52nd ICCA Congress

Why most sales
presentations fail.
What clients will never
tell you!
with Tina Altieri

International ...
What clients really want to tell you about
your pitch…

But are too afraid to say…
International Congress and Convention A...
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 servic...
Why most sales presentations fail

You make it too much about you.
When your audiences are really

thinking about what’s i...
Why most sales presentations fail

Your content is dull and lifeless.
Anyone can read statistics in front

of a group of d...
Why most sales presentations fail

You do not have a story.

No one can follow your journey

International Congress and Co...
Why most sales presentations fail

You put them to sleep
from the start

International Congress and Convention Association...
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 Con...
Where’s the structure?
Aim
Introduction
Theme
Main Point I

Main Point II
Summary
Conclusion

International Congress and C...
5 step story telling process.
1. Arouse interest
2. Pose a problem or a question

3. Offer a solution
4. Describe the spec...
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...
Speaking in colour

1. Metaphors/ analogies and similes
2. Repetition
3. Rhetorical Questions
International Congress and C...
Speaking in colour
1. Metaphors/ analogies and similes
“Having a smoking and a non smoking
area of a pub or club is like h...
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
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 ...
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
Internationa...
Now it’s your turn..
Topic – There are rumours that the ICCA Congress
will not exist beyond 2014.
Construct part of the pi...
Why most sales presentations fail
1. You put them to sleep from the start (intro) – 60 seconds, 3-5 sentences, examples
gi...
Thank you!
Tina Altieri

www.maxcommunicate.com
International Congress and Convention Association

Twitter: #ICCA13
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We08 Speaker small group session - Why most sales presentations fail

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We08 Speaker small group session - Why most sales presentations fail

  1. 1. 52nd ICCA Congress Why most sales presentations fail. What clients will never tell you! with Tina Altieri International Congress and Convention Association Twitter: #ICCA13
  2. 2. What clients really want to tell you about your pitch… But are too afraid to say… International Congress and Convention Association . Twitter: #ICCA13
  3. 3. Are you ready… To hear what they say about you ? International Congress and Convention Association . Twitter: #ICCA13
  4. 4. 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
  5. 5. 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
  6. 6. 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
  7. 7. Why most sales presentations fail You do not have a story. No one can follow your journey International Congress and Convention Association . Twitter: #ICCA13
  8. 8. Why most sales presentations fail You put them to sleep from the start International Congress and Convention Association . Twitter: #ICCA13
  9. 9. 60 seconds International Congress and Convention Association . Twitter: #ICCA13
  10. 10. Introduction 3 – 5 sentences International Congress and Convention Association . Twitter: #ICCA13
  11. 11. Introduction A question A striking statistic A little known fact Something outside the box International Congress and Convention Association . Twitter: #ICCA13
  12. 12. 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
  13. 13. 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
  14. 14. A common goal of every presentation… International Congress and Convention Association . Twitter: #ICCA13
  15. 15. Your ICCA language toolkit International Congress and Convention Association . Twitter: #ICCA13
  16. 16. Your ICCA language toolkit • Direct and short sentences • Colourful/Vivid phrases – do you speak in colour? International Congress and Convention Association . Twitter: #ICCA13
  17. 17. Speaking in colour 1. Metaphors/ analogies and similes 2. Repetition 3. Rhetorical Questions International Congress and Convention Association . Twitter: #ICCA13
  18. 18. 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
  19. 19. 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
  20. 20. International Congress and Convention Association . Twitter: #ICCA13
  21. 21. So what? International Congress and Convention Association . Twitter: #ICCA13
  22. 22. 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
  23. 23. Not passionate or fired up? International Congress and Convention Association . Twitter: #ICCA13
  24. 24. When we are about to run a race.. International Congress and Convention Association . Twitter: #ICCA13
  25. 25. Yet many people doing a sales presentation… International Congress and Convention Association . Twitter: #ICCA13
  26. 26. Look who’s showing palms? International Congress and Convention Association . Twitter: #ICCA13 26
  27. 27. How do you sound? International Congress and Convention Association . Twitter: #ICCA13
  28. 28. Your performance jacket? Connect Build trust Energy Composed Take care of audience Enthusiastic conversation International Congress and Convention Association . Twitter: #ICCA13
  29. 29. 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
  30. 30. 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
  31. 31. Thank you! Tina Altieri www.maxcommunicate.com International Congress and Convention Association Twitter: #ICCA13
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