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SalesSchool - designing sales presentations that sell

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The slides I used in my talk at NYU for SalesSchool on 6 April 2011. Some of the charts do not stand very well on their own, SalesCrunch will post audio and video fragments on their web site soon.

The slides I used in my talk at NYU for SalesSchool on 6 April 2011. Some of the charts do not stand very well on their own, SalesCrunch will post audio and video fragments on their web site soon.

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Transcript

  • 1. SALES PRESENTATIONS THAT SELL Presentation designer Jan Schultink CEO of Idea Transplant New York, 6 April 2011 IDEATRANSPLANT
  • 2. 2 Salesmen are story tellers, but…
  • 3. 3 Startup nation My office Tel Aviv Egypt Gaza Google Pitch Pitch PitchPitch Pitch Pitch
  • 4. 4 10,000 hours of presentation design
  • 5. 5 Big company strategy at McKinsey Startup sales target
  • 6. 6 You can do it!
  • 7. 7 Make sure your PowerPoint does not look like PowerPoint
  • 8. IMAGES
  • 9. BULLETPOINTS
  • 10. •! 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
  • 11. Read letters Construct words Construct sentences Deduct meaning Store impression Short cut?
  • 12. 12 Emotional shortcuts
  • 13. 13
  • 14. 14 iStockPhoto
  • 15. 15 iStockPhoto
  • 16. 16 iStockPhoto
  • 17. 17 Flickr/alexkess Flickr CC
  • 18. 18 Local / relevant
  • 19. Proportions
  • 20. White space
  • 21. ~two thirds 1 0.618 1.618 62% 62%
  • 22. Align and distribute
  • 23. We have momentum!
  • 24. We have momentum!
  • 25. 30 $1,352,455.62
  • 26. 31 ~$1.3m
  • 27. 32 A poor data chart
  • 28. 33 A good data chart
  • 29. 34 Left blank on purpose
  • 30. HYGIENE
  • 31. 36
  • 32. 37 Which company looks better? Which company looks better?
  • 33. 38 Global ban comic sans movement
  • 34. 39 Professional colors: Adobe Kuler
  • 35. 40 SSlliicckk does not always equal ggoooodd Flickr/airgap
  • 36. 41 Give your content space YYOOUURR LLOOGGOO HHEERREE
  • 37. 42 Slide objects make the look and feel
  • 38. 43 Rip Strip Reequip
  • 39. 44 CCoommppeettiittoorr 11 CCoommppeettiittoorr 22 UUss!! Criterion Criterion Criterion Criterion Criterion Criterion
  • 40. 45 Sweet spotFast Effective
  • 41. STORIES
  • 42. 47 We will summarize item 1 to 4 We will present item 1 We will present item 2 We will present item 3 We will present item 4 We will summarize item 1 to 4
  • 43. 48 “For sale: baby shoes, never worn.”
  • 44. 49 Remembering an apple tree Remembering the way home
  • 45. 50
  • 46. !"#$
  • 47. 52 Think product placement inside a story
  • 48. 53 “Frankensteining”
  • 49. 54 Going analogue
  • 50. 55 Going analogue Mind mapping iToughtsHD
  • 51. 57 “If you ccaann''tt eexxppllaaiinn it to a 6 year old, you ddoonn''tt uunnddeerrssttaanndd it yourself.”
  • 52. CONTENT
  • 53. 59 Meeting Other decision inputs
  • 54. 60 “Gut” buys on emotion “Head” justifies with facts
  • 55. You(& the slide deck)
  • 56. 62 “Competition? They S***K”
  • 57. 63 hand shake conference call sales presentation 10 second 15 minute 1.5 hour
  • 58. 64 The 10 second version
  • 59. 65
  • 60. 66 “We help you cut cost, get customers, and reduce churn.”
  • 61. The curse of knowledge
  • 62. tap tap tapper de tap tap tap tap tapper de tap tap tap Think of a symphony
  • 63. tap tap tapper de tap tap tap tap tapper de tap tap tap
  • 64. 70 “We help you cut cost, get customers, and reduce churn.” tap tap tapper de tap tap tap tap tapper de tap tap tap
  • 65. 71 A revolutionary device that will disrupt the media value chain while delivering a great and seamless customer experience “10,000 songs in your pocket”
  • 66. 72 The 1.5 hour version
  • 67. 73 TED20 minutes is enough
  • 68. 74 OK, I am listening
  • 69. 75 Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah, Blah,
  • 70. 76 “Let’s start with a bit about us”
  • 71. 77 Don’t preach to the converted
  • 72. 78 The real issues
  • 73. 79 Become the trusted advisor
  • 74. 80 Talk about your weaknesses
  • 75. 81 Multiple audiences
  • 76. 82 Take the story to a higher level Features! Value!
  • 77. 83 Pitch the problem, not the solution
  • 78. 84 Visualize the problem Flickr/Paul & Jill Lottery tickets will go mobile
  • 79. 85 People love to follow the crowd
  • 80. 86 Maintain momentum
  • 81. 87 Careful with the demo
  • 82. 88 Why $1.3m?
  • 83. 89 This number This number This number $1.3m This number This number This number X X X
  • 84. 90 What would you have to believe?
  • 85. 91 Easy to get A bit harder to get Future upside
  • 86. 92 “Thank you, we will just ask questions”
  • 87. WEBINARS
  • 88. 1 94 Get the technology set up right
  • 89. 1 95 Page reference for fast switching
  • 90. 1 96 Avoid 5 second charts
  • 91. 1 98 Explain why you are silent
  • 92. LEARN
  • 93. BLOG.IDEATRANSPLANT.COM
  • 94. ONE MORE THING
  • 95. 10 4 Practice, practice, practice
  • 96. 10 5 Key point Cut off Planned finish People getting nervous
  • 97. !"#$
  • 98. 10 7 What slide stays on the longest?
  • 99. 10 8
  • 100. BLOG.IDEATRANSPLANT.COM