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The Science of Sales

Sales has become a noisy place in recent years. There are so many ways to contact new and existing customers that finding a way to rise above the noise and stand out from the crowd is a new imperative for sales professionals. However, regardless of the medium—social media, video, in-person meetings or even cold calls—every sales presentation requires key elements to engage, inform and inspire your prospects.

You know you have valuable information, products and services to offer, but you’re challenged to evolve and present them in new, innovative ways. And we're happy to announce we’re here to help—through SCIENCE!

If you’ve been struggling to find that perfect alchemy, the formula you need to transform pitches to closes, look no further than PGi’s latest eBook, “The Science of Sales Presentations,” a fun and insightful look at the key ingredients every killer sales presentation needs so that you and your products and services are educational, memorable and impactful.

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The Science of Sales

  1. 1. THE SCIENCE OF SALES PRESENTATIONS Formulas to Make Prospects Say “YES”
  2. 2. 1 Op 01 Opening Slide St 02 Story Line Vi 04 Powerful Visuals Th 05 Thematic Design Da 03 Data FORMULA 1: ELEMENTS OF WINNING PRESENTATION DESIGN QUESTION RESEARCH HYPOTHESIS 1 2 3 4 5 PERIODIC ELEMENTS OF SUCCESSFUL, COMPELLING PRESENTATIONS KILLER OPENING SLIDE Attention grabber. STORY LINE Plotted like a narrative. The prospect should always be the main character. DATA Establish credibility and trust. POWERFUL VISUALS Images and videos that evoke the desired feeling (pain, fear, laughter, trust). THEMATIC DESIGN Fonts, colors and images are consistent and help tell the story. 1/10 5 OF A SECOND MINUTES It takes to make up our minds about people.1 The average adult attention span.2 th How do I design a presentation that gets prospects to say “yes”? Successful, compelling presentations all have the same common elements.
  3. 3. 2 50% 50% of sales go to the first person to contact the prospect.3 5% remember statistics after a presentation, while 63% of attendees remember stories.4 70% 63% 70% of people make purchasing decisions to solve problems. 30% to gain something.5 FORMULA 2: THEORY OF SALES RELATIVITY IDENTIFY YOUR CUSTOMER’S PAIN. DON’T TALK IN GENERIC INDUSTRY TERMS. Research that individual and that individual’s company, and GET SPECIFIC. PITCH OUTSIDE THE PROVERBIAL BOX: Identify how they’re being prospected by your competition. Engage them with MEANING and a little dazzle—social thought leadership, targeted messages, new tech-based sales presentations and personalized video emails. MAKE IT HARD TO SAY“NO.”Be likeable. Be friendly. Don’t pitch them; engage them. Tell your story while you’re telling theirs. ASK FOR THE TIME. An oldie but a goodie, don’t forget to come out and say what you want: their time. QUESTION RESEARCH HYPOTHESIS How do I craft a message that is relevant and compelling for my prospect? Winning sales presentations oust the “pitch”and tell a story related directly to the customer’s need or pain. HOW TO MAKE YOUR PITCH RELATABLE AND GET THE “YES” 1 2 3 4 5 If you can’t explain it simply, you don’t understand it well enough.” “
  4. 4. 3 FORMULA 3: SCHRÖDINGER’S SALES PITCH Do I have a winning presentation that will open doors? Or is my pitch dead in the water? Choose the winner, and then tweak that presentation for each prospect. By testing various narratives and presentations, data will reveal the winning message. CREATE THREE DIFFERENT EXPERIMENTAL MESSAGES a. Here’s what we do. b. Here’s a compelling, flashy teaser. c. Here’s what we can do for you. LAUNCH THE EXPERIMENT Using a sales enablement software with video-narrated presentations, send each of the messages to three test groups of prospects. LET THE DATA DECIDE a. How many opened the email? b. How many watched the presentation for 30 seconds, 1 minute or its entirety? c. How many downloaded the content offer vs. asked for a meeting? d. What did people say on the follow-up survey? 70% 70% stop watching a presentation because the subject matter isn’t relevant to them.6 QUESTION CONCLUSION RESEARCH HYPOTHESIS 1 2 3 EXPERIMENT: OPEN THE BOX— IS YOUR SALES PITCH ALIVE OR DEAD?
  5. 5. 4 SAY “YES” TO KILLER SALES PRESENTATIONS SHARE YOUR WINNING FORMULA ON TWITTER USING #ACCELERATESALES. SOURCES 1. Fickling, D. (2006). Research Shows First Impressions Really Do Count. The Guardian UK. 2. Moore, M. (2008). Stress of Modern Life Cuts Attention Spans to Five Minutes. Telegraph UK. 3. Atwood, J. (2013). 20 Shocking Sales Stats. SlideShare. 4. Heath, C. Dan Heath. (2007). Made to Stick: Why Some Ideas Thrive and Others Die. 5. Nijmeh, M. (2014). 5 Tips to Crush Your Year-End Quota. Business 2 Community. 6. PGi. (2013).“Presentations Survey.” PGi is the world’s largest dedicated provider of collaboration software and services. We created iMeet®, an expanding portfolio of purpose-built applications designed to meet the daily collaboration and communications needs of business professionals, with solutions for web, video and audio conferencing, smart calendar management, webcasting, project management and sales acceleration. PGi’s award-winning UC&C solutions help nearly 50,000 businesses grow faster and operate more efficiently. To learn more, visit us at pgi.com. PGi makes no representation or warranties in respect to the accuracy or completeness of this eBook. PGi specifically disclaims any and all express or implied warranties, including without limitation, warranties of merchantability, noninfringement, or fitness for any particular purpose relating to the contents of this eBook. PGi shall in no event be liable for any loss of profits or any other commercial damages, including but not limited to special, indirect, consequential, or other damages relating to the contents of this eBook. ©Premiere Global Services, Inc. and/or its affiliates | PGi. All trademarks of third parties referred to in this eBook are the property of their respective owners. ABOUT PREMIERE GLOBAL SERVICES, INC. | PGI DISCLAIMER