3. What you said about your
sales presentations:
Too crowded, too long,
Tomorrow
short on impact, too
much text…
Straight to the point We try to say everything,
and we don’t pick our
High impact battles between what is
really important to the
Facilitate closing customer and what
belongs in the appendix.
Today Excessively long
Short on impact presentations highjack
the closing phase at the
Too crowded end of the meeting
because the customer
Too long ends up short on time.
Customers find our
presentations
complicated.
4. And if Guy Kawasaki is
right, you are not alone.
5. And if Guy Kawasaki is
right, you are not alone.
6. Your goal is simple, and
it’s one shared by all
companies concerned
about the efficiency of
their sales people.
More
IMPACT
9. 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.”
10. 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.
11. 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!
12. 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!
13. 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.
14. So you should avoid
subjecting your
customer to both text
projected onto a screen
and a verbal argument.
15. 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.
17. Clearly, your
presentations have
room for
improvement…
They fluctuate between
a tendency to cause
“Death by
PowerPoint”…
18. …and slides where
images are used as
decoration, making the
slide even more
crowded, but diluting its
impact.
19. 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
More the teleprompter!
IMPACT
20. 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.
21. 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!
23. 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
24. The proposed
approach mixes online
Techniques taught 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.
25. The Essentiels
After each module,
students download
a fact sheet that
summarizes the
key learning
points for each
stage.
26. A. Following Stage 6, an
In-Class Training 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.
27. Online Resources
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.
28. The two advantages of
a blended solution are:
INVESTMENT 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.
29. 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
