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S
P
TI
FOR DELIVERING
BETTER
SALES PRESENTATIONS
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INTRO D UCT I O N
Presentations are an inevitable
(and critical) part of B2B sales.
While different sales presentations may vary by
style, industry, persona and more, there is one
universal truth that all reps understand: you cant
mess this up. While even a great sales presentation
wont always lead to a closed deal, a poor one will
torpedo your efforts nearly every time.
So how can you avoid disaster and deliver
compelling, persuasive and valuable presentations
that impress audiences and lead to more deals?
This exclusive eBook brings together 51 different
ways to ensure a successful sales presentation,
with ideas and suggestions from real sales reps and
experts for preparing your slides, engaging your
audience, and even following up to enhance your
message after the fact.
Are you ready to deliver more presentations that
sell? These tips can help you get there, starting
(in no particular order) with number one
C O N T EN T S
THE
PREP .................P.4
THE
EXECUTION ....P.8
THE
FOLLOW UP ...P.18
THE
PREP
#8
Why not add
a video?
Graphics are your friend! Text-heavy slides and excessive bullet points
are not only unappealing to the eye, they can distract your audience
and invite them to read rather than listen to what youre saying.
Instead, it can be a better idea to map out the points you want to make
ahead of time and find an image that complements your narrative. This
way, the prospect is able to focus on YOU rather than rushing to read
every last word.
#12
Its better to be
early than on time!
Plan to arrive early to the meeting to greet
your prospects. This allows you to make a
personal connection with your audience
ahead of time, which can work to your
advantage as you interact during your
presentation. Connecting offline removes
barriers between you and the prospect,
which is an important part of a successful
sales presentation. Arriving early also
shows that you are organized and value the
attendees time, and gives you a chance to
set up without being in a rush.
#15
Prepare to be quiet
for a moment and
LISTEN
When was the last time someone talked at you
instead of with you? How did that feel? Boring,
authoritative, and uninviting are a few words
that come to mind. Its important to have a
conversation with your prospects and to make
them feel heard.
If you go in with the idea that you are just
going to talk, talk, talk, and make the sale, its
going to be a struggle. But if you go in with the
idea that you are going to have a conversation
and build a relationship
with the prospect,
youll have a much
better success rate,
advises Wendy Weiss
(aka The Queen of
Cold Calling). 3
#18
#17. Embrace the possibility for change
Though your slide deck may be perfect now, chances are it wont
always stay that way. Consider setting your deck up so that elements
like charts, tables, figures, and case studies can be customized and
Be prepared for
remote attendees
THE
EXECUTION
#21
#25
#29
#33
Be selective with
your value prop
If you simply say one benefit is that we can help you save money or we
can increase your ROI, you may get eye-rolls because theyve heard it all
beforefrom your competition. But if you highlight that your product
has XYZ feature which will increase your ROI becauseyoure bringing
an A-game that is more likely to pay off.
#37
Try using props
(hey, it works for Carrot Top, right?)
Slides dont count; a prop refers to a real physical
item to show, pass around, and talk about.
Whether its your actual product
or an object representing the
differentiated value your
product brings, the right
prop can keep your
audience engaged in
the room and take
some pressure
off your slides.
#41
Finish your
presentation early
if you can
While this can be difficult at times, it does two
things: 1) It forces you to streamline your pitch
to the most important points, and 2) it avoids
the risk of running out of time at the end. If
the presentation is typically a half hour, aim to
finish it in 20 minutes; if its an hour, finish it
in 45 minutes. If you use up or exceed the full
time due to the
prospects
questions
dont sweat
it! That means
they were
engaged with
what you
had to say.
#45
Dont turn your back
on the customer
second your listener says I get it, theyll immediately lose interest.11
That being said
#46
Slowww down
Some people talk fast when theyre
nervous. Oftentimes, they do it without
even realizing (if youre short of breath
after a slide, thats a clue). Talking too
quickly can not only make it difficult to
understand what youre saying (especially
for those on the phone), it can make it
difficult for your audience to interject
with questions as well. Slow down and
let your presentation breathe and take
a few extra breaths for yourself while
youre at it.
THE
FOLLOW
UP
#47
Write a thank you note,
and make it count!
Sending a personal Thank you to each person you
presented to is common sense, but your competitors
are undoubtedly doing the same. To ensure that your
gesture stands out amongst the crowd, put some
effort into your follow-up letter.
As sales thought leader S. Anthony Iannarino
explains, Your follow-up letter needs to
reinforce your ability to generate the
result that you and your solution will
provide More than anything else, you
have to reiterate and reinforce your
differentiation Your follow-up
letter is your chance to sell,
and it is your chance
to remind your
dream client of
the differences
that will make the
difference.13
#51
About Brainshark
Brainshark sales enablement solutions accelerate revenue through faster training, increased
demand, and more successful sales conversations.
Brainsharks easy-to-use solutions ensure that key audiences regardless of location are
always up-to-date with access to anytime, anywhere video training on virtually any computer
or mobile device. Sales enablement functionality including tight integration with Salesforce.
com helps reps win deals through better training, improved demand generation, and live
presentation delivery. Detailed analytics help identify the best opportunities, the highest-value
content, and provide insights that improve the effectiveness of managers coaching efforts.
Thousands of companies including half of the Fortune 100 and millions of individuals rely
on Brainshark to increase the impact and reduce the cost of their sales, marketing, and training
efforts. Learn more at www.brainshark.com.
Contact
Brainshark Inc.
866.276.7427
info@brainshark.com
Ifbyphone, 7 Sales Stats that Will Change How You Sell, July 2014
Custom Show, Creating To Giving Great Presentations: Hear From 10 Experts, March 2014
3
Forbes.com, 7 Tips for Crafting an Effective Sales Pitch, January 2014
4
Custom Show, Creating To Giving Great Presentations: Hear From 10 Experts, March 2014
5
Inc.com, 5 Tips for Better Sales Presentations, July 202
6
Bright Carbon Blog, Sales Presentations 2.0, June 2013
7
Forbes.com, 7 Tips for Crafting an Effective Sales Pitch, January 2014
8
Salesforce Blog, 5 Tips to Giving the Perfect Sales Presentation, January 2014
9
Custom Show, Effective Sales Presentation Tips & Ideas Win More Business, March 2014
10
Sales Engine Blog, Why Impact Questions Are the King of All Questions, January 2012
11
Inc.com, 7 Deadly Sins of Sales Pitching
12
The Sales Leader Blog, Its All in How You Say It: The Top 9 Sales Presentation Mistakes - and What To Do Instead
13
The Sales Blog, How to Say Thank You After a Big Presentation, September 2010
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