From Blundering to Winning – "The 3 Most Common Sales Presentation Blunders"
Most sales personnel "learn" sales presentation by mimicking their boss's mistakes. If you haven't been properly trained to sales present you may lose sales, bore prospective clients, and may be doomed for overall failure!
Picture your last sales presentation . . . How much of the material presented actually needed to be there? How long did it take to present?
And what was your reason for presenting that way?
- “It’s a technical presentation and they NEED to see it all”
- “They WANT to see it all.”
“It’s what Marketing gave us to present.”
- My favorite- “Stop me when you see something you like!” (I actually hear a salesperson say this!)
While, I feel too many sales people make up for lack of skill with power point sales presentations or canned presentations (pitch books). I also feel it is far too easy to become lazy and sloppy with using “your canned sales presentation” as a means to acquire a new client. With that said, when you need to present with power point here are a few blunders to avoid.
In the age of information, it is easy to overwhelm your prospect with content not even relevant to the sale and actually make their decision more difficult.
Help yourself succeed by avoiding the most common Blunders of Sales Presentations:
Blunder #1 – Too Much Information
Dimming the lights and letting Power Point, (loaded with content your prospect is inclined to read), lead the way — takes the attention off you. Presenting features and functions is like explaining the material used in phones, rather than what a phone can mean to your life. What your solution IS and DOES, has much less emotional impact than what it MEANS to them. Rather than go through the engine – give them a test drive and ask them what they think and how they see this working in their world.
Blunder # 2 – Not Presenting from the Buyer’s Point of View
Look again at your Agenda. Is it all about the customer and how their problems can be solved using your solution? Or is it about you: how long you’ve been in business, office locations around the world, etc.?
Blunder # 3 — Not Telling Them What is Different about You Agendas set the tone and focus of your presentation. They work best when they alert your prospect that you are there to solve their problems first.
It is hard enough for prospects to make intelligent choices, don’t make it harder. If you cannot prove the difference between you and your competitor – how will your prospects? Make it easy for them! Spend time solving their problems, with clear and compelling reasons why they should choose you.
Exchange these 3 Common Blunders for these 3 Ways to PresentationSuccess :
1. Keep your Presentation Simple and focused around three key relevant value propositions that are unique to your solution and important to this buyer. Highlight the unique value your solution and company alone can bring them. Make your unique value come alive in their world using tangible, concrete, simple and visual examples.
2. Know your Solution Story and be able to tell it with passion and proof. Focus the presentation on 3 to 5 problems/challenges you know your solution can uniquely solve. Use Customer Stories that highlight the before and after contrast as proof that your solution works.
3. Present from your Prospect’s Point of View, so they can imagine how your solution will benefit their business, financial and personal life. Build your Agenda around their needs, pains and desires. Seek to understand how your solution would work in their world. Ask for their feedback whenever you notice a peaked interest.
Follow this simple formula and your conversations will help both you and your buyer WIN!