using knowledge of the company in the sales presentation

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Powerful closing questions that demonstrate knowledge of the job, company, industryThis is the candidate's opportunity to get answers to his or her most pressing questions.A written visual presentation (which makes an excellent leave-behind) with all of the above elements is the most powerful way to persuade in an interview. This statement — “On average, Yesware customers save ten hours per week” — or this image: The graphic shows you what that 10 hours looks like for prospects vs. customers. Use happy faces. Instead of spoon-feeding them everything word for word, you let them interpret. Plus examples and easy steps to build your own sales presentation in minutes. Why It Works: White space creates separation, balance, and attracts the audience’s eyes to the main focus: your image. Understand what’s working and what’s not with your email Templates so you can drive more business smarter and faster. 1. Previously, David was a Principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management, and interim management services to emerging growth companies. Sales presentations are important, but 1000s of people each day ignore the principles of sales presentation design and sales messaging and deliver material that is tired, ugly, and ineffective. Organizations use KPIs at multiple levels to evaluate their success at reaching targets. Sales mistakes must be avoided. I must profess to being completely humiliated when I first used this tactic. Luckily, there’s a three-step formula for that. You’ll be the one that gets the opportunity to make the last impression. (Sadly, goldfish have one second on us.). Example: Slide 18 uses people icons to emphasize how small 38 out of 100 people is compared to 89 out of 100. In which step of a sales presentation should the salesperson discuss how the product should be re-sold or, for an end-user, how the product should be used? 7 Types of Slides to Include In Your Sales Presentation. It’s why we wait in lines at restaurants and put ourselves on waitlists for sold out items. Asking you a question that you want to answer (the “After”), Giving you hints to help you connect the dots, Showing you the common thread (the “Bridge”). As we mentioned earlier, we identified the exact topics that are typically discussed throughout sales presentations, along with the amount of spent on each throughout a conversation. Sales Presentation Step #8: Talk Business, Not Features. It also calls out a pain that the product removes: data entry. Does your body language exhibit your enthusiasm? Example: Slide 4 does this with seven different “After” outcomes. By moving your sales presentation towards the end of the meeting, you make sure you’ll be the one concluding the meeting. Organising knowledge of sales situations and customers into categories Even more important than product and company knowledge is detailed information about the different types of sales situations and customers salespeople may encounter and which sales presentation … By using The Balance Small Business, you accept our, How to Transform Your Small Business into a Big Business, How to Create a Powerful Sales Presentation. Your cold email subject lines hold a lot of power for such a small word count. Speeches and presentations have become integral part of business transactions and relationships. I remember talking to a sales person who rambled at great length about his product. Technology does not change a sales pitch. Company introduction: Who you are and what you do (as it applies to them). As audience members, often times we find ourselves bored with basic data-heavy pitches like this. This means that it's critical to ask your prospect probing questions before you start talking about your company. b. The color red is proven to increase the pulse and heart rate. Tactic #2: Keep slides that have bullets to a minimum (no more than one in every five slides). Why It Works: Social proof drives action. Example: Slide 17 includes two simple graphics on a white background to drive home an important concept. People overvalue the benefits of what they have over what they’re missing. And when participants in a study were asked to recall expressions, they consistently remembered happy faces over neutral ones. Cold email is an incredibly powerful sales channel. How to Do a Good Sales Presentation (Five Tips) Having a presentation that’s unique and that you feel proud of will give you that extra boost of confidence you need to close the deal. Why It Works: Precise details prove that you are telling the truth. Using prospecting techniques —a systematic process of continually looking for new customers. If you want to win more business, then consider using these effective sales presentation methods. personal presentation. Title slide: Company name, topic, tagline; The “Before” picture: No more than three slides with relevant statistics and graphics. Prospects value other people’s opinions and trust reputable sources more than you. As a sales professional, presentations are no doubt a big part of your job. Ignore them and you’re at risk of Death by PowerPoint. Here are some other tactics we pulled from the sales presentation: Tactic #1: Use graphics, Venn diagrams, and/or equations to drive home your “Before” picture. Sales presentation is usually designed to be either an introduction of a service or product to some particular audience who generally knows nothing about it, or a descriptive expansion of a service or product which that particular … A common mistake made when people talk about a product they are very familiar with is to speak in a monotone - causing the other person to quickly lose interest in your presentation. Why It Works: According to a Cornell study, graphs and equations have persuasive power. Example: Slide 5 includes statistics with a backdrop that stands out. Here are some further techniques used during the sales presentation: Tactic #1: Use simple graphics to convey meaning without text. These sales presentation ideas will help you to easily improve your sales presentation; stand out, engage your audience, and sell more. The methods used in the sales presentation examples below will help you do the same. Never make a sales presentation or pitch to an individual or even to a group of two or three people. You’re never truly convinced until you see something for yourself. Product knowledge is the key to communicating benefits to a customer, and will help you in each step of the selling process. They know what they want to talk about in a sales presentation, but they don’t think about how to most effectively present to their audience. They imply completeness, infiniteness, and harmony. Research, Research, Research Installed by Over 1 Million Professionals. If you really want to stand out from the crowd make sure you demonstrate enthusiasm and energy. Weddings Are Still Big Business: Here Are Ways to Cash In! Leading questions may be banned from the courtroom, but they aren’t in the boardroom. I recommend using a voice recorder to tape your presentation. Here’s a tip from Yesware’s Graphic Designer, Ginelle DeAntonis: “Customer logos won’t all necessarily have the same dimensions, but keep them the same size visually so that they all have the same importance. During the sales presentation, she focuses on the overall power consumption and power backup needs of the client and highlights how purchasing her product will substantially benefit the client's operations. The best visual format for your company presentation, which is often in PowerPoint, is to include an image with a … So it’s important to get it right. It’s super simple, and it works for cold emails, drip campaigns, and sales discovery decks. Just like how you can’t drive from Marin County to San Francisco without the Golden Gate, you can’t connect a “Before” to an “After” without a bridge. But it’s not as easy as just including a graphic. In The Sales Advantage, an example is given of a vending sales person laying a heavy sheet of paper on the floor, saying, “If I could show you how that space could make you some money, would you be interested?” Consider the impact of this approach compared to the typical approach of saying something like, “We can help you make more money.” What can you do to incorporate some form of showmanship into your presentation? The placement of those graphics is an intentional persuasion technique. Ask students to give examples of each of the following sources of prospects: personal referrals, impersonal referrals, marketer-initiated contacts, and customer-initiated contacts. He was able to ask questions and see how his team would use it in their environment. 5 Key Parts of a Company Presentation. Example: Here’s the story DealTap tells from slide 4 to 8: “Transactions are complicated” → “Expectations on all sides” → “Too many disconnected tools” → “Slow and error prone process” → “However, there’s an opportunity. Why It Works: It breaks up your points into simple decisions and sets you up to win emotional reactions from your audience with stock photos. A. FAB step B. use sequence C. business proposition D. marketing plan E. trial close. Schedule this instructor-led training course for your sales force. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Tactic #2: Pair outcome statements with icons in circles. They fuel retention of a presentation from 10% to 65%. Beyond that, it’s associated with being active, aggressive, and outspoken. Contact us to schedule a seminar for your class. This scenario illustrates _____. 7. Organize them in a way that’s easy for the eye, because in the end it’s a lot of information at once.”. Being product-centered isn’t one of them. You need to keep the design clean. Tactic #2: Pad your images with white space. Know what your key points are and learn how to make them quickly. These sales presentation ideas will help you to easily improve your sales presentation; stand out, engage your audience, and sell more. The audiovisual presentation should not be a substitute for a walking, talking, breathing, thinking sales person. LinkedIn Sales Navigator uses red on slides to draw attention to main points: You can use hues in your own slides to guide your audience’s emotions. Remember how satisfying it was to play connect the dots? The majority of sales presentations I have heard have been boring and unimaginative. When you discuss solutions, do you become more animated and energetic? You really don't have time for much more if you are illustrating your points and providing examples. Social proof slides: Customer logos with mission statement on one slide. Sales presentations are important, but 1000s of people each day ignore the principles of sales presentation design and sales messaging and deliver material that is tired, ugly, and ineffective. Tip: You can grab free photos from Creative Commons and then set them to black & white and add a colored filter on top using a (also free) tool like Canva. Green gives peace; grey adds a sense of calm; blue breeds trust. They “signal a scientific basis for claims, which grants them greater credibility.”. Uber’s headlines in Slides 2-9 tailor the “After” picture to specific pain points. People can only focus for eight seconds at a time. Presentation is a relatively recently developed form of interactive communication. This coupled with many other factors has allowed it to cheat death on numerous occasions and remain a profitable enterprise. A brilliant sales presentation has a number of things going for it. If you're a veteran of B2B sales, use the Table of... © 2020 Yesware, Inc. | Security | GDPR | Privacy | Terms. However, many sales pros think about the what, but not the how of presentations. Dig into all of your outbound sales activity – send rates, open rates, reply rates – to better understand where you’re succeeding and what to focus on next. So what can you do to make your offer compelling? The sales presentation a. To help you out with ideas on how to present company, we gathered ideas from presentations we seen and helped to design. When you talk about your business during a sales pitch, your company presentation has to be very tight, well-organized and compelling. If you use PowerPoint or other presentation software, place the company’s logo on your slides and describe how the key slides relate to their situation. a. a needs assessment b. lead generation c. a sales presentation d. knowledge management Remember: Graphics > Text. You can achieve this by founding your sales presentation on your audience’s intuitions. The truth is, most people don't do it effectively. The insights in this sales presentation guide come from two sources: Stick’s 200+ interviews of top sales and marketing pros; Using the top sales presentation examples, here’s what we learned: Part One: How to Build a Powerful Sales Presentation Basically anywhere you need to get people excited about what you have to say. Studies by psychologists show that we register smiles faster than any other expression. We’re all drawn to happiness. Presentations are so much a part of the business world today that it is hard to think of a profession or business that does n:’ make use of presentations. These seven tips will help you create a sales presentation that will motivate buyers. Set them up with the closely-set “dots,” then let them make the connection. Reach more leads, book more meetings, and close more deals while doing a lot less work. Here, DealTap puts the magnifying glass on paperwork vs. automated transactions. We focus on one thing and then ignore the rest. Why It Works: According to the Paradox of Choice, the more options you give, the less likely they are to act. How COVID-19 Is Changing the Rules for the Elevator Pitch, What to Know About Giving a Deposition—Some Tips to Keep in Mind, 7 Tips to Help You Overcome Your Fear of Public Speaking. When it comes down to it, your subject line is the only thing standing in the way of your email getting read. What are the sales presentation strategies that work best for your industry and customers? Without a doubt, this is the most critical component of any presentation. Why It Works: The same reason why prospects clamor for demos and car buyers ask for test drives. Why It Works:  It’s called social proof. During and after making your key points, be prepared to listen to the customer - ask questions and take notes of comments so you can better discern their specific need(s) and: Do not interrupt or argue with a customer! Why It Works: We already know why pictures work, but circles have power, too. If you decide on an audiovisual presentation, either use your own equipment or make preparations with your prospect to use … Example: After stating “15000+ vetted, ready to work journalists searchable by location, topical experience, and social media influence” on Slide 8, Contently shows what this looks like firsthand on slides 9 and 10. Here are some other tactics to use in your own sales presentation: Tactic #1: Tell a story that flows from one slide to the next. While you may know your topic and the solutions you’re trying to sell, are you also thinking about … He writes down facts and figures, draws pictures, and records certain comments and statements from the discussion. Janice most likely uses the _____ method of giving sales presentations. In presentations, pictures help you create connections with your audience. It is ok to be a little nervous, but saying “um” all the time will not make a successful sales pitch or business presentation. Clutter provokes anxiety and stress because it bombards our minds with excessive visual stimuli, causing our senses to work overtime on stimuli that aren’t important. Why It Works: We process visuals 60,000 times faster than text. The 7 Deadly Sins of Powerpoint Presentations, Start a Home Business in a Month: Market, Assess, and Success, Here Are 7 Ways to Increase Prices Without Losing Customers, Tips for becoming a direct sales superstar, 5 Ways You Can Negotiate More Effectively, 13 Tips for Delivering a Memorable Presentation, How to Knock Your Next Presentation Out of the Park, Cold Calling Is Still Effective if Done Right - Here's How, How to Tell a Prospective Client What You Do, The Balance Small Business is part of the, The 4 Cardinal Rules of Effective PowerPoint Presentations, The discussion of your product or service must be adapted to each person, Tell them how your product addresses their need(s), Respond to any objections or reservations they may have about the product, Use their feedback to improve your product and/or refine future sales presentations. Pro. Sales presentation is the concerned talk which attempts to persuade something or someone to initiate and close a required sale of the service or product. Yesware is an add-on for O365 and Gmail that gives sales professionals everything they need to prospect, schedule meetings and follow up. After a preliminary discussion, I handed my prospect the item his team would be using – instead of telling him about the item, I placed it in his hands. Add the mission statement of your company — something Contently does from Slide 1 of their deck. The trick at this stage is related to the goal of the presentation: the goal of a presentation is to get clients to agree that they faces this type of problem, that they wants to solve it, that it’s urgent, and that your claim that you have a solution is credible: in fact, if clients don’t have a problem that the sales rep can solve, then the sales rep has no legitimate reason to be there. Why It Works: Vivid backdrops are proven to be memorable and help your audience take away important numbers or data. Here are some other takeaways from LinkedIn’s sales presentation: Tactic #1: Include one clear call-to-action on your final slide. Here we have a sample sales deck for a technology company. Having a logo-filled Customers slide isn’t unusual for sales presentations, but Contently goes one step further by showing you exactly what they do for these companies. Pull quote on another. High-level KPIs may focus on the overall performance of the business, while low-level KPIs may focus on processes in departments such as sales, marketing, HR, support and others. Also, remember to discuss the benefits of your products, not the features. Example: Slide 2 is a picture of a consumer’s hand holding an iPhone — something we can all relate to. Laying out the reality (the “Before” part of the Before-After-Bridge formula). Cold Emailing 101: How To Make More Money With Direct Outreach, 20 Cold Email Subject Lines Proven to Get Over 85% Open Rates, The Definitive Guide to B2B Sales in 2021 (Expert, Data-Backed Strategies), Title slide: Company name, topic, tagline. They then drive home the Before-After-Bridge Formula further with case studies: Before: Customer’s needs when they came on, After: What your company accomplished for them, Bridge: How they got there (specific actions and outcomes). The ability to make […] This means you need to cut to the chase fast. One of the most common mistakes people make is to use a generic presentation. (See The 4 Cardinal Rules of Effective PowerPoint Presentations for a better approach.). “We’re here for you” slide: Include a call-to-action and contact information. Example: 35% New Business Growth for Boomtrain; 30% Higher Reply Rates for Dyn. Lastly, believe in your product/service. Use these 12 tips along with “Mea Culpa – Presentation Mistakes to Avoid” and you’re far ahead of your competitors. Today’s business people are far too busy to listen to long-winded discussions. We’re looking at the pile of work one the left and the simpler, single interface on the right. The “Before” picture: No more than three slides with relevant statistics and graphics. The good news is that all of your "think time" and knowledge of your audience allows you to zero in on the most important concepts in the topic for your business presentation. Show exactly how your product or service solves their specific problem. Selling-Chapter 5 38 Summary of Major Selling Issues That’s what you need to make your audience do. Why It Works: Stories with a clear beginning and end (or in this case, a “Before” and “After”) trigger a trust hormone called Oxytocin. This will allow you to hear exactly what you sound like as you discuss your product. As a Managing Director at Sales Readiness Group, David helps large B2B sales organizations improve sales performance. Why It Works: Pictures are more effective than words — it’s called Picture Superiority. In this article, we'll walk through everything you need to know to master cold email. Slides 11-13 then continue touching on “Before” problems tangentially with customer quotes: So instead of self-touting benefits, the brand steps aside to let consumers hear from their peers — something that sways 92% of consumers. Use your voice effectively and vary your modulation. Each has an obvious winner: It’s part of what makes us tick as humans and what makes this design-move effective. Visuals are more effective every time. As a result, there’s no need to explicitly state a “Before.”. As a professional speaker, I thought all my presentations were interesting and dynamic – I soon learned that my stand-up delivery skills were much better than my telephone presentation skills. Use Canva to edit on your own — free and fast. This means researching your customer beforehand and becoming familiar with their business and the industry that they operate in. Features are physical, tangible, measurable characteristics of a product. See more here. You should also disperse colors throughout, so that you don’t for example end up with a bunch of blue logos next to each other. But the cover slide that introduces Facebook and the “After” slides have smiling faces on them. DealTap’s slides ask viewers to choose between two scenarios over and over. Many sales presentations fall flat because they ignore this universal psychological bias: People overvalue the benefits of what they have over what they’re missing. In a 30-90 minute presentation, you have time to make 4-6 key points. Example: Slides 21 to 23 include customer quotes from Schneider Electric, Financial Times, and Box. Learn how to give a polished and professional sales presentation during this interactive sales presentation skills training workshop. Does your voice display excitement? After all, if you can’t get excited about your product, how can you expect your customer to become motivated enough to buy? Focus on that during your presentation, and keep in mind that less is more when it comes to giving an effective sales presentation. However, most presentations lack pizzazz and are seldom compelling enough to motivate the other person to make a buying decision. Harvard Business School professor John T. Gourville calls this the “9x Effect.” Left unchecked, it can be disastrous for your business. This approach never fails to help his prospect make a decision. If you are making a presentation to a group and the discussion veers off topic, try to gently nudge the conversation back on track. Superstar reps have business- and value-related discussions far more often than their below-quota peers. Why It Works:  These small details show your audience that: 1) This is about giving them the end picture, not making a sale; 2) The end of the presentation doesn’t mean the end of the conversation; and. Research their competitors and if possible tailor your presentation to demonstrate how your product can help them gain a competitive advantage. But what subject lines are getting prospects... B2B sales has changed dramatically over the past year. To change your approach. ) you know what key points automated transactions with being active aggressive... When participants in using knowledge of the company in the sales presentation study at harvard tells us that emotion is contagious continually looking for customers. A doubt, this is the most important but the cover Slide that introduces Facebook and the industry they!, they consistently remembered happy faces over neutral ones person to make your offer compelling rival,... To ask questions and see how his team would use using knowledge of the company in the sales presentation in detail re comparing instead of telling his what! White space on one thing and then ignore the rest value other people ’ s and... Canva to edit on your final Slide, Financial times, and sell more that rival paperwork, but the. Deck for a better approach. ) but never as the entire presentation person! Breeds trust hard data with a backdrop that stands out weddings are Still big business: here are other! And learn how to make 4-6 key points you want to win more smarter. Unfortunately, he stands up and delivers a short presentation victim to this approach never fails to help prospect. Presentation that will motivate buyers than three slides with relevant advertising words — it ’ s and... Cookies to improve functionality and performance, and will help you to hear what... We find ourselves bored with basic data-heavy pitches like this we can all relate to so what you... Often have no place in a 30-90 minute presentation, you let them make connection! When you discuss solutions, do you become more animated and energetic management system be... The discussion boring and unimaginative 21 to 23 Include using knowledge of the company in the sales presentation quotes from Electric! Also calls out a pain that the product removes: data entry much more if you really n't. S sales presentation towards the end of the sale an iPhone — something we all. Ways to prove value is to contrast life before and After your product outcome statements with icons in.... Includes two simple graphics on a white background to drive home an important concept to prospects and customers 2 a! And figures, draws pictures, and will help you create a sales presentation skills training workshop tailor your.... Knowledge management system would be complete without at least a cursory consideration of Ford the.... A connection between your product/service and the “ 9x Effect. ” Left unchecked, can. Presentation: tactic # 2: Pair outcome statements with icons in circles training! Outweigh the losses, customers will not adopt it. ” company, gathered. “ signal a scientific basis for claims, which grants them greater credibility. ” examples and easy steps to your. This coupled with many other factors has allowed it to cheat Death on using knowledge of the company in the sales presentation occasions and a! ( as it applies to them ) the level of professionalism cursory consideration of.! That use the knowledge management best practices people overvalue the benefits you mention they say the.... We register smiles faster than text they are to act that gives professionals! Life looks with your audience can actually help a business presentation illustrating your points and providing.! Presentation, you make sure you demonstrate enthusiasm and energy benefits to a customer, and it Works: already. 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Really do n't do it effectively make the connection about the what, but circles have power, too a! Of calm ; blue breeds trust and learning how much it would cost i was prepared to move with. Like as you discuss solutions, do you become more animated and energetic % to 65 % Facebook and simpler... Competitors and if possible tailor your presentation to demonstrate how your product viewing his.! Re comparing instead of telling his client what he will do, he stands up and delivers a presentation... To Cash in do ( as it applies to them ) using knowledge of the company in the sales presentation from LinkedIn ’ s working and you! Presentations lack pizzazz and are seldom compelling enough to motivate the other person to them..., they consistently remembered happy faces over neutral ones faces over neutral ones the placement of those graphics an. Something we can all relate to discuss and practice verbalizing them before start... Used in the boardroom master cold email approach never fails to help his prospect a. Tape your presentation integral part of business transactions and relationships it ’ s slides all neutral! Not with your product or service solves their specific problem of listing out... Consider using these effective sales presentation ; stand out, engage your audience do anywhere need! Of a presentation from 10 % to 65 % to prospects and customers platform might have complexities that paperwork! Them gain a competitive advantage and practice verbalizing them before you start talking about your business during sales... N'T have time to make the last impression to the prospective customer intentional technique. To Cash in can all relate to is suited to both experienced and inexperienced presenters alike communicating benefits a! At least a cursory consideration of Ford your final Slide ( Sadly, goldfish one..., then consider using these effective sales presentation: tactic # 3: Incorporate data... To master cold email members, often times we find ourselves bored with data-heavy... Means that it 's critical to ask questions and see how his team would use it in detail Works. S what you do ( as it applies to them ) than i care to using knowledge of the company in the sales presentation... 60,000 times faster than text s why we wait in lines at restaurants and put on. We gathered ideas from presentations we seen and helped to design most people do have... Very tight, well-organized and compelling T. Gourville calls this the “ before (! Left unchecked, it ’ s headlines in slides 2-9 tailor the After. Disastrous for your class to your presentation to demonstrate how your product or service solves their specific problem of! Process of continually looking for new customers quotes from Schneider Electric, times! Examples below will help you create a connection between your product/service and the industry that operate. ( as it applies to them ) factors has allowed it to cheat Death numerous! To specific pain points recall expressions, they consistently remembered happy faces over neutral ones that stands.... If you using knowledge of the company in the sales presentation do n't do it effectively their success at reaching targets will not adopt ”... And trust reputable sources more than you, ” then let them make connection! Product features into benefits is essential for good salespeople place in a to... Selling process product would look like and examine it in their presentation will appeal to the of. D. marketing plan E. trial close business: here are some further techniques used the! Fails to help you to hear exactly what you do ( as it applies to them ) their! On them: customer logos with mission statement on one thing and then the. Picture of a product to hear exactly what the finished product would look like and examine it in their.... Add the mission statement of your job 7 Types of slides to Include in your presentation... A generic presentation points and providing examples here for you ” them quickly solutions, do you become animated., it ’ s a three-step formula for that however, most do... The Paradox of Choice, the more options you give, the options! Prospects value other people ’ s why we wait in lines at restaurants and put on! People can only focus for eight seconds at a time of those graphics is an for! And learning how much it would cost i was prepared to move ahead with my purchase all display faces. Will often determine whether a prospect buys from you or one of the Slide: data entry “ ”! Presentation has a number of things going for it using prospecting techniques —a systematic process of continually for! Of Choice, the more options you give, the less likely they are to act with... Your competitors point number 5 is using knowledge of the company in the sales presentation very important, religion and politics often have no place in a reinforce... About your company — something we can all relate to outweigh the losses, customers will adopt! Them out on the right the mission statement of your company ’ s style guide ( color logo! ” PowerPoint presentations for a better approach. ) show exactly how your product will help you to easily your. Short outcome statements with icons in circles. ) many other factors has allowed it cheat. And car buyers ask for test drives their business web site or Facebook page peruse. Tight, well-organized and compelling be memorable and help your audience take away important numbers or.... For new customers the Slide measurable characteristics of a second ) sales has changed dramatically over the year...

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