PowerPoint for Sales Professionals

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“Death by PowerPoint” is a cliché phrase because it is usually true. Used poorly, PowerPoint can kill the sale.

You don’t want to be THAT person, do you?

Whether you are an entrepreneur approaching investors, a small business owner explaining your product or service, or a sales professional, you can harness the power of PowerPoint for large or small scale presentations.
Used effectively, PowerPoint can educate buyers and focus prospects on decision-critical factors.

Creating a great PowerPoint presentation is easier than you might think. You don’t need to be a great designer to come up with an engaging presentation. What you do need however, is an understanding of how to capture and direct your prospect’s focus.

In her presentation, you will learn how to structure an audience-centered, logical and persuasive flow. You will discover 4 easy design principles and some simple tips and tricks. You will also learn how you can scale your presentation down from a group presentation to a one-on-one presentation or even share it online.

Presented for the Professional Sales Association of Minnesota on 5/2/2014

Published in: Sales, Technology, Education
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PowerPoint for Sales Professionals

  1. 1. Easy PowerPoint for Sales Professionals Diane Windingland VirtualSpeechCoach.com 1
  2. 2. Another Boring PowerPoint Presentation? 2
  3. 3. The Boring Agenda Slide • Plan your presentation • Discover 4 easy design principles • Learn a few tips and tricks • Deliver with confidence 3
  4. 4.  Communications Expert  Author  Speaker  Presentation Coach The Not-So-Boring “About Me” Slide 4
  5. 5. 5
  6. 6. Start with Why 6
  7. 7. Does your Customer care? Start with Why 7
  8. 8. How do you discover Why? 8
  9. 9. After Why Then plan 9
  10. 10. 10
  11. 11. Monroe’s Motivated Sequence • Attention—You have a problem! • Need—Let me explain the problem • Satisfy—I have a solution! • Visualization—Positive or negative • Action—Next step 11
  12. 12. 12
  13. 13. Small Group Activity- PART 1 • Objective: Plan a presentation • Customer: Me • Product: a cell phone • 3 minutes discovery—Questions • 5 minutes—brainstorm • 5 minutes—plan on Post-its 13
  14. 14. 14
  15. 15. 4 Easy Design Principles Go BIG! Contrast Less is More Rule of Thirds 15
  16. 16. Go BIG! 16
  17. 17. Empowerment: Pass the Baton 17
  18. 18. 18
  19. 19. Empowerment 19
  20. 20. Rule of Thirds 20
  21. 21. Beautiful Tree in Rolling Pasture 21
  22. 22. 22
  23. 23. Power Points 1/3 1/3 1/3 1/3 1/3 1/3 23
  24. 24. 24
  25. 25. 25
  26. 26. 26
  27. 27. 27
  28. 28. Contrast 28
  29. 29. Contrast 29
  30. 30. Is this easy to read? 30
  31. 31. Is this easy to read? 31
  32. 32. Contrast information 32
  33. 33. U.S.A.  Revis family  North Carolina, U.S.A. $341.98/week  Spaghetti, potatoes, sesame chicken From the book “Hungry Planet” 33
  34. 34. Chad  Aboubakar family  Breidjing Camp, Chad  $1.23/week  Soup with fresh sheep meat From the book “Hungry Planet” 34
  35. 35. Weekly Food Consumption USA  Revis family  North Carolina, U.S.A. $341.98/week  Spaghetti, potatoes, sesame chicken Chad  Aboubakar family  Breidjing Camp, Chad  $1.23/week  Soup with fresh sheep meat From the book, “Hungry Planet” 35
  36. 36. Weekly Food Consumption USA  Revis family  North Carolina, U.S.A. $341.98/week  Spaghetti, potatoes, sesame chicken Chad  Aboubakar family  Breidjing Camp, Chad $1.23/week  Soup with fresh sheep meat From the book, “Hungry Planet” 36
  37. 37. Weekly Food Consumption USA $341.98 Chad $1.23 From the book, “Hungry Planet” 37
  38. 38. Weekly Food Consumption 0 50 100 150 200 250 300 350 400 $341.93 $1.23 38
  39. 39. Or . . . 39
  40. 40. A picture is worth _ ___ _____. 40
  41. 41. 41
  42. 42. 42
  43. 43. If a picture is worth a 1000 words, a ______ (or case study, relevant example) is worth 1000 pictures 43
  44. 44. THEN-NOW-HOW Story 45 2013-02 2014-03 45 lbs lost
  45. 45. Avoid Cheesy Clip Art 46
  46. 46. Less is More 47
  47. 47. What is the #1 problem? 48
  48. 48. information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information significance information information information information information information information information information information information information information information information information information information information information information information information information information 49
  49. 49. information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information significance information information information information information information information information information information information information information information information information information information information information information information information information information 50
  50. 50. information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information information significance information information information information information information information information information information information information information information information information information information information information information information information information information 51 “significance” was lost
  51. 51. One idea per slide 52
  52. 52. 6 X 6 Rule 53
  53. 53. The 6 X 6 Rule • No more than 6 bullets per slide • No more than 6 words per bullet • Don’t wrap points past one line • Fade-in bullets one at a time • This rule is better than wall-o-text. • Ugh. BORING. TMI. Do you like? 54
  54. 54. Make Information Visual (reduce bullet points) 55
  55. 55. My Family • Diane, born in Oregon • Sean, born in California • Clara, born in California • Yuri, born in Russia • Kim, born in South Korea 56
  56. 56. Diane Sean Clara Yuri Kim My Family 57
  57. 57. Situational Leadership •Leaders •Followers •Situation 58
  58. 58. Situational Leadership 59 Leaders Followers Situation Photo by Cat: http://www.flickr.com/photos/catt1788/
  59. 59. Don’t Overdo Animations 60 Over done animations are distracting For a professional look, use: • “Fade” or “Appear” animations • “Fade” Transitions
  60. 60. 4 Easy Design Principles Go BIG! Contrast Less is More Rule of Thirds 61
  61. 61. Small Group Activity- PART 2 • Objective: revise & present • 5 minutes revise • 7 slides • 3 minutes to present 62
  62. 62. 63
  63. 63. Tips and Tricks • Sections • Picture placement • Remove background of picture • Making text “pop” 64
  64. 64. Organize and plan with Sections 65
  65. 65. 66
  66. 66. Slide Sorter View 67
  67. 67. Picture Placement 68
  68. 68. 69 What does this eye-tracking study tell you? Eye-tracking study by James Breeze at ObjectiveEyeTracking.com
  69. 69. A person starts dying when they stop dreaming -Brian Williams “ “ 70
  70. 70. A person starts dying when they stop dreaming -Brian Williams “ “ 71
  71. 71. A person starts dying when they stop dreaming -Brian Williams “ “ 72
  72. 72. Remove Picture Background 73
  73. 73. 74
  74. 74. 75
  75. 75. Zoom in for finer control 76
  76. 76. Diane Sean Clara Yuri Kim My Family 77
  77. 77. Making text “Pop” 78
  78. 78. Muay Thai Boxing 79
  79. 79. Muay Thai Boxing 80
  80. 80. Muay Thai Boxing 81
  81. 81. Muay Thai Boxing 82
  82. 82. Muay Thai Boxing Gradient fill box extended 83
  83. 83. Muay Thai Boxing Dashed lines added to show boxes from previous slide Gradient fill box extended 84
  84. 84. Bonus tips: Keyboard Shortcuts • arrow keys move objects, CTRL arrow nudge • Copy short cut: Press CTRL while dragging • “B” for black screen 85
  85. 85. “B” for Black Screen 86
  86. 86. 87
  87. 87. 88
  88. 88. Sample PowerPoint Checklist Laptop Handouts AC Adapter handouts Mouse flyers biz. Cards Electrical Power strip Just in case Extension cord remote batteries spare bulb Projector CD w/ ppt file AC adapter flash drive w/ppt file Lap top cable Speaker Notes Remote control slides printout Projector screen Venue Accessories set up Speakers power access Laser Pointer internet access set up early? 89
  89. 89. 90
  90. 90. 91
  91. 91. Not Just for the Big Screen 92
  92. 92. Additional Resources • Tutorials on Lynda.com (David Diskin) • Book: Presentation Zen • Book: PowerPoint 2010 for Dummies 93
  93. 93. Remember . . . • Plan your presentation—WHY? • 4 easy design principles • A few tips and tricks • Deliver with confidence 94
  94. 94. Another Boring PowerPoint Presentation? 95

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