This document provides tips for presenting well and closing deals by building trust and relationships. Some key tips include being well prepared by watching example videos, knowing your material inside and out, keeping presentations concise with a clear theme, story, and flow. It also recommends engaging your audience with humor, recaps, and focusing on intimacy with prospects through active listening and customizing your approach. For closing deals, it advises researching prospects thoroughly, being reliable by following up promptly and managing expectations, building intimacy through personal questions and focus on the prospect's needs, and maintaining self-orientation by always acting in the prospect's best interests.

1. HOW TO PRESENT
3rd of August

2. HOW TO PRESENT WELL

3. WATCH A VIDEO

4. BE CONFIDENT

5. BE PREPARED

6. KNOW YOUR MATERIAL

7. KISS PRINCIPLE

8. PICK 1 THEME
ONE

9. COLLECT IDEAS

10. >1,000 WORDS

11. NO VIDEO
EVER !!!!!!!!

12. IMAGE SEARCH ROCKS

13. HAVE A STORYLINE

14. SIMPLE ONE

15. THAT FLOWS

16. BE CAPTAIN OBVIOUS

17. USE HIGHLIGHTS

18. RECAP

19. 2 MIN
PER SLIDE

20. ENGAGE YOUR AUDIENCE

21. HAVE A LAUGH

22. USE CAT IMAGE IF ALL ELSE FAILS

23. SLEEP ON IT

25. BE COOL
DRESS UP

26. NO SCRIPT !!!
CONFIDENCE

27. TELL YOUR STORY

28. FORGETTING IS OK

29. CONNECT INTIMACY

30. ENGAGE YOUR AUDIENCE

31. HAVE A LAUGH

32. FOCUS ON SPEAKER

33. RECAP

34. HOW TO SELL
@ DATALICIOUS
2nd of August

35. 35

38. Words: Honesty, credentials Actions: Keeping promises Emotions: Feeling safe to
raise difficult agendas
Caring: Focus, us or them

39. EXERCISE:
CREATING TRUST

42. 42
Different kinds of questions
In his book "Unconscious Branding," author Douglas Van Praet
says that if you want someone else to completely believe in
your idea, you must make them believe that it was their own
idea all along.
In terms of sales this means asking questions to find out
more information about the prospect but also to ask strategic
leading questions that you already know the answer to (and
have a solution for), i.e. the prospect identifies the challenge(s)
(which the salesperson probably has heard before) and the
salesperson shows the solution to the challenge (and maybe
not even in the same meeting) without specifically telling the
the prospect so they can work it out themselves ...

43. 43
Researching prospects and clients

44. 44
Proposal template
While the term "solution selling" has become somewhat generic in the marketplace, the core brand of solution
selling still carries distinct characteristics. Followers of "solution-selling"[11] generally apply a consultative
sales approach to all aspects of their sales process (or during a sales cycle) including:
1. Prospecting
2. Diagnosing customer needs
3. Crafting a potential solution
4. Establishing value
5. Understanding the buying center / DMU decision making unit
6. Bargaining for access to decision-makers
7. Positioning proof, ROI and the total solution
8. Negotiating a win-win solution
9. Following up to ensure customer success
Proposal
template

45. 45

46. 46
Closing deals by building trust and relationships
-Credibility-
- Research prospects even before the first email
- Research prospects in-depth before the first meeting
- Prepare questions showing you understand challenge(s)
- Prepare a slide deck for every meeting as a rough agenda
- Take detailed notes during meetings and share with team
- Use your notes to ask the wider team for help and ideas
- Find and attach relevant client case studies to emails
- Find and attach relevant and useful reports to emails
- Roll in your CEO or senior resources to help close
- Get client testimonials & case studies where possible
-Reliability-
- Call people back as fast as humanly possible
- Respond to emails as fast as humanly possible
- Even just to let the prospect know that you respond later
- Always send follow-up emails to every meeting or phone call
- Always agree on next steps and then action yours promptly
- Write quality internal briefs to reduce deliver problems
- Try to under-promise while selling so team can over-deliver
- Manage client expectations and agree on realistic timelines
- Set tasks and reminders in the CRM so do not forget anything
- Keep the CRM updated with contact details and notes
-Intimacy-
- Ask questions, even more questions and then listen
- Customise your questions to the contact type and time
- Research your key contacts, find similarities and use them
- Get your key contacts to talk about themselves personally
- Focus your energy on making your contacts feel important
- Set-up news alerts for your key prospects as talking points
-Self-orientation-
- Always have the best interest of the prospect at heart
- Work with them to identify barriers and help to remove them
- Be proactive and always try to go the extra mile for the prospect
- This could include writing of the solution business case for them
- Try to always provide various options to give (illusion of) choice
- But also provide a clear recommendation as to the best solution

47. QUESTIONS?

48. www.datalicious.com
cbartens@datalicious.com
slack.com/@cbartens
+61423051166