Delivering Excellent Sales Presentations July 13th, 2018 Welcome – we’ll be starting soon!

Delivering Excellent Sales Presentations July 13th, 2018

POLL QUESTION

In the hundreds of lost opportunities that I’ve diagnosed, what % have been blamed on losing the presentation? 10% - 25% 26% - 50% 51% - 90% Greater than 90%

Secret: One of the greatest opportunities you have to win business is to deliver killer sales presentations.

The Real Secret: No one is very good.

Huge Opportunity

Delivering Excellent Sales Presentations Refresher: Making an Immediate Impact Opening Body Closing Other Ideas & Tips

Refresher: Making and Immediate Impact

1. Setting the Stage Interview as many key people as possible before the meeting. One to three days before: Send survey with a survey tool… and let them know specifics. Connect on LinkedIn (and Twitter). Send glossary of terms.

2. Know Their Current Personality

2. Know Their Current Personality “Are you ready for…?”

3. Shift their Attention Use a quiz, riddle, or some type of simple poll. Tell a story that is relevant. Don’t use PowerPoint / Prezi, etc. during the opening. Walk them out of the conference room for a quick tour. Show survey results.

Opening

NOT This … Been in business since 1993. 78 employees. Family-owned. Best service in the industry.

Three Key Steps in the Opening… Start with their problems / challenges. Describe your sweet spot. 30 – 90 second overview of the business (if needed)

Challenges

Challenges Providing a feeling of safety and security. Unpredictable expenses associated with the security system. IT staff that’s already overburdened. What else? …

Describe Your Sweet Spot Vertical market. Size of business. Any other descriptors of the business. Type of challenges or problems that you solve really well.

POLL QUESTION

If I asked you to tell me your company’s sweet spot, how would you react? Clueless. I’d wing it, and do a below-average job. I’d wing it, and do a very good job. I’d nail it because we’ve defined and documented our sweet spot.

Secret ….

Secret …. Sweet Spot Challenges

Position the two so there is obvious overlap Sweet Spot Challenges

Body

Body Tell ‘em what you’re gonna tell ‘em. Tell ‘em. Tell ‘em what you told ‘em.

Tell ‘em what you’re gonna tell ‘em. I’m going to share three unique benefits of our system that I believe are relevant to your scenario… Practically zero burden on IT staff Predictable expense Minimal downtime

Tell ‘em Benefit Relevant Story Problem Solved Influencer Bias

Influencer Bias Gain a bias opinion from the key individual that is influential in the committee decision.

Influencer Bias “Jane, as the Controller, you know much more about this area of your business than I do. What are your thoughts?”

Example: Help with the problem of IT burden. Zero IT burden Spencer Healthcare Overworked IT staff IT Director

Closing

Tell ‘em what you’ve told ‘em. I’ve got three Amazon gift cards for anyone that can name one benefit… … Thank you for helping. In summary, and if you remember anything, please remember these three benefits… Practically zero burden on IT staff Predictable expense Minimal downtime

Other Ideas & Tips

Other Ideas & Tips Pause … a lot. Practice opening twice as much as the rest… and don’t start with a joke. Take the hard technical questions offline – and let the group know it. Ten minute warning for action items. Practice withour a PowerPoint. Join a good Toastmasters group – www.toastmasters.org

Lesson Plan

Questions and Discussion Chris Peterson cpeterson@vectorfirm.com