Why do salespeople
kill
their customers
slideumentation
with
Many sales people
during their sales meetings…
use computer-based
sales presentations
© restricted, Date, topic, slide #, location, vendor, supplier, customer
 uniform PowerPoint guidelines
 with useless an...
© restricted, Date, topic, slide #, location, vendor, supplier, customer
 uniform PowerPoint guidelines
 with useless an...
these “standardised
PowerPoints“ will be then
in written
“sales proposal” documents
these documents
supposed to serve both
Garr Reynolds, calls
as projected visuals
and as stand-alone
written proposals
1rst key point
 Salespeople tend to put every word they are going to say on their
PowerPoint slides.
Although this
 eli...
bad Key points
Big typeface size as if it were a book for
kids. In this case : an ulgy book for kids.
Too many pages bec...
No customer likes
slideument
It isn't effective,
it isn't efficient,
and it isn't pretty.
use as a
Slides that
most reps
teleprompter
Salespeople tend to put every word
they are going to say on their
PowerPoint slides. Although this
eliminates the need to ...
…generating
“Deathby PowerPoint”
Orientation :
Font size :
Text : as as possible
Max nb. of words / slide :
Text structure : bullet points
Visual : based o...
tools…
… actually do
properly!
Salespeople should
Either your
customer
reads…
respect
the way brain works
… or your
customer
hears you
respect
the way brain works
Salespeople should
Don’t make
do bothyour customer
… or your
customer
hears you
Either your
customer
reads…
presentation tools
impactful
Salesreps should use
to make their sales meeting
an idealslideshow
Using PowerPoint
and Keynote
Sales Presentation
Tools
displaying
visual
for
information that…
their customer’s sight
catch
increase
their
impact
illuminate
their words
inspiretheir customer
excited
make
their customer
ecstatic
make
their customer
an ideal Word
document
readable
written
Written
Sales proposal :
PowerPoint
and Keynote
are
tools
not good
making
for
writtendocuments
tools
processors
Salespeople
should use
making
for
writtensales
proposals
reflects
flawed
Sales beliefs :
"bad
PowerPoints“
that
After any sales meeting,
who can
believe
customers are going…
full Key points
Big typeface size as if it were a book for
kids. In this case : an ulgy book for kids.
Too many pages be...
proposal
Companies
should request
that sales people
instead provide a
a
readable
written
depth
A written document
that covers the
main points of their
proposal
with
detail
appropriate
and
document
WORD or PDF
that is
writtenin a
readable
fashion
document
WORD or PDF
that is
writtenin a
readable
fashion
With
consistent
effective
would be
far more
is always
effective
Using the right tool
to do the right task
far more
an
ideal World
an ideal Word
an idealslideshow
Written sales proposal Sales presentation
Author : Jean-François MESSIER
Président Cloud Business School :
http://www.cloud-business-school.com/
Acknowledgments
I'd...
After 15 years in B2B sales, Jean-François joined Mercuri
International in 1996. Mercuri is the leading training and
consu...
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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?

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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 salespeople kill their customers slideumentation with
  2. 2. Many sales people during their sales meetings… use computer-based sales presentations
  3. 3. © restricted, Date, topic, slide #, location, vendor, supplier, customer  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 (*) Doing their best to follow their companies' PowerPoint guidelines (*)only 50 in this one ! Don’t forget : Logo is mandatory on every slide !
  4. 4. © restricted, Date, topic, slide #, location, vendor, supplier, customer  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 (*) Doing their best to follow their companies' PowerPoint guidelines Don’t forget : Logo is mandatory on every slide ! (*)only 50 in this one !
  5. 5. these “standardised PowerPoints“ will be then in written “sales proposal” documents
  6. 6. these documents supposed to serve both Garr Reynolds, calls as projected visuals and as stand-alone written 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. 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 makes bad visual slides
  8. 8. bad 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 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… Slideument documentation. makes
  9. 9. No customer likes slideument It isn't effective, it isn't efficient, and it isn't pretty.
  10. 10. use as a Slides that most reps teleprompter
  11. 11. 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 the bottom of their first slide. their presentations boring making
  12. 12. …generating “Deathby PowerPoint”
  13. 13. Orientation : Font size : Text : as as possible Max nb. of words / slide : Text structure : bullet points Visual : based on Software : , Keynotes Same !Can’t be the
  14. 14. tools… … actually do properly!
  15. 15. Salespeople should Either your customer reads… respect the way brain works
  16. 16. … or your customer hears you respect the way brain works Salespeople should
  17. 17. Don’t make do bothyour customer … or your customer hears you Either your customer reads…
  18. 18. presentation tools impactful Salesreps should use to make their sales meeting
  19. 19. an idealslideshow Using PowerPoint and Keynote Sales Presentation Tools displaying visual for information that…
  20. 20. their customer’s sight catch
  21. 21. increase their impact
  22. 22. illuminate their words
  23. 23. inspiretheir customer
  24. 24. excited make their customer
  25. 25. ecstatic make their customer
  26. 26. an ideal Word document readable written Written Sales proposal :
  27. 27. PowerPoint and Keynote are tools not good making for writtendocuments
  28. 28. tools processors Salespeople should use making for writtensales proposals
  29. 29. reflects flawed Sales beliefs : "bad PowerPoints“
  30. 30. that After any sales meeting, who can believe customers are going…
  31. 31. full 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 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… to attempt to of PowerPoint read pages Slides ?!
  32. 32. proposal Companies should request that sales people instead provide a a readable written
  33. 33. depth A written document that covers the main points of their proposal with detail appropriate and
  34. 34. document WORD or PDF that is writtenin a readable fashion
  35. 35. document WORD or PDF that is writtenin a readable fashion
  36. 36. With consistent
  37. 37. effective would be far more
  38. 38. is always effective Using the right tool to do the right task far more
  39. 39. an ideal World an ideal Word an idealslideshow Written sales proposal Sales presentation
  40. 40. Author : Jean-François MESSIER Président Cloud Business School : http://www.cloud-business-school.com/ Acknowledgments I'd like to thank Garr Reynolds. Thanks for feed-back, thanks for allowing me to use his word “slideument”. He did nothing directly and didn’t help… however this slideshow would not have been possible before 2005, 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.
  41. 41. After 15 years in B2B sales, Jean-François joined Mercuri International in 1996. Mercuri is the leading training and consultancy firm in sales efficiency. • During 20 years, Jean-François has trained more than 7000 sales people and managers in sales and sales management. • As worldwide new technologies manager, he has traveled around 25 countries for 8 years, to implement what technology can bring in terms of commercial development. • He worked with more than 500 companies of all sizes in developing their results: the biggest are part of the CAC 40 ( 40 most significant values among the 100 highest market caps on the Euronext Paris), the smallest have less than 20 employees. Today President of Cloud Business School, training and consultancy firm, he shares his methods and experience. 10 000 to conferences attendees 7 000 Trainees: reps, sales managers & CEO 500 Companies trained (*) 120 000 Unique visitors on Blogs / year 100 000Views on Slideshare 11 000Followers onTwitter 2 500 Followers on Linkedin 95/100 SSI Linkedin (Social Sales Index) 22 countries (*) …in Jean-François Messier is proud to be salesman for 30 years. Consultant, speaker, author and co-author of several training programs: Effective Sales Presentations, B2B social selling, Manager 3.0, Sales reps 3.0, as well as « Executive Sales Director – ESCP Europe» co-author and facilitator. Didyoulikethispresentation? Thanks for sharing: Doyouwanttoseemore? Thanks for following me: Doyouwanttolearnmoreabout PowerPoint,Keynote,Preziandstorytelling? I share many methods ans tips for free here: http://presentations-de-vente.com Doyouwanttoattendatraining? Please contact Cloud Business School http://www.cloud-business-school.com/ Photo Credit: iStockphoto.com

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