Sales presentations


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Sales presentations

  1. 1. EffectiveSales Presentations
  2. 2. Your expectations Your areas of progress Our ideas OUR SOLUTION
  3. 3. What you said about your sales presentations: Too crowded, too long, Tomorrow short on impact, too much text… Straight to the point We try to say everything, and we don’t pick our High impact battles between what is really important to the Facilitate closing customer and what belongs in the appendix.Today Excessively longShort on impact presentations highjack the closing phase at theToo crowded end of the meeting because the customerToo long ends up short on time. Customers find our presentations complicated.
  4. 4. And if Guy Kawasaki isright, you are not alone.
  5. 5. And if Guy Kawasaki isright, you are not alone.
  6. 6. Your goal is simple, and it’s one shared by all companies concerned about the efficiency of their sales people.MoreIMPACT
  7. 7. Your expectations Your areas of progress Our ideas OUR SOLUTION
  8. 8. The goal is to be clear on when to use PowerPoint, and when not to use it. We should use itwhen we want to add sales impact, whereas the trendtoday usually ends in what we call “Death by PowerPoint.”
  9. 9. Excessive use of text in slides make for very poor visual support for salespresentations, which customers rarelyread while the sales representative is talking.
  10. 10. But they also make forhighly unreadabledocuments, where theentire page has to bescanned from left toright, with large typefacelike in children’s books.And reading this type ofsupport isn’t any betteron a computer screen – itmay even be worse!
  11. 11. In fact, visual supportfor a sales meeting anddocuments for reading need to meet different criteria to be effective. The current singleformat is like killing two birds with one stone:good news for the birds who won’t get hurt…The only thing that getskilled is communication!
  12. 12. Most sales people speak at a rate of 150words per minute, whilepeople read 400 words per minute… and the brain can’t read andlisten at the same time. This is one of the findings of cognitive load theory.
  13. 13. So you should avoid subjecting your customer to both textprojected onto a screenand a verbal argument.
  14. 14. Instead, appeal to the“left brain,” the logical, rational side of the brain, with logicalarguments and written facts, tables, graphs, etc… And only use thecomputer for its ability to access the “right brain,” which is moresensitive to emotions, images, etc.
  15. 15. Your expectations Your areas of progress Our ideas OUR SOLUTION
  16. 16. Clearly, your presentations have room for improvement…They fluctuate between a tendency to cause “Death by PowerPoint”…
  17. 17. …and slides where images are used as decoration, making the slide even morecrowded, but diluting its impact.
  18. 18. Sales representatives need to learn to add impact to their presentations by packing emotional power into their slides… …and using slides with few words… so they need to say goodbye toMore the teleprompter!IMPACT
  19. 19. We need to move to a world where salespeople use the rightcommunication tool for the job.The idea is to appeal tothe right and left brains separately, with different tools for the two different jobs. - A slide show FOR THE SHOW - And a written proposal to give to the customer to read, - Or a document designed for acomputer or tablet, like this one.
  20. 20. This is not necessarily more work: it is the same information, distilled into differenttools to serve different purposes. whereasbefore, it was all on the slides in the sales presentations… …as though sales people believed “themore we give them, the more customers will remember .”If we take into account all the time spentmaking proposals lost due to this falsepremise, our approach saves a lot of time!
  21. 21. Your expectations Your areas of progress Our ideas OUR SOLUTION
  22. 22. Our original approach isbased on 60 yearsexperience in salestechniques, andobservation of:- best sales people- experts in presentation,- scientists in the field oftreatment of informationby the brain.Our method is foundedon the four pillars ofgood salespresentations:- Structure- Argumentation- Visuals- Delivery
  23. 23. The proposed approach mixes onlineTechniques taught online and in-class learning together in a blended program. It is unrealistic to think that you can teach someone new techniques in the morning, and then have them use them: people need time to assimilate information before applying it. In this program, all techniques are taught online before the in- class sessions, in a program of nine 15 to 30-minute modules.
  24. 24. The Essentiels After each module, students download a fact sheet that summarizes the key learning points for each stage.
  25. 25. A. Following Stage 6, anIn-Class Training in-class session allows all the sales proposal preparation techniques to be put into practice. B. Following Stage 8, an in-class session allows students to practice the verbal communication techniques they have learned, as well as how to use multimedia presentations to add impact, and when not to use them.
  26. 26. Online Resources Students will have year- round access to online resources like: http://newsalespresentati, where they will find valuable tips on such things as sales techniques, PowerPoint methods, design and verbal communication.
  27. 27. The two advantages of a blended solution are:INVESTMENT 1. It is more effective, because it allows for time to assimilate the techniques before putting them into practice. 2. It is less expensive, because the online portion means cost savings in terms of employee logistics and salaries, which account for 2/3 of total in-class training costs.
  28. 28. Design Jean-François MESSIERNew Technologies Director at Mercuri InternationalMy blog: cette présentation en français:édit photo :- – MERCURINT2010- jfmessier-MERCURI INT