A primer on how to engage your audience more quickly in sales situations.
Kevin SasserStrategies for Complex SalesSales Presentations
Kevin SasserWhat the Sales Rep SaidKevin SasserWhat a great demo! We were there three hours and threw everything we had at themKevin Sasserwe talked about our history, our vision, what the analyst are saying about us, even threw in some quotes from the boss.Kevin Sasseryou can tell they were taking it all in. I feel really good about this one and will put it as a sure thing on the forecast.Kevin SasserWhat the Prospect SaidKevin SasserI now know what meetings in hell are like.Kevin SasserWe booked this meeting for 90 min and the vendor stayed for three hours, pretty much wrecking the day for the entire team.Kevin SasserThe presentation was extremely focused on them and was filled with generic industry facts that anyone can find with a simple google.Kevin SasserI have no idea how they could help us meet our goals.Kevin SasserBTW, based on his quotes in the presentation, the President of that company is a real moron.Kevin SasserHow to PresentKevin Sasser80% of sales originate with 20% of the sales people-Every Sales Manager who has to give a forecast to managementKevin SasserWhy?Kevin SasserMost salespeople want to tell the prospect everything about their solution and make the sale.Kevin SasserThe best sales people learn what the prospect is trying to do and present them with a solution that will allow them to achieve the desired goal or outcome.Kevin SasserSo lets discuss some best practices for managing your sales territory.Kevin SasserDiscussion TopicsProspectingPresentingForecastingClosingFollow UpKevin SasserPre-GameKevin SasserKey PointMake Sure You Only Present to Qualified Prospects
Kevin SasserKey PointOtherwise you are:Wasting your timeWasting your prospects timePossibly feeding intel to your competitorsRuining your personal professional brand with the prospectKevin SasserQualified Prospect?You must know the followingWhy: Is the company looking at your solution?Kevin SasserQualified Prospect?You must know the followingWhy: Is the company looking at your solution?Who: Is the decision maker, user, technical champion, executive champion and budget owner?Kevin SasserQualified Prospect?You must know the followingWhy: Is the company looking at your solution?Who: Is the decision maker, user, technical champion, executive champion and budget owner?What: Relevant goals the prospect wants to accomplishKevin SasserQualified Prospect?You must know the followingWhy: Is the company looking at your solution?Who: Is the decision maker, user, technical champion, executive champion and budget owner?What: Relevant goals the prospect wants to accomplishWhen: Are they looking to select a vendor, make a purchase, how long to get a P.O. or check?Kevin SasserQualified Prospect?You must know the followingWhy: Is the company looking at your solution?Who: Is the decision maker, user, technical champion, executive champion and budget owner?What: Relevant goals the prospect wants to accomplishWhen: Are they looking to select a vendor, make a purchase, how long to get a P.O. or check?How: Will they implement? Who will own it?
Kevin SasserBuilding Your PresentationKevin SasserWe are going to blow through these first few slides and get to the good stuff in a few minutesThings Bad Sales People SayKevin SasserWhat most reps think they are presentingKevin Sasser
A complete and comprehensive picture of everything your company can provide.Kevin SasserHeres what most reps are actually doing.Kevin Sasser
Because they are not sure whats important to the prospect they are throwing everything out them and hope something sticks.
If you dont get the spaghetti reference, go ask a cook.Kevin SasserYour prospects get bored just like the rest of us.Kevin SasserTypical Attention SpanTIMEATTENTION SPANMINMAXYour prospects are most engagedat the start of the meeting.Kevin SasserTypical Attention SpanTIMEATTENTION SPANMINMAXUnfortunately this is when mostreps are talking about the least relevant material.Kevin SasserTypical Attention SpanTIMEATTENTION SPANMINMAXWorse, the information with themost value and relevancy is typically presented when the prospect is leastengagedKevin SasserPut the information that the prospect would be most interested in at the beginning of the presentationKevin Sasser
So instead of this.Kevin SasserBefore you presentHave a discovery session (not a sales call) with the prospect where you discuss why the prospect is looking for the type of solution you offer.
Kevin SasserBefore you presentPay close to attention to:Specific Pain Points, ex We lost a customer..Understand which Dept/Exec felt that pain the mostUnderstand the plan after they implement a solution, who will own it, how will it be used
Knowing the prospects pain helps you focus on the most important topics.Kevin SasserKnow who will be in the room during your presentation.Kevin SasserAttendeesKnow the attendees of your presentationGoogle them Visit their LinkedIn profileIf they blog see what they care aboutConfirm their roles with multiple people Have notes available for you to reference during the meetingKevin SasserBuilding Your PresentationKevin SasserBuilding Your PresentationUse the information from your qualification process to help build an extremely relevant introduction to your presentationKevin SasserBuilding Your PresentationsFont Size 32pt (this size)Smallest Font 28pt (this size)Reduce WordsUse Images to tell StoryA lot of slides with a few words is better than fewer slides with more words.DO NOT EVER READ THE SLIDESKevin SasserKill the Slide de la LogosKevin SasserYou Know What Im Talking AboutKevin SasserSlide de la Logos
A vendor presented this to me. There was only one logo I recognized because I'm a fan.Kevin SasserInstead, Try ThisKevin SasserPick One Relevant Story
Kevin SasserGetting StartedKevin SasserYour AgendaExecutive SummaryBusiness RequirementsTechnical RequirementsROINext StepsKevin SasserThats Right. Start with an Executive SummaryKevin SasserWhy?Kevin SasserHigh level decision makers have a habit for staying for the first ten minutes of a meeting, and then leavingKevin SasserExecutive SummaryCover these topicsThe prospects painHow your solution solves that painThe ROI the prospect can expectKevin SasserAn ExampleKevin SasserExecutive SummaryDeployment speed of content and applications to Web Properties19 Websites30 Social Media Accounts5 Mobile AppsMr. Prospect you shared with my team that you feel that your competitors have an advantage in this area, is that correct?Kevin SasserExecutive SummaryOur solution provides the ability to line-of-business users to create and deploy targeted content to web, social, and mobile platformsToday, we are going to discuss how our solution addresses the challenges we just identified.Kevin SasserExecutive SummarySimilar customers have experienced:50% Reduction in Time to Deployment12% Increase in Amount of Content Available3% Increase in CTRWhile results vary, our typical customer can expect meaningful ROI in this areas.Kevin Sasser
Client OverviewAllow me to share with you the story of one of our clients who had similar challenges.Kevin SasserOk Sasser, but I may be fired if I change the presentation and get caught.Kevin SasserOk. So Dont Get Caught.Kevin SasserAnd..Kevin SasserYou may want to point out that someone who submits a generic resume that is not relevant to your company is likely not to get hired.Kevin SasserYour prospects hold the same standard when it comes to evaluating vendors.Kevin SasserGood LuckKevin SasserSales.Wars@gmail.comKevin Sasser