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.

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SalesSchool - designing sales presentations that sell

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

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