One More Thing - Sell Using Presentations

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Selling is an art, with the nuances of a science. I conducted this workshop for the marketing and sales team of a few clients. Have a look and let me know if it helps. …

Selling is an art, with the nuances of a science. I conducted this workshop for the marketing and sales team of a few clients. Have a look and let me know if it helps.

Inspiration: Steve Jobs

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  • 1. © VIVEK ANAND
  • 2. VIVEK ANAND FOUNDER & CEO ARIKE ELECTRIC CONVENER HYDERABAD ENTREPRENEURS SOCIETY EMAIL: VANAND@ARIKEELECTRIC.COM PHONE: +91 789 381 0553
  • 3. “ PLAN IN ANALOG STORY-BOARDING THE OLD SCHOOL WAY ”
  • 4. TECHNIQUE #1 YOUR PRESENTATION PLOT • HEROES • VILLAINS • STUNNING VISUALS • SIDE-CHARACTERS • BRAINSTORM…SKETCH…WHITEBOARD • DEMONSTRATIONS…VIDEO CLIPS…OTHER SPEAKERS
  • 5. “ POSE FOR THE TWITTER-BUGS @AUDIENCE: THIS PRESENTATION IS AWESOME ”
  • 6. TECHNIQUE #2 THE ONE LINE HEADLINE
  • 7. TECHNIQUE #2 THE ONLINE LINE HEADLINE • “THE WORLD’S THINNEST NOTEBOOK” • SINGLE SENTENCE DESCRIPTIONS • BIG PICTURE >> DETAILS • PRODUCT POSITIONING • CAN YOU DESCRIBE IN 140 CHARACTERS?
  • 8. “ THE BAD MAN ‘HISTORY IS WRITTEN BY THOSE WHO HANG HEROES’ ”
  • 9. TECHNIQUE #3 INTRODUCE THE ANTAGONIST
  • 10. TECHNIQUE #3 INTRODUCE THE ANTAGONIST • GREAT BRANDS AND RELIGIONS • VANQUISH A SHARED ENEMY • A COMPETITOR WHO WANTS IT ALL • A PROBLEM WHICH NO PRODUCT CAN SOLVE • CREATE A VILLAIN AND THE AUDIENCE WILL RALLY AROUND A HERO
  • 11. “ WHY SHOULD I CARE? SO YOU SELL A TIME MACHINE, WHY SHOULD I CARE? ”
  • 12. TECHNIQUE #4 FOCUS ON THE BENEFITS
  • 13. TECHNIQUE #4 FOCUS ON THE BENEFITS • SELL THE BENEFIT, NOT THE PRODUCT • CLEAR AND CONCISE • ‘IT IS TWICE AS FAST, AT HALF THE PRICE’ • ‘10 REASONS WHY YOU’LL LOVE THE MAC’ • NOBODY CARES ABOUT YOUR PRODUCT • WHAT DO THEY CARE ABOUT?
  • 14. “ MAGIC NUMBER THREE I AM PLEASED AND THOU SHALL ASK THREE BOONS OF ME ”
  • 15. TECHNIQUE #5 THE RULE OF ‘3’
  • 16. TECHNIQUE #5 THE RULE OF ‘3’ • ‘THREE STORIES OF MY LIFE’ • ‘THREE PRODUCTS INTO ONE’ • 3 IS MORE DRAMATIC THAN 2 • 3 IS MEMORABLE • FOR THE REST, VISIT www.website.com
  • 17. “ MAGIC NUMBER TEN 10 MINUTES… CUT! ”
  • 18. TECHNIQUE #6 THE 10 MINUTE RULE
  • 19. TECHNIQUE #6 THE 10 MINUTE RULE • AVERAGE ATTENTION SPAN • PUNCTUATE YOUR PRESENTATION • VIDEO • DEMO • USE PROPS • SHARE THE STAGE
  • 20. “ YOU’RE THE SANDMAN YOU GIVE LIFE TO DREAMS ”
  • 21. TECHNIQUE #7 SELL DREAMS, NOT PRODUCTS
  • 22. TECHNIQUE #7 SELL DREAMS, NOT PRODUCTS • PEOPLE HAVE DREAMS AND AMBITIONS • BETTER COMPUTERS OR A BETTER WORLD • PASSION, EMOTION AND ENTHUSIASM • A SENSE OF MISSION • WHO DO YOU MAKE THE PRODUCT FOR?
  • 23. “ OH, I SEE! ‘SIMPLICITY IS THE ULTIMATE SOPHISTICATION’ ”
  • 24. TECHNIQUE #8 CREATE VISUAL SLIDES
  • 25. “ ONE. TWO.. THREE… MAKE THE NUMBERS COUNT ”
  • 26. TECHNIQUE #9 MAKE YOUR NUMBERS MEANINGFUL $ 700 BILLION = $ 1 MILLION EACH DAY SINCE THE DAY CHRIST WAS BORN
  • 27. “ SUPERCALIFRAGILISTICEXPIALIDOCIOUS WAIT… DID HE JUST SAY THAT! ”
  • 28. TECHNIQUE #10 USE ZIPPY WORDS
  • 29. TECHNIQUE #10 USE ZIPPY WORDS • HAVE FUN WITH ENGLISH • AVOID JARGON, KEEP IT SIMPLE • IPHONE 3G WAS AMAZINGLY ZIPPY • SIMPLE, CLEAR, DIRECT
  • 30. “ SHOWSTOPPER THE PLEDGE… THE TURN… THE PRESTIGE… ”
  • 31. TECHNIQUE #11 REVEAL THE ‘HOLY SMOKES’ MOMENT
  • 32. OH, I ALMOST FORGOT! THERE IS ONE MORE THING… HAVE FUN!
  • 33. © VIVEK ANAND