SalesSchool - designing sales presentations that sell

SALES PRESENTATIONS THAT SELLPresentation designer Jan SchultinkCEO of Idea TransplantNew York, 6 April 2011 IDEATRANSPLANT

2Salesmen are story tellers, but…

3 Startup nation Egypt Gaza P ch P ch P ch Tel AvivP ch P ch P ch My ofﬁce Google

410,000 hours ofpresentationdesign

5 S upsales rgetBig company strategy at McKinsey

6You can do it!

7 Make sure your PowerPointdoes not look like PowerPoint

IMAGES

BULLET POINTS

•! By the time I have ﬁnished•! Reading out these bullets to you•! You read them already plus•! Managed to check all your•! Emails on your blackberry and•! Even sent a few responses

Read lettersConstruct wordsConstruct sentencesDeduct meaningStore impression Short cut?

12Emotionalshortcuts

14iStockPhoto

15iStockPhoto

16iStockPhoto

17Flickr CC Flickr/alexkess

18Local / relevant

Proportions

White space

1 62% 0.61862% 1.618 ~two thirds

Align and distribute

We havemomentum!

30$1,352,455.62

31~$1.3m

32A poor data chart

33A good data chart

34Left blank on purpose

HYGIENE

37Which company looks better?Which company looks better?

38Global ban comic sans movement

39Professional colors: Adobe Kuler

40Slick does not always equal good Flickr/airgap

41Give your content space YOUR LOGO HERE

42Slide objects make the look and feel

43 Rip StripReequip

44 Competitor 1 Competitor 2 Us!CriterionCriterionCriterionCriterionCriterionCriterion

45Fast Sweet spot Effective

STORIES

47We will summarize item 1 to 4We will present item 1We will present item 2We will present item 3We will present item 4We will summarize item 1 to 4

48“For sale: baby shoes, never worn.”

49Rememberingan apple treeRememberingthe way home

52Think product placementinside a story

53“Frankensteining”

54Going analogue

55Mind mappingGoing analogue iToughtsHD

57“If you cant explain it to a 6 year old, you dont understand it yourself.”

CONTENT

59Other decision inputs Meeting

60 “Head” justiﬁes with facts “Gut”buys onemotion

You(& the slide deck)

62“Competition? They S***K”

6310 second hand shake15 minute conference call 1.5 hour sales presentation

64The 10 second version

66 “We help you cut cost, getcustomers, and reduce churn.”

The curse of knowledge

Think of a symphonytap tap tapper de tap tap tap tap tapper de tap tap tap

tap tap tapper de tap tap tap tap tapper de tap tap tap

70 “We help you cut cost, get customers, and reduce churn.”tap tap tapper de tap tap tap tap tapper de tap tap tap

71A revolutionary device that willdisrupt the media value chain whiledelivering a great and seamlesscustomer experience “10,000 songs in your pocket”

72The 1.5 hour version

73TED20 minutes is enough

74OK, I amlistening

75Blah, Blah, Blah,Blah, Blah, Blah,Blah, Blah, Blah,Blah, Blah, Blah,Blah, Blah, Blah,Blah, Blah, Blah,Blah, Blah, Blah,Blah, Blah, Blah,

76“Let’s start with a bit about us”

77Don’t preach to the converted

78The real issues

79 Becomethe trusted advisor

80Talk about your weaknesses

81 Multipleaudiences

82Take the story to a higher level Value! Features!

83Pitch the problem, not the solution

84Lottery tickets will go mobileVisualize the problem Flickr/Paul & Jill

85People love to follow the crowd

86 Maintainmomentum

87Careful withthe demo

88Why $1.3m?

89 This number This number X This This number X number This$1.3m X number This number

90What would you have to believe?

91 Future upsideA bit harder to get Easy to get

92“Thank you, we will just ask questions”

WEBINARS

1 94 Get the technology set up right

1 95 Page reference for fast switching

1 96 Avoid 5 second charts

1 98 Explain why you are silent

BLOG.IDEATRANSPLANT.COM

ONE MORE THING

10 4Practice,practice,practice

10 5Planned Cut Key ﬁnish off point People getting nervous

10 7What slide stays on the longest?

BLOG.IDEATRANSPLANT.COM

http://blog.ideatransplant.com	346
http://www.entrepreneurmag.co.za	83
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SalesSchool - designing sales presentations that sell

by Idea Transplant on Apr 12, 2011

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