Sales Presentations

Effective

Our ideas

Your areas of progress

OUR SOLUTION

Your expectations

What you said about your

sales presentations:

Too crowded, too long,

short on impact, too

much text…

We try to say everything,

and we don’t pick our

battles between what is

really important to the

customer and what

belongs in the appendix.

Excessively long

presentations highjack

the closing phase at the

end of the meeting

because the customer

ends up short on time.

Customers find our

presentations

complicated.

Today Short on impact

Too crowded

Too long

Tomorrow Straight to the point

High impact

Facilitate closing

And if Guy Kawasaki is

right, you are not alone.

And if Guy Kawasaki is

right, you are not alone.

More

IMPACT

Your goal is simple, and

it’s one shared by all

companies concerned

about the efficiency of

their sales people.

Your areas of progress

OUR SOLUTION

Your expectations

Our ideas

The goal is to be clear

on when to use

PowerPoint, and

when not to use it.

We should use it

when we want to add

sales impact,

whereas the trend

today usually ends in

what we call “Death

by PowerPoint.”

Excessive use of text

in slides make for

very poor visual

support for sales

presentations, which

customers rarely

read while the sales

representative is

talking.

But they also make for

highly unreadable

documents, where the

entire page has to be

scanned from left to

right, with large typeface

like in children’s books.

And reading this type of

support isn’t any better

on a computer screen – it

may even be worse!

In fact, visual support

for a sales meeting and

documents for reading

need to meet different

criteria to be effective.

The current single

format is like killing two

birds with one stone:

good news for the birds

who won’t get hurt…

The only thing that gets

killed is communication!

Most sales people

speak at a rate of 150

words per minute, while

people read 400 words

per minute… and the

brain can’t read and

listen at the same time.

This is one of the

findings of cognitive

load theory.

So you should avoid

subjecting your

customer to both text

projected onto a screen

and a verbal argument.

Instead, appeal to the

“left brain,” the logical,

rational side of the

brain, with logical

arguments and written

facts, tables, graphs,

etc…

And only use the

computer for its ability

to access the “right

brain,” which is more

sensitive to emotions,

images, etc.

OUR SOLUTION

Your expectations

Our ideas

Your areas of progress

Clearly, your

presentations have

room for

improvement…

They fluctuate between

a tendency to cause

“Death by

PowerPoint”…

…and slides where

images are used as

decoration, making the

slide even more

crowded, but diluting its

impact.

More

IMPACT

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 to

the teleprompter!

We need to move to a

world where sales

people use the right

communication tool

for the job.

The idea is to appeal to

the 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 a

computer or tablet, like

this one.

This is not necessarily

more work: it is the

same information,

distilled into different

tools to serve different

purposes. whereas

before, it was all on the

slides in the sales

presentations…

…as though sales

people believed “the

more we give them, the

more customers will

remember .”

If we take into account

all the time spent

making proposals lost

due to this false

premise, our approach

saves a lot of time!

Your areas of progress Your expectations

Our ideas OUR SOLUTION

Our original approach is

based on 60 years

experience in sales

techniques, and

observation of:

- best sales people

- experts in presentation,

- scientists in the field of

treatment of information

by the brain.

Our method is founded

on the four pillars of

good sales

presentations:

- Structure

- Argumentation

- Visuals

- Delivery

The proposed

approach mixes 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.

Techniques taught online

After each module,

students download

a fact sheet that

summarizes the

key learning

points for each

stage.

The Essentiels

A. Following Stage 6, an

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.

In-Class Training

Students will have year-

round access to online

resources like:

http://newsalespresentati

on.com/, where they will

find valuable tips on such

things as sales

techniques, PowerPoint

methods, design and

verbal communication.

Online Resources

INVESTMENT The two advantages of

a blended solution are:

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.

Design Jean-François MESSIER New Technologies Director at Mercuri International

My blog: http://newsalespresentation.com/

Voir cette présentation en français:

http://www.slideshare.net/messierjf/prsentation-de-ventefr01

Crédit photo : - istockphoto.com/ – MERCURINT2010

- thinkstockphotos.fr/ jfmessier-MERCURI INT