Audiences are different, sales cycles are different, and content is different. Very rarely are salespeople in a “one-call close” selling situation. Break the Standard Mold of a Sales Presentation . Don’t go into your presentation blindly, that is, don’t just turn … If you’re not landing your sales pitches, keep this quote from investor Dina Routhier in mind: “The most common thing that pegs an entrepreneur as an amateur is when they come in and immediately start talking about their amazing new technology, and forget to start the discussion with, “What big problem in the market am I trying to solve?” If they don’t start with the problem, then I know they are green.” The same applies to sales. Once you have your thinking right, invest 60 seconds creating a Mental Model of how your sales presentation will go. You should have a long and short version of your sales presentation. Sales presentations are the cornerstone of many companies’ sales efforts, yet so often they aren’t given the time and attention they deserve. Keep prospects … We’ve seen presentations that start with slides all about your company history, and structure, and key financials, and client logos. Most sales reps spend about half of the time in this category, or 2 hours per week, planning their schedule and activities. That doesn’t mean attention levels are always low at the start of a presentation though – they aren’t if something interesting happens. Use analytics to follow-up. Particularly if it’s on a DVD – it’s just too easy for people to stop watching. Advanced PowerPoint and presentation skills training. How long should the rapport-building part of an exploratory call be? A lot of exhibitions are a desolate wasteland for exhibitors with nothing but tumbleweed and other vendors to stop the boredom. Announcing the 2020 SHARKIE Award Winners! It’s your mission, brand statement, business card, and company persona, all rolled into a brief, persuasive presentation. This show was actually pretty busy though, and by walking around l think I managed to notice things companies were doing (right and wrong). Then we cut to the real software screen cast and demonstrate it for 5 minutes, then recap and conclude in two minutes. So find a third party to blame – traditional vendors, the government, that sort of thing. Essentially, you want to cover your key messages in a compelling and persuasive way. How long should a sales presentation be? 19 minutes is probably more time than you have – or at least at the outer-limit. How should you begin your sales presentation? Your sales presentation length needs to be long enough to say what you need to say in a punchy manner – but no longer. Registered in England & Wales, Company Number 7869834. Do you really think attention levels follow the same curve regardless of what the presenter does? The more words on the page, the more they're reading the text and not listening to what you're saying. There’s no definitive answer, and nor can there be. Even if you’ve sold your prospect on your company or product, your job isn’t done … Get the customer to visualize themselves using the product. Your demo or presentation should be interactive. Always use a written presentation. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. If you think it does, you need to tighten the content. Always have a scheduled next step. Introducing a shared presentation which in real time can be viewed on tablets while presenters are speaking would increase interactivity and concentration span. Either way, selling should always be more about asking and listening than about telling. This article was originally posted to BrightCarbon.com. What do you think happens to attention levels if your first few slides are boring corporate naval-gazing of the most tedious kind? 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. Essentially, you want to cover your key messages in a compelling and persuasive way. Tell a story. Although I guess it depends on how motivated your audience is to watch in the first place. Essentially, you want to cover your key messages in a compelling and persuasive way. This doesn’t happen by magic. Audiences are different, sales cycles are different, and content is different. We exhibited at a large trade exhibition a couple of weeks ago, and I went along to see what other vendors are up to. Why Now Is the Time to Double-Down on Sales Training. November 15, 2018 Editorial Staff Your teammate is prepping for a sales presentation and … Contently — How to Build A Strong Bridge, Brick By Brick. Would findings about attention levels in boring text-heavy presentations have any weight for dynamic and visual presentations? If you've done a good and thorough job during each of the previous steps, closing the sale may be easy. Perhaps the only thing to add is that when presenting the problems, it’s important to not sound like you are accusing prospects of being idiots. But now watch this clip of Bill Gates at TED. Many sales presentations go on for too long. Audiences are different, sales cycles are different, and content is different. With a description of your product’s features and value propositions. A PowerPoint presentation design company. Often not. Sales presentations are important, but 1000s of people each day ignore the principles of sales presentation design and sales messaging and deliver material that is tired, ugly, and ineffective. Any old-style presentation will be designed to work well with a wide range of prospects. Sell … Look forward to working with you again soon. Great sales reps gut their sales presentations to the core. While the number of slides may vary, we recommend targeting three minutes per slide. These sales presentation ideas will help you to easily improve your sales presentation; stand out, engage your audience, and sell more. Keep Them Trained & Ready, Activate Data-Driven Readiness with Scorecards, Aragon Research Globe™ for Sales Coaching and Learning, 2020, Sales Presentation Length: How to Keep the Audience Engaged. Your sales presentation length needs to be long enough to say what you need to say in a punchy manner – but no longer. The elevator pitch is the shortest sales presentation that you can make, but it can also be the most difficult to master. Instead of lecturing your audience for 20 or 30 minutes straight, have a conversation with them. Opt for graphs, charts, images, and white space over text. According to the 10/20/30 rule: …a PowerPoint presentation should have ten slides, last no more than twenty minutes, and contain no font smaller than thirty points. A few years back, he wrote a short blog advocating a simple rule for PowerPoint & pitch deck presentations. Don’t save your best content until the end as the audience might have stopped listening before you ever show it. Do you need to present for more than 20 minutes? What do you think happens to attention levels if your first few slides are boring corporate naval-gazing of the most tedious kind? Is It Time to Re-Train Reps on Your Sales Technology Toolset? © 2021 BrightCarbon. Most people will suspend judgement for about the first 90s, so it's important to use that time wisely. … As tempting as it is to celebrate how awesome your business is in front of a group, you must fight the urge. 3. Yep, they drop off. Do you need to present for more than 20 minutes? Interactivity works brilliantly to keep audiences engaged – consider building a visual conversation instead of a one-way presentation. Virtual Sellers, Don’t Do This! Don’t let your presentation have a ‘boring bit’. It’s boring. 7 Cringeworthy Mistakes. It involves presenting your product, service, or business to a new prospect in less than 2 minutes. The long version of your presentation should be approximately 30 to 45 minutes in length and should fill the majority of a 60 minute meeting that you might have with a buyer. Thrown together at the last-minute, often your sales reps stand up in front of a sales presentation that's nothing more than a glorified page of notes. Your sales deck should support your presentation. This is a guest post by my good friend and presentation specialist Julie Hansen. You don’t want to lose your audience’s attention. We even have a good articleon this ourselves! That doesn’t mean attention levels are always low at the start of a presentation though – they aren’t if something interesting happens. A big and sincere thanks for all of your superb help and effort in preparing such fantastic material and for all your excellent coaching tips. I know this is coming late, but we are working on a video presentation (to be packaged on DVD.) Offices in Manchester, Bristol, & London (UK) and Boston/Cambridge (USA). Don’t save your best content until the end as the audience might have stopped listening before you ever show it. One option is to have a 5-minute version and offer an extended 20-minute version for those who want it. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. Nothing makes prospects stop listening more quickly than when you throw an endless list of facts and numbers at them. Write out your sales presentation. Your sales pitch is arguably the single most essential piece of your sales process. Just like how you can’t drive from Marin … Interactivity works brilliantly to keep audiences engaged – consider building a visual conversation instead of a one-way presentation. And if you really want to know how long a presentation should be, the right answer is probably “as short as it can be to work”. I my idea is to break it thus: 12 minutes of presenting the problems, the implications of not solving them the right way, and then introduce our software product. How long should a sales presentation be? There’s no definitive answer, and nor can there be. Whatever proposal you present will always affect your client and their customers, if they have any. Simply tablets. Do you have experience with this and what has worked for you? What is a sales presentation, actually?Is it a 1 minute pitch on the elevator or an elaborate one hour display before a board of executives?Depending on your point of view, it can be both, or it can be none.Nowadays sales presentations not always take place in person, many are done remotely via Skype or similar means. Is Your Sales Pitch Appropriate for the Client and Their Customers? The basic structure you propose is what we would do. You don’t want to lose your audience’s attention. More and more people have them. 2. Audiences are different, sales cycles are different, and content is different. Within presentations, a great way for the presenter engage a more interactive approach with the audience is the use of technology. Do you need to present for more than 20 minutes? Make sure you check out her hit new book, Sales Presentations for Dummies In this insightful article Julie offers an insightful look into why sales presentations can be better and what you should be doing to move your presentations into the 21st century. Don’t let your presentation have a ‘boring bit’. You started with prospecting, moved into building rapport before identifying needs and delivering your presentation.Next, you moved on to overcoming objections before earning the right to close the sale or get the job. We’ve seen attention spans drawn as a hammock, or a hump, as a straight slope down, and plenty of variations in between. Create a picture in your mind of what you are going to say, the questions you will ask, the responses the prospect will have, and the questions you need to answer . This article is written with three big caveats: 1. What do you think? Successful sales people break down their presentations into usable components, with each part becoming an important element in making a successful sale. They stick to the 9 minute rule . And speaking of scripts, the traditional sales presentation, in which a salesperson talks about his product and the prospect listens, isn't the best way to sell. … If anything, with a video presentation you have less time. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. All of these graphics assume there’s a ‘fundamental’ audience attention curve that is the same from presentation to presentation. The total presentation should last about 30 mins (max) There are obviously times when you may need to break from this, these are meant more as general rules but the point is this; keep it concise and make sure to interact and explain the clips to players. 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