Why do salespeopleWhy do salespeopleWhy do salespeopleWhy do salespeople
killkillkillkillkillkillkillkill
their customerst...
Many sales peopleMany sales peopleMany sales peopleMany sales people
during their sales meetings…during their sales meetin...
Doing their best to follow their
companies' PowerPoint guidelines
Don’t forget :
Logo is
mandatory on
every slide !
unifor...
Doing their best to follow their
companies' PowerPoint guidelines
Don’t forget :
Logo is
mandatory on
every slide !
unifor...
these “standardisedthese “standardisedthese “standardisedthese “standardised
PowerPoints“ will be thenPowerPoints“ will be...
Garr Reynolds, callsGarr Reynolds, callsGarr Reynolds, callsGarr Reynolds, calls
these documentsthese documentsthese docum...
1rst key point
Salespeople tend to put every word they are going to say on their
PowerPoint slides.
Although this
eliminat...
badbadbadbad
SlideumentSlideumentSlideumentSlideument
documentation.documentation.documentation.documentation.
makesmakesm...
No customer likesNo customer likesNo customer likesNo customer likes
slideumentslideumentslideumentslideument
It isn't eff...
use as ause as ause as ause as a
Slides thatSlides thatSlides thatSlides that
most repsmost repsmost repsmost reps
telepro...
Salespeople tend to put every word
their presentationstheir presentationstheir presentationstheir presentations
boringbori...
…generating…generating…generating…generating
““““DeathDeathDeathDeathby PowerPoint”by PowerPoint”by PowerPoint”by PowerPoi...
Same !Same !Same !Same !Can’t be theCan’t be theCan’t be theCan’t be the
Orientation :
Font size :
Text : as as possible
M...
tools…tools…tools…tools…
… actually do… actually do… actually do… actually do
properly!properly!properly!properly!
Salespeople should
respect
the way brain works
Either your
customer
reads…reads…
respect
the way brain works
Salespeople should
… or your
customer
hears youhears you
Don’t make
do bothyour customer
… or your
customer
hears you
Either your
customer
reads… hears youreads…
presentation tools
impactful
Salesreps should use
to make their sales meeting
impactful
an idealUsing PowerPoint
Sales Presentation
Tools
idealslideshow
Using PowerPoint
and Keynote
displaying
visual
for
visual...
catch
their customer’s sight
catch
increase
theirtheir
impactimpact
illuminateilluminate
their words
inspiretheir customer
inspiretheir customer
excited
make
their customer
excited
ecstatic
make
their customer
ecstatic
Written
Sales proposal :
readablereadablereadablereadable
writtenwrittenwrittenwrittenan ideal Word
documentdocumentdocume...
PowerPointPowerPointPowerPointPowerPoint
and Keynoteand Keynoteand Keynoteand Keynoteand Keynoteand Keynoteand Keynoteand ...
Salespeople
should use
tools
processors
making
for
writtensales
proposals
""""badbadbadbad
PowerPoints“PowerPoints“PowerPoints“PowerPoints“
reflectsreflectsreflectsreflects
flawedflawedflawedflawe...
that
After any sales meeting,
who can
believethat
believe
customers are going…
fullfullfullfull
to attempt to
of PowerPoint
read pages
Slides ?!fullfullfullfull Key points
Big typeface size as if it we...
CompaniesCompaniesCompaniesCompanies
shouldshouldshouldshould requestrequestrequestrequest
that sales peoplethat sales peo...
A written documentA written documentA written documentA written document
that covers thethat covers thethat covers thethat...
documentdocumentdocumentdocument
WORD or PDFWORD or PDFWORD or PDFWORD or PDF
that isthat isthat isthat is
writtenwrittenw...
documentdocumentdocumentdocument
WORD or PDFWORD or PDFWORD or PDFWORD or PDF
that isthat isthat isthat is
writtenwrittenw...
WithWithWithWith
consistentconsistentconsistentconsistentconsistentconsistentconsistentconsistent
would bewould bewould bewould be
far morefar morefar morefar more
effectiveeffectiveeffectiveeffective
far morefar morefar...
Using the right toolUsing the right toolUsing the right toolUsing the right tool
is alwaysis alwaysis alwaysis always
effe...
an
ideal World
an idealan idealslideshow
an ideal Word
Written sales proposal Sales presentation
Author : Jean-François MESSIER
Email : jfmessier@mercurifr.com
AcknowledgmentsAcknowledgments
I'd like to thank Garr Reyno...
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Reps and slideumentation v1

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Sales people during their sales meetings use computer-based sales presentations, following their companies’ guidelines, which will be then printed in written “sales proposal” documents. These presentations are supposed to serve both as projected visuals and as stand-alone written proposal do actually nothing properly. How would it be possible to do efficient sales presentations and efficient sales proposals?

Published in: Business, Technology
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  • It kills me... great work, and i sense the emotion in every slide. How can i get this copy? Thanks a lot...
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  • veryinformativesldes needmoreforupdating
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  • Greeeeat!!!
    I've seen yesterday my first russian ballet... and discovered how the visual sense could be used to tell a story with more emotion and nuance than any lyrics could achieve.
    Your prez conveys the same energy!
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  • I totally agree with you. Two different tools for two different purposes. I guess your slide number 11 is based on Don McMillan, isn't it? I also use it in my presentations about how to improve your presentations. ;-)
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  • Jean-François, congratulations for this MASTERPIECE !!
    What you say is much more than common sense, it's the products of years of practice and thinking!
    I'm gonna share it and use it with my entire salesforce!
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Reps and slideumentation v1

  1. 1. Why do salespeopleWhy do salespeopleWhy do salespeopleWhy do salespeople killkillkillkillkillkillkillkill their customerstheir customerstheir customerstheir customers slideumentationslideumentationslideumentationslideumentation withwithwithwith
  2. 2. Many sales peopleMany sales peopleMany sales peopleMany sales people during their sales meetings…during their sales meetings…during their sales meetings…during their sales meetings… useuseuseuse computercomputercomputercomputer----basedbasedbasedbased salessalessalessales presentationspresentationspresentationspresentations
  3. 3. Doing their best to follow their companies' PowerPoint guidelines Don’t forget : Logo is mandatory on every slide ! uniform PowerPoint guidelines with useless and boring bullet points ugly layout based on the worst of PowerPoint (or Keynote) with sub-bullet points to make it clear and fonts so small that no one can read with 200 words per slide (*) companies' PowerPoint guidelines every slide ! © restricted, Date, topic, slide #, location, vendor, supplier, customer with 200 words per slide (*) (*)only 50 in this one !
  4. 4. Doing their best to follow their companies' PowerPoint guidelines Don’t forget : Logo is mandatory on every slide ! uniform PowerPoint guidelines with useless and boring bullet points ugly layout based on the worst of PowerPoint (or Keynote) with sub-bullet points to make it clear and fonts so small that no one can read with 200 words per slide (*) companies' PowerPoint guidelines every slide ! © restricted, Date, topic, slide #, location, vendor, supplier, customer with 200 words per slide (*) (*)only 50 in this one !
  5. 5. these “standardisedthese “standardisedthese “standardisedthese “standardised PowerPoints“ will be thenPowerPoints“ will be thenPowerPoints“ will be thenPowerPoints“ will be then in writtenin writtenin writtenin written “sales proposal” documents“sales proposal” documents“sales proposal” documents“sales proposal” documents
  6. 6. Garr Reynolds, callsGarr Reynolds, callsGarr Reynolds, callsGarr Reynolds, calls these documentsthese documentsthese documentsthese documents supposedsupposedsupposedsupposed to serve bothto serve bothto serve bothto serve both asasasas projected visualsprojected visualsprojected visualsprojected visualsasasasas projected visualsprojected visualsprojected visualsprojected visuals and as standand as standand as standand as stand----alonealonealonealone written proposalswritten proposalswritten proposalswritten proposals
  7. 7. 1rst key point Salespeople tend to put every word they are going to say on their PowerPoint slides. Although this eliminates the need to memorize their talk, ultimately this makes their slides crowded, wordy, and boring. They loose their customer's attention before they even reach the bottom of their first slide. 2nd key point uniform PowerPoint guidelines supposed to be submitted in advance… … far in advance of the meeting. supposed to be submitted in advance… … far in advance of the meeting. with useless and boring bullet points Ugly layout based on the worst of PowerPoint (or Keynotes) With sub-bullet points to make it clear And fonts so small that no one can read With 200 words per slide (*) © restricted, Date, topic, slide #, location, vendor, supplier, customer etc… Slideument makesSlideument makesSlideument makesSlideument makes badbadbadbad visualvisualvisualvisual slidesslidesslidesslides badbadbadbad visualvisualvisualvisual slidesslidesslidesslides
  8. 8. badbadbadbad SlideumentSlideumentSlideumentSlideument documentation.documentation.documentation.documentation. makesmakesmakesmakes badbadbadbad Key points Big typeface size as if it were a book for kids. In this case : an ulgy book for kids. Too many pages because of big typeface size Tiring to read because of landscape orientation : written documents made to be read as newspaper are based on a portait format, with tight columns, so thatportait format, with tight columns, so that your eyes don’t need to go from the very left hand side of each page towards its very right hand side © restricted, Date, topic, slide #, location, customer, supplier, vendor, etc…
  9. 9. No customer likesNo customer likesNo customer likesNo customer likes slideumentslideumentslideumentslideument It isn't effective,It isn't effective,It isn't effective,It isn't effective, it isn't efficient,it isn't efficient,it isn't efficient,it isn't efficient,it isn't efficient,it isn't efficient,it isn't efficient,it isn't efficient, and it isn't pretty.and it isn't pretty.and it isn't pretty.and it isn't pretty.
  10. 10. use as ause as ause as ause as a Slides thatSlides thatSlides thatSlides that most repsmost repsmost repsmost reps teleprompterteleprompterteleprompterteleprompterteleprompterteleprompterteleprompterteleprompter
  11. 11. Salespeople tend to put every word their presentationstheir presentationstheir presentationstheir presentations boringboringboringboring makingmakingmakingmaking Salespeople tend to put every word they are going to say on their PowerPoint slides. Although this eliminates the need to memorize their talk, ultimately this makes their slides crowded, wordy, and boring. They lose their customer's attention before they even reach boring. They lose their customer's attention before they even reach the bottom of their first slide.
  12. 12. …generating…generating…generating…generating ““““DeathDeathDeathDeathby PowerPoint”by PowerPoint”by PowerPoint”by PowerPoint”
  13. 13. Same !Same !Same !Same !Can’t be theCan’t be theCan’t be theCan’t be the Orientation : Font size : Text : as as possible Max nb. of words / slide : Text structure : bullet pointsText structure : bullet points Visual : based on Software : , Keynotes
  14. 14. tools…tools…tools…tools… … actually do… actually do… actually do… actually do properly!properly!properly!properly!
  15. 15. Salespeople should respect the way brain works Either your customer reads…reads…
  16. 16. respect the way brain works Salespeople should … or your customer hears youhears you
  17. 17. Don’t make do bothyour customer … or your customer hears you Either your customer reads… hears youreads…
  18. 18. presentation tools impactful Salesreps should use to make their sales meeting impactful
  19. 19. an idealUsing PowerPoint Sales Presentation Tools idealslideshow Using PowerPoint and Keynote displaying visual for visualinformation that…
  20. 20. catch their customer’s sight catch
  21. 21. increase theirtheir impactimpact
  22. 22. illuminateilluminate their words
  23. 23. inspiretheir customer inspiretheir customer
  24. 24. excited make their customer excited
  25. 25. ecstatic make their customer ecstatic
  26. 26. Written Sales proposal : readablereadablereadablereadable writtenwrittenwrittenwrittenan ideal Word documentdocumentdocumentdocument readablereadablereadablereadable writtenwrittenwrittenwritten
  27. 27. PowerPointPowerPointPowerPointPowerPoint and Keynoteand Keynoteand Keynoteand Keynoteand Keynoteand Keynoteand Keynoteand Keynote areareareare toolstoolstoolstools not goodnot goodnot goodnot good making for toolstoolstoolstools making for writtendocuments
  28. 28. Salespeople should use tools processors making for writtensales proposals
  29. 29. """"badbadbadbad PowerPoints“PowerPoints“PowerPoints“PowerPoints“ reflectsreflectsreflectsreflects flawedflawedflawedflawedflawedflawedflawedflawed Sales beliefsSales beliefsSales beliefsSales beliefs ::::
  30. 30. that After any sales meeting, who can believethat believe customers are going…
  31. 31. fullfullfullfull to attempt to of PowerPoint read pages Slides ?!fullfullfullfull Key points Big typeface size as if it were a book for kids. In this case : an ulgy book for kids. Too many pages because of big typeface size Tiring to read because of landscape orientation : written documents made to be read as newspaper are based on a portait format, with tight columns, so that Slides ?! portait format, with tight columns, so that your eyes don’t need to go from the very left hand side of each page towards its very right hand side © restricted, Date, topic, slide #, location, customer, supplier, vendor, etc…
  32. 32. CompaniesCompaniesCompaniesCompanies shouldshouldshouldshould requestrequestrequestrequest that sales peoplethat sales peoplethat sales peoplethat sales people instead provide ainstead provide ainstead provide ainstead provide ainstead provide ainstead provide ainstead provide ainstead provide a aaaa readablereadablereadablereadable writtenwrittenwrittenwritten proposalproposalproposalproposal writtenwrittenwrittenwritten
  33. 33. A written documentA written documentA written documentA written document that covers thethat covers thethat covers thethat covers the main points of theirmain points of theirmain points of theirmain points of their proposalproposalproposalproposalproposalproposalproposalproposal withwithwithwith detaildetaildetaildetail appropriateappropriateappropriateappropriate depthdepthdepthdepth detaildetaildetaildetailandandandand
  34. 34. documentdocumentdocumentdocument WORD or PDFWORD or PDFWORD or PDFWORD or PDF that isthat isthat isthat is writtenwrittenwrittenwrittenin ain ain ain a readablereadablereadablereadablereadablereadablereadablereadable fashionfashionfashionfashion
  35. 35. documentdocumentdocumentdocument WORD or PDFWORD or PDFWORD or PDFWORD or PDF that isthat isthat isthat is writtenwrittenwrittenwrittenin ain ain ain a readablereadablereadablereadablereadablereadablereadablereadable fashionfashionfashionfashion
  36. 36. WithWithWithWith consistentconsistentconsistentconsistentconsistentconsistentconsistentconsistent
  37. 37. would bewould bewould bewould be far morefar morefar morefar more effectiveeffectiveeffectiveeffective far morefar morefar morefar more
  38. 38. Using the right toolUsing the right toolUsing the right toolUsing the right tool is alwaysis alwaysis alwaysis always effectiveeffectiveeffectiveeffective to do the right taskto do the right taskto do the right taskto do the right task far morefar morefar morefar more effectiveeffectiveeffectiveeffective
  39. 39. an ideal World an idealan idealslideshow an ideal Word Written sales proposal Sales presentation
  40. 40. Author : Jean-François MESSIER Email : jfmessier@mercurifr.com AcknowledgmentsAcknowledgments I'd like to thank Garr Reynolds. He did nothing directly regarding these slides, he didn’t help… However this slideshow would not have been possible three years ago before discovering Garr Reynolds’s website and publications. It’s a long journey to get the best of Garr Reynolds’s provocative mix of illumination inspiration, education, and guidance. It may change much more than presentations : it may change the speaker himself, it changed myself. Thanks for this, Garr. Even they have nothing to do directly with this slideshow, I’d like to thank the “rest of the band” I discovered through Garr Reynolds ; thanks for inspiring me every day with your publications and presentations : Nancy Duarte, Carmine Gallo, Seth Godin, Steve Jobs, Guy Kawasaki, Don McMillan, Dr John Medina, Hans Rosling, John Sweller... Photo Credit iStockphoto.com
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