One on One

The best type of sales presentation in the entire world is a one on one sales presentation.

The worst type of sales presentation in the entire world is also a one on one salesperson.

It’s the best because for most people they communicate the best you can be completely responsive.

You can be paying attention you can see as this person get it.

You can ask them questions you can really have true engagement.

Now the bad part about it is it’s less efficient than speaking to all the decision makers.

For example in a company or talking to a whole lot of prospects it wants.

I’m not suggesting you turn down one on one presentations but here’s what I am suggesting.

When you’re trying to figure out how to make better group sales presentations large group sales presentations bigger ones don’t have as your starting point PowerPoint slides with lots of bullet points and I’m not anti PowerPoint it’s perfectly fine to use PowerPoint but the greatest source of material for your group presentations your formal sales presentations in front of an entire board of directors or in front of 50 prospects.

The best source of material is what actually goes on in your one on one sales presentations.

So examples you give in a one on one sales presentation that work and the prospect says oh I can relate to that.

Now I get it.

That’s exactly what you want in your so-called formal sales presentation.

Stories that you give in a one on one sales presentation are the same ones by and large the ones you should use for your formal sales presentations.

If there’s a particular slide in your PowerPoint it’s complex and people can’t really have a conversation with you one on one over lunch or the office looking at that site.

Don’t use that slide in the so-called formal sales presentation.

If you go through a particular part of your sales pitch and prospects one on one side.

What does that mean.

And then they ask you a question.

And it’s pretty consistent that they do that at that point.

You need to build that question into your sales presentation.

Don’t wait for people to ask because sometimes people are afraid to interrupt you.

If there’s 30 other people in the room but a vicious one on one in their office or over lunch they will ask a question because it seems like a conversation one on one pitches are obviously the best type of presentation for most of us.

Most of the time.

But if you learn the right lessons if you apply what we’re talking about in this course every single thing you do in that one on one conversation you can do in a group presentation.

It just is a little bit different.

You can’t ask 50 people one on one and wait for their response for a particular question.

But you can throw out rhetorical questions and then say and I was talking to your colleague Sandy right before we started and she mentioned to me T.J. We’ve had that you can reference conversations with people so that it still seems more like a conversation that seems more like an interaction a consultation almost instead of the typical sales presentation which is here’s our product here’s our product here’s a benefit here’s a feature here’s a feature here’s a feature here’s facts here’s numbers here.

That’s to top down.

It’s too much but data dump.

So really mind the things you’re doing well in your one on one sales presentations.

Make sure you put all that good stuff into the formal sales presentation.

It’s the problem most people have is all the good stuff they have in the 1 to 1 presentations.

They throw that away and then they start gathering a whole bunch of tax slides PowerPoint and they go through all the data and say Well I’d love to get to the good stuff.

These stories the examples the case.

But there’s no time I get all the data to go through.

Don’t make that mistake.