According to Albert Einstein, “Setting an example is not the main means of influencing others; it is the only means.” We might take one of the greatest thinkers of the 21st Century’s quote further and say “Showing an example is not the main means of influencing others; it is the only means,” particularly as it applies to sales. A sales presentation is an example of not only your product, but your company and attitude. There are two elements of a sales presentation to capture your prospects attention: develop a strong message and execute that message effectively. To develop a strong message, a sales presentation should be highly targeted to meet your audiences unique needs, then you must demonstrate how it can be implemented in their situation. Once you’ve developed a strong message and value proposition, execution is key. Be concise, inject some personality and create a strong narrative.
The below presentations are best-in-class examples of how to set the best possible “example:”
Demonstrate Product Use Case
Demonstrating the product use case is the most literal translation of Einstein’s quote. Demonstrations make the product or service tangible and illustrates how it can be implemented in the prospect’s unique situation. Site Seeker walks the prospect through how the company identifies and builds relationships with potential customers. If you’re selling a product, bring it to the meeting to let the prospect play with the product or if you’re selling software, host a live demo.
Be Clear and Concise
Rutanet’s sales presentation avoids the fluff typically associated with sales presentations. The second slide identifies the problem and presents Rutanet’s solution on the the following slides. Indeed, this presentation could take a short 5-8 minutes to power through (with only a brief points on 13 slides). Rutanet’s approach respects the prospect’s time and captures their sometimes short attention span — key elements to getting to a yes.
Inject Personality
Getresponse.com starts the presentation with some humor with “Who invented email marketing? / It’s a mystery / But it sure blew us away.” Not only does Getresponse.com showcase its fun, playful brand culture through language, the company also incorporates energetic, simple and compelling images. The email marketing firm avoids the many pitfalls of sales presentations by injecting humor, visually interesting content and limiting word count. What how can you better showcase your distinct brand personality through pictures, images and language?
Create an In-Person Narrative
Meaning, don’t write your speech in the PPT. Excessive text (think paragraphs) can distract from your speech and be used as a crutch when you’re nervous. Usarea demonstrates how to create an engaging presentation with little text and effective chars and images. In fact, slide six simply says, “83%.” The presenter then explains the meaning behind 83% — effectively playing their speech off the PPT slides.
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