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Sales Presentations for Complex Sales

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A primer on how to engage your audience more quickly in sales situations.

A primer on how to engage your audience more quickly in sales situations.

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  • 1. Kevin Sasser Kevin Sasser Strategies for Complex Sales Sales Presentations
  • 2. Kevin Sasser What the Sales Rep Said…
  • 3. Kevin Sasser …What a great demo! We were there three hours and threw everything we had at them…
  • 4. Kevin Sasser …we talked about our history, our vision, what the analyst are saying about us, even threw in some quotes from the boss….
  • 5. Kevin Sasser …you can tell they were taking it all in. I feel really good about this one and will put it as a sure thing on the forecast.
  • 6. Kevin Sasser What the Prospect Said
  • 7. Kevin Sasser “I now know what meetings in hell are like….”
  • 8. Kevin Sasser “We booked this meeting for 90 min and the vendor stayed for three hours, pretty much wrecking the day for the entire team.”
  • 9. Kevin Sasser “The presentation was extremely focused on them and was filled with generic industry facts that anyone can find with a simple google.”
  • 10. Kevin Sasser “I have no idea how they could help us meet our goals.”
  • 11. Kevin Sasser “BTW, based on his quotes in the presentation, the President of that company is a real moron.”
  • 12. Kevin Sasser How to Present
  • 13. Kevin Sasser 80% of sales originate with 20% of the sales people -Every Sales Manager who has to give a forecast to management
  • 14. Kevin Sasser Why?
  • 15. Kevin Sasser Most salespeople want to tell the prospect everything about their solution and make the sale.
  • 16. Kevin Sasser The best sales people learn what the prospect is trying to do and present them with a solution that will allow them to achieve the desired goal or outcome.
  • 17. Kevin Sasser So let’s discuss some best practices for managing your sales territory.
  • 18. Kevin Sasser Discussion Topics • Prospecting • Presenting • Forecasting • Closing • Follow Up
  • 19. Kevin Sasser Pre-Game
  • 20. Kevin Sasser Key Point Make Sure You Only Present to Qualified Prospects
  • 21. Kevin Sasser Key Point Otherwise you are: – Wasting your time – Wasting your prospect’s time – Possibly feeding intel to your competitors – Ruining your personal professional brand with the prospect
  • 22. Kevin Sasser Qualified Prospect? You must know the following • Why: Is the company looking at your solution?
  • 23. Kevin Sasser Qualified Prospect? You must know the following • Why: Is the company looking at your solution? • Who: Is the decision maker, user, technical champion, executive champion and budget owner?
  • 24. Kevin Sasser Qualified Prospect? You must know the following • Why: Is the company looking at your solution? • Who: Is the decision maker, user, technical champion, executive champion and budget owner? • What: Relevant goals the prospect wants to accomplish
  • 25. Kevin Sasser Qualified Prospect? You must know the following • Why: Is the company looking at your solution? • Who: Is the decision maker, user, technical champion, executive champion and budget owner? • What: Relevant goals the prospect wants to accomplish • When: Are they looking to select a vendor, make a purchase, how long to get a P.O. or check?
  • 26. Kevin Sasser Qualified Prospect? You must know the following • Why: Is the company looking at your solution? • Who: Is the decision maker, user, technical champion, executive champion and budget owner? • What: Relevant goals the prospect wants to accomplish • When: Are they looking to select a vendor, make a purchase, how long to get a P.O. or check? • How: Will they implement? Who will own it?
  • 27. Kevin Sasser Building Your Presentation
  • 28. Kevin Sasser “We are going to blow through these first few slides and get to the good stuff in a few minutes” Things Bad Sales People Say
  • 29. Kevin Sasser What most reps think they are presenting
  • 30. Kevin Sasser A complete and comprehensive picture of everything your company can provide.
  • 31. Kevin Sasser Here’s what most reps are actually doing.
  • 32. Kevin Sasser Because they are not sure what’s important to the prospect they are throwing everything out them and hope something sticks. If you don’t get the spaghetti reference, go ask a cook.
  • 33. Kevin Sasser Your prospects get bored just like the rest of us.
  • 34. Kevin Sasser Typical Attention Span TIME ATTENTIONSPAN MIN MAX Your prospects are most engaged at the start of the meeting.
  • 35. Kevin Sasser Typical Attention Span TIME ATTENTIONSPAN MIN MAX Unfortunately this is when most reps are talking about the least relevant material.
  • 36. Kevin Sasser Typical Attention Span TIME ATTENTIONSPAN MIN MAX Worse, the information with the most value and relevancy is typically presented when the prospect is least engaged
  • 37. Kevin Sasser Put the information that the prospect would be most interested in at the beginning of the presentation
  • 38. Kevin Sasser So instead of this….
  • 39. Kevin Sasser Before you present Have a “discovery” session (not a sales call) with the prospect where you discuss why the prospect is looking for the type of solution you offer.
  • 40. Kevin Sasser Before you present Pay close to attention to: • Specific Pain Points, ex “We lost a customer..” • Understand which Dept/Exec felt that pain the most • Understand the plan after they implement a solution, who will own it, how will it be used
  • 41. Kevin Sasser Knowing the prospect’s pain helps you focus on the most important topics.
  • 42. Kevin Sasser Know who will be in the room during your presentation.
  • 43. Kevin Sasser Attendees • Know the attendees of your presentation • Google them • Visit their LinkedIn profile • If they blog see what they care about • Confirm their roles with multiple people • Have notes available for you to reference during the meeting
  • 44. Kevin Sasser Building Your Presentation
  • 45. Kevin Sasser Building Your Presentation Use the information from your qualification process to help build an extremely relevant introduction to your presentation
  • 46. Kevin Sasser Building Your Presentations • Font Size – 32pt (this size) – Smallest Font – 28pt (this size) • Reduce Words • Use Images to tell Story • A lot of slides with a few words is better than fewer slides with more words. • DO NOT EVER READ THE SLIDES
  • 47. Kevin Sasser Kill the “Slide de la Logos”
  • 48. Kevin Sasser You Know What I’m Talking About
  • 49. Kevin Sasser Slide de la Logos A vendor presented this to me. There was only one logo I recognized because I'm a fan.
  • 50. Kevin Sasser Instead, Try This
  • 51. Kevin Sasser Pick One Relevant Story
  • 52. Kevin Sasser Getting Started
  • 53. Kevin Sasser Your Agenda • Executive Summary • Business Requirements • Technical Requirements • ROI • Next Steps
  • 54. Kevin Sasser That’s Right. Start with an Executive Summary
  • 55. Kevin Sasser Why?
  • 56. Kevin Sasser High level decision makers have a habit for staying for the first ten minutes of a meeting, and then leaving
  • 57. Kevin Sasser Executive Summary Cover these topics • The prospect’s pain • How your solution solves that pain • The ROI the prospect can expect
  • 58. Kevin Sasser An Example
  • 59. Kevin Sasser Executive Summary Deployment speed of content and applications to Web Properties • 19 Websites • 30 Social Media Accounts • 5 Mobile Apps “Mr. Prospect you shared with my team that you feel that your competitors have an advantage in this area, is that correct?”
  • 60. Kevin Sasser Executive Summary Our solution provides the ability to line-of- business users to create and deploy targeted content to web, social, and mobile platforms “Today, we are going to discuss how our solution addresses the challenges we just identified.”
  • 61. Kevin Sasser Executive Summary Similar customers have experienced: • 50% Reduction in Time to Deployment • 12% Increase in Amount of Content Available • 3% Increase in CTR “While results vary, our typical customer can expect meaningful ROI in this areas.”
  • 62. Kevin Sasser Client Overview Allow me to share with you the story of one of our clients who had similar challenges.
  • 63. Kevin Sasser Ok Sasser, but I may be fired if I change the presentation and get caught.
  • 64. Kevin Sasser Ok. So Don’t Get Caught.
  • 65. Kevin Sasser And…..
  • 66. Kevin Sasser You may want to point out that someone who submits a generic resume that is not relevant to your company is likely not to get hired….
  • 67. Kevin Sasser Your prospects hold the same standard when it comes to evaluating vendors.
  • 68. Kevin Sasser Good Luck Kevin Sasser Sales.Wars@gmail.com

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