about you – when your audiences is just thinking about what’s in it for them? (features to benefits.) 5. You are not passionate/fired up/obviously interested in your products – why should anyone else be interested? (your delivery.) International Congress and Convention Association . Twitter: #ICCA13
  • Thank you! Tina Altieri www.maxcommunicate.com International Congress and Convention Association Twitter: #ICCA13