Sales presentation software mac,dating online history,microsoft publisher 2013 free trial - PDF Review

Published 22.02.2016 | Author : admin | Category : James Bauer What Men Secretly Want

The introduction in a sales presentation is typically too long – and focused almost entirely on the history, size, leadership team, and financial metrics, of the presenter’s company.
After the introduction that goes on for too long, a standard sales presentation then looks at features, often in a somewhat haphazard way. Again, this feature-centric way of presenting information is focused on the product, and not the audience’s needs. Those sales presentations that do make the structure visible – by using agendas – usually make the mistake of using headings that mean more to the presenter than the audience, or that are so dry that they do absolutely nothing to help sell. The penultimate slide in a typical sales presentation is called something like ‘benefits’ or ‘summary’, and attempts to describe what’s in it for the audience. Then, finally, instead of a closing slide or clear next step, a rather flat ‘Any Questions’ slide, just hanging there to allow sales reps a way out of having to ask for the business. So, that’s an outline of the typical structure of a sales presentation; too long, too hard to follow, and not built around the audience’s concerns. The introduction ought to build credibility – but the way to do that is by showing that you understand the prospect’s challenges, that actually the standard ways of meeting these challenges don’t work, and that the prospect may need to do things differently. After looking at the challenges your prospect is (most likely) facing, you need to introduce the benefits of working with your company.
This helps in two ways – first, the advantages or benefits are stated early enough to be noticed, and second, the agenda is now audience-focused, not product focused. If you need to convince your prospects to do things in a different way (Why change) and to do them with you (Why us) there are two approaches. The content that describes features in a typical sales presentation needs to be reworked to be effective. The most impressive sales presentations involve listening and telling your story without the crutch of some large PowerPoint presentation. Any views expressed in these blogs are that of the blog's author and do not necessarily represent those of Western States Envelope & Label.
A few weeks ago, I attended a client conference and they had several people present throughout the day; including myself and another professional workshop leader. Have you ever sat through a sales presentation or meeting and found yourself drifting off or tuning out the presenter or sales person?
Unfortunately, many sales people are common carriers of the TEGO virus and they unwittingly spread it to their prospects and customers. TEGO is an acronym that stands for The Eyes Glaze Over and it occurs when sales people drone on endlessly about their product, service or company. Sales people need to be vigilant and constantly watch for signs of TEGO during their sales calls, appointments, meetings and presentations.
General symptoms include prospect who frequently check their watch, Blackberry or iPhone, show signs of impatience, or who start fidgeting. You can also spot TEGO when a prospect does not actively participate in the conversation—usually because the conversation is a one-way monologue.


Just about every sales person needs to deliver some type of sales presentation from time-to-time. The tone and manner of these presentations can vary…from a casual conversation with a single prospect to a formal pitch to a buying committee. Sales presentations can range from a short, fifteen minute briefing to a multi-hour, multi-media show. In preparation for an upcoming sales training workshop with a new client, I reviewed the slide presentation a group of sales people (and their marketing department) had developed. I could picture the company reps standing at the front of the room droning on as they discussed every slide in detail.
If you want to stand out from your competition, open your next sales presentation by discussing a potential problem your prospect is facing. Bill Farquharson is the president of AspireFor and a featured speaker this year at Printing Hub 2013. By clicking and submitting a comment I acknowledge the Printing Hub Policy and agree to the Printing Hub Terms of Use.
Then, the introduction ought to shape the prospect’s way of seeing things so that when they think about the capabilities they are looking for, their thinking is aligned to your offering. The benefit slide ought to move from the end, to be used as an agenda that’s shown as we segue between sections. Instead of using every advantage of benefit as an agenda with far too many parts, create a clear hierarchy, and divide your presentation into 3-5 sections.
Either use two sets of segue slides – the first looking at why change, and the second looking at why us; or, extend the introduction and look at why change in that section, and then only use a single set of segue slides to answer the question Why Us?
The features and advantages need to be closely linked to the needs and requirements of the audience.
Not ‘Any Questions?’ but a slide summarising the value proposition, and then another slide with a very clear recommendation of what should happen next. I have been making sales presentations for over 10 years, and what has consistently worked for me is a variation of your outline.
You aren’t necessarily trying to persuade them that the product is great, only that they should stock it. At about page 20 of the dreaded PowerPoint document, there was information on the bank’s international capabilities. He is responsible for all financial activities and provides direction for manufacturing functions in all of the company’s five divisions. It happens daily, and hundreds if not thousands of decision makers suffer from it every day.
They demonstrate signs of disinterest or be quick to end the meeting without asking further questions. Adapt and tailor every sales presentation to each prospect instead of delivering the same canned sales pitch you always do.


The presentation outlined each division of the company, the products they developed, and the research they conduct when they develop new products. Forget the info and details about how long you have been in business, how many employees you have, what your annual revenues are, and how much of an industry leader you think you are. Then spend the rest of it explaining how you will solve that problem and how that solution will benefit them. Give me a call and we can discuss a program that will help you achieve the results you want.
I understand that my comments are also being governed by Facebook, Yahoo, AOL, or Hotmail’s Terms of Use and Privacy Policies as applicable, which can be found here. This benefit slide ought to be written to answer the key question around which the sales presentation revolves – Why Change? That means using each slide to tell the story set out by the key sales messages in your agenda slide – answering the question Why Change? Arguments might be around meeting an unmet need, the promotional plans you have, etc (not in class, but in real-life). Rather than spend the entire meeting talking about your product, service or solution, ask them questions during your sales conversation. PowerPoint is a great tool but it is much more effective to use it as a reference rather than relying on it to deliver your entire sales presentation. Next, state your agenda and ask the customer what it is he or she wants to get out of this meeting.
When you get back to the office, write down everything you can remember about that appointment, follow up with a thank you note, and then keep any promises you’ve made to the customer.
In real life (not a course) one would rarely present a $5 product face-to-face to the consumer. It’s kind of like pulling out a shotgun and not aiming but just seeing if they can hit anything.
He paused like he didn’t know what to do, then proceeded to spend the next 10 minutes explaining their international capabilities.
Everyone either owns a key-chain or knows many others that do; family, friends, professors, employers, or just people that you interact with on a daily basis.
Can you offer some advice on a basic outline with key points that should be covered for presenting this product? If so, do you have any particular basic PowerPoint models to recommend?Thanks for your advice.



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