Types of Sales Presentations

Let’s define some terms here.

There are a lot of different types of sales presentations.

There’s sort of a first time stop by and say hello and chat for five minutes one on one.

That would be one extreme the other extreme is OK.

We’ve had a nationwide search we put out an RFP to a hundred ad agencies.

Yours is the one of the final three.

All three firms are being allowed to give a three hour presentation and it’s for a two hundred million dollar advertising budget.

That’s a different type of a sales presentation.

There’s a so-called formal presentation in formal presentations standing giving a presentation to 80 prospects.

There’s sitting around a conference table talking to three and there’s one on one.

Here’s what I really need you to focus on.

Regardless of the audience regardless of the so-called style or situation is this.

Are you being interesting to the people you’re speaking to.

Are you giving them interesting useful memorable information.

That’s what you need to think about.

Here’s why this is significant.

A lot of salespeople are really good one on one bill let’s put away the PowerPoint let’s just talk.

You’re really good one on one.

But then the second the situation seems to be more formal.

You’re standing talking to 15 rather than sitting talking to one or two.

That’s when a lot of salespeople change themselves.

They change their sales presentation and unfortunately they often change it for the worse.

They make the sales presentation worse because they feel like I know to be more formal I’m not giving a PowerPoint so it’s going to be more formal Well there are few guarantees in life.

But here’s one guarantee I will give you your audience your prospects are never sitting back in their seat thinking Boy oh boy I sure wish this guy or this woman would be more formal today.

That’s not what prospects for thinking.

The only thing they’re thinking about is this is interesting useful.

I’m going to pay attention are boring.

They’re not going to make the cut.

This isn’t interesting.

Let me pretend to pay attention but really let me check my email.

That’s the only thing ever going on in the minds of your prospects when they are listening to you.

So great sales presenters realize that their whole mentality is on the audience and they’re looking at them.

That’s why you can’t be reading power.

I’m not a. PowerPoint but you certainly can’t be reading your PowerPoint or reading your script or reading a computer screen.

You’ve got to be looking at people.

People don’t buy from people who don’t want them in the eye.

So you’ve got to be focused on your audience it doesn’t matter if it’s one.

Doesn’t matter if it’s 10 100 or 10000.

You’ve got to be completely focused on that.

AUDIENCE MEMBER That prospect that potential customer that’s got to be your mindset not I’m giving a PowerPoint speech today or a technical.

There’s no such thing as a PowerPoint speech a technical speech or for that matter a sales presentation.

The only thing that goes on in the audience’s mind is it’s either good presentation or a bad presentation.

You’ve got to focus all your energies on making this prospect.

Think this is a good presentation.

This person is giving the interesting useful information memorable and I can act on it.

That’s got to be your entire focus.