9 Quick Sales Presentation Tips All Salespeople Must Know

Have you ever had a
prospect that was on track and then after the presentation, they just seemed to get squirrelly. Maybe you never even heard
back from them again, regardless of all that
followup that you did. This is an too common
problem for salespeople, and a lot of the time, it’s
caused by a sales presentation that simply missed the mark. In fact, the data suggests that over 75% of sales presentations
lead prospects to feel that the salesperson just didn’t get it. Yet this is a problem
that is so easily avoided by making a few small tweaks
to your selling approach. In this video I’m going
to show you nine quick sales presentation tips,
all salespeople must know. Check it out. (rapid percussion beats) Number one, it must come
after a thorough discovery. I cannot tell you how
frustrating I find it, when a sales manager or a
salesperson says something like, “Oh we really need to work on our pitch.” I always come back to
this idea of the fact that we don’t need to be
worrying about our pitch, because a pitch implies that
we’re actually presenting before we’ve done a
very thorough discovery, before we’ve asked a lot of questions to find out really what’s
going on in the eyes and in the world of this prospect. Pitching is as this old-school idea where we think to
ourselves, you know what, I am going to convince this person with a really compelling presentation that they need to do business with me. And the reality is, is that we don’t need to be persuasive or convincing at all. What we need to do is be really good at that discovery phase of the sale, where we’re asking a lot of questions to find out exactly whether
this particular prospect is A, a good fit, B, has some challenges and concerns that you could really solve, and lastly that they’re the right person, that they have the budget. All of those things that
we need to know upfront before we’re getting into a presentation. Because the reality is,
is that most prospects, complain that salespeople’s presentation are missing the mark. And the reason for that is
because the salesperson, obviously didn’t do a
good enough job upfront to find out what the prospect really need, what the really cared about and what they were really concerned about. So make sure that your sales presentations come after a thorough discovery. Number two, only present the
solutions to their challenges. This one to me, when I say it out loud, I think, geez are people gonna think that this is so obvious. And maybe you’re listening
and you’re saying, that is so obvious. But I promise you we’ve all
in the past couple of months, been at least one time when we were in a presentation situation,
where we wanted to present more than the prospect really cared about. And what does the
prospect care most about? Solving their challenges. So when you’re presenting
features or some benefits, or some ideas that go
outside of the challenges that the prospect is facing, what we’re really doing is
shooting ourselves in the foot! Because prospects don’t
care about that stuff. I mean, think of the last
time you bought a car, and you had some cheesy,
you know, car sales guy who was saying, “Oh,
you know, well we’ve got “this amazing Sirius XM radio.” And you’re thinking to yourself, what are you talkin’ about? I’m gonna use my iPod, or
my iPhone the whole time when I’m using this car. I’m not gonna use the Sirius XM radio. That’s an example of someone
presenting a solution that has nothing to do with
what the prospect cares about. So only present solutions to
your prospect’s challenges. Number three, don’t
present one last thing. This is, again, it fits in
alignment with what we just talked about, but it’s so important. One of my rules for many
years has always been, keep your presentation
as short as possible. And this idea of
presenting one last thing, is really devastating to salespeople. Take for example, let’s say
you are in a selling situation. And you’ve probably been
in this situation before, where you basically have them. Oh it’s right there, ready to go, and they’re all excited and you can tell they’re really engaged
with the conversation, and then you say, “Oh, but
let me show you one last thing “that we can do.” And after doing that,
they’re suddenly like, “Hmmm, you know, we
really don’t need that. “That’s actually outside of
what we’re really focused on.” And then at that point you can tell, you just lost them a little bit. So, you’re probably nodding your head and your saying, “Yeah,
I’ve done that before.” Don’t ever let that happen again. What caused that was this
idea that have to present that one last thing. We as salespeople get all excited about all of the features and all of the benefits of what we do. But the reality is you prospects only care about the stuff that you do, that relates directly to them, that solves their challenges. So don’t ever get caught up in presenting that one last thing. Use case studies. The case study presentation
is really one of my favorite contributions that I feel like I’ve made to the sales community. A couple of pieces that
drove this concept. First, is that most
presentations are pretty dry. And so they’re not holding
prospect’s attention, because they’re very
focused on specific features or specific benefits. And so, they’re not
really telling a story. So on the one hand they’re
a little on the boring side, and then on the other hand, we’re missing out on
this whole opportunity to show user examples of how
we’ve helped other people in the past, other past clients. And so what I challenge
you to think about, is how can you be presenting in a way, that is showing the
prospect how you’ve solved another similar type
of prospect’s problems? By using a case study. And a case study is really simple, right. A case study is basically just an example of how you’ve helped another prospect do what this particular
prospect is looking to do. And when you do that,
you’re going to combine a really powerful idea of
both showing that example, showing those results,
engaging them in something that’s really powerful and meaningful, and at the same time,
also showing them that hey, you know, this has
worked on other people. What you’ll find is that
these case study presentations are so much more engaging
than just the typical run of the mill presentation. Number five, the 60 Second Rule. Now you’re probably
thinking, what the heck is the 60 Second Rule? The 60 Second Rule is simply this. You should never be
presenting to the point where you’re speaking without interruption for more than 60 seconds. Some really powerful data
has recently come out from one of my favorite
companies, Gondor IO, where what they discovered
is that top salespeople’s conversations versus average
and bottom performing salespeople’s conversations
were quiet different. And one of the biggest differences is that top performing salespeople have a lot more back and forth
during that presentation, than a bottom or even average
performing salesperson, who’s typically just pitching
and talking the whole time. So what we want to do is make sure that we’re never going for
more then about 60 seconds in a presentation without
engaging the prospect back into the conversation,
making sure that they’re onboard. Making sure that you’re
answering their questions, making sure that they’re really engaged and never going for more than 60 seconds. In fact, they found
that basically no sales, or no presentations that
turned into closed sales, ever had situations where
the salesperson was talking for more than about a minute and a half. Pretty powerful stuff. Keep your presentations to the point where every 60 seconds,
at least you’re engaging the prospect back into the conversation. Number six, feedback loops. Now you’re thinking to yourself, what’s a feedback loop? Well a feedback loop is basically the answer, the solution
to the 60 Second Rule. It’s the way that you
can always keep prospects engaged in your presentation. So that way throughout
the whole conversation, they’re just nodding they’re head, and they’re like, yeah. Or if you go off track, they’re like, “Hmm, that doesn’t
really make sense to me.” So a feedback loop is really simple. It’s just a simple
question that you’re going to ask during the presentation, that’s gonna bring them back in. Questions like, “Does that make sense?”, or, “Is that cool?”, or “Are
we really on the same page “at this point?” Little simple questions
that are gonna prompt the prospect to be like,
“Yeah, that does make sense.” And if you do it in the right way, you can really do this very frequently. When I’m presenting to a prospect, I am constantly using feedback loops to suck people back in,
and using these little simple questions that
they don’t even hear. They don’t even notice,
but it prompts them to say, “Yeah, that does make sense.” The other really powerful benefit
to using the feedback loop is that when you go offtrack
you’re gonna know right away, ’cause they’re going to
typically push back and say, “Actually, I’m not sure if
that does make total sense.” And now your getting
really valuable information that you can then use to go back on track. Does that make sense? Number seven, if you lose them, stop! There it is one of those places where really competitive people can
get ourselves into trouble. You’re probably in sales
because in some way, you’re highly competitive. And what I find is that really competitive salespeople can sometimes,
when they feel like they’re losing the sale or
they’re losing an opportunity, what they start to do is push more, and they try to get more persuasive. They step on the gas even more to try to suck that prospect back in. But what’s happening is
that they’re actually losing the sale just that much more,
because they’re applying more pressure and the
prospect as a result, is actually likely to push back. So if you start to lose a prospect, in a presentation situation, just stop. Just stop, and it’s really simple. You’re gut is going to tell
you if your losing him. So I’m not going to explain how you know if your losing him, but you’re typically gonna notice you’re losing eye contact. Maybe not engaged as much. They’re not nodding their head. They’re not responding to
you feedback loops as well. Whatever it is. But if you start to feel
like you’re losing them, what I recommend you say
is something like this, “You know what George, I’m
starting to get the sense “that maybe we’re off track here. “Have I missed something?” And one of two things is gonna happen. Either they’re gonna
say, “Yes, I do feel like “maybe we are offtrack, and
here’s how we’re offtrack.” The other is they’re gonna say, “No, no, no, no, no. “I’m sorry, I was distracted. “I just get an email from
someone about something else.” And now you can just play that out, and pull it back on track. But the second you start
to lose them, stop. Hit the brakes, and take a deep breath, and ask them if we are off track? What you’re going to find is
that it either is offtrack, or it’s not, and either way, you really, really, really want to know. Number eight, keep it
has short as possible. Now, I already mentioned this before, but I can’t say it enough times. Keeping the presentation
as short as possible is only ever going to serve you. What often happens is
that we as salespeople get really excited about
what we’re talking about. And the problem is that
very rarely is the prospect ever as excited about why
we’re talking about as we are. So we tend to go on for longer
in the presentation phase than we need to. Keeping that presentation as short and as concise as possible,
is only going to serve us. Once it starts to get long and meandering and going offtrack, we’re
going to lose far more sales. Because that means that we’re starting to not just present to the
challenges that they have, but we’re also throwing
in those other benefits, those other features
or that one last thing. And those little, those little one last things
are almost like little landmines that we’re sitting for ourself and we’re likely to fall
offtrack and lose the sales. So keep the presentation
as short as possible. Number nine, clear and
scheduled next steps. You know I feel like I talk
about clear and scheduled next steps a lot, and that’s for a reason. Because you literally can’t focus on clear and scheduled next steps enough. If your presentations are ending with anything other than a very, very clear and scheduled
next step, you’re in trouble. You know the idea of the one-call close is kind of an old-school idea. I mean typically, salespeople
are selling far more complex and high-end products or services, that are going to require multiple steps. And as a result of those
multiple steps sales are getting lost, because
there isn’t that clear and scheduled next step. So after your presentation,
assuming you’re really on the same page, chances
are there’s going to be some kind of a next step
before you’re ultimately really closing it. You know, in some cases
you are going to be closing that sale, and you’re
gonna be getting them to sign on the dotted line. That’s great! But in a lot of cases,
that’s not going to happen, and in those cases, we
need to make sure that we have those scheduled next steps. That means that a calendar
invite is going out to the prospect, and we’re
saying something like, “You know what George, do
you have your calendar out? “Let’s schedule the next step “where we can discuss
after you’ve had a chance “to talk this over with your team, “and we can talk about what
next steps might look like, “if that even makes sense.” And they’re almost always gonna say, “Sure, lets get on the calendar.” And now you’re on their calendar and you’re moving the process along. What you always wanna avoid, of course is, “Hey George, how about
I call you on Wednesday “of next week, to followup on this?” They’re always gonna say, “Yes.”, but they’re not often
going to pick up the phone, and it’s not because
they’re hiding from you, it’s because they’re really busy, and now the sale is
starting to slide offtrack. So there are nine quick
sales presentation tips, all salespeople must know. I wanna hear from you. Which of these ideas did
you find most useful? Be sure to share below
in the comment section to get involved in the conversation. And if you enjoyed this video, then I have an awesome
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13 comments on “9 Quick Sales Presentation Tips All Salespeople Must Know

  1. Very nice video ☺
    I hope you could make a video and focus more on the discovery phase. What to ask. Pointers to take note. It would really help ☺

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