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9 Quick Sales Presentation Tips All Salespeople Must Know - YouTube
Channel: Sales Insights Lab
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Have you ever had a
prospect that was on track
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and then after the presentation,
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they just seemed to get squirrelly.
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Maybe you never even heard
back from them again,
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regardless of all that
followup that you did.
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This is an too common
problem for salespeople,
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and a lot of the time, it's
caused by a sales presentation
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that simply missed the mark.
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In fact, the data suggests that over 75%
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of sales presentations
lead prospects to feel
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that the salesperson just didn't get it.
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Yet this is a problem
that is so easily avoided
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by making a few small tweaks
to your selling approach.
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In this video I'm going
to show you nine quick
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sales presentation tips,
all salespeople must know.
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Check it out.
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(rapid percussion beats)
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Number one, it must come
after a thorough discovery.
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I cannot tell you how
frustrating I find it,
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when a sales manager or a
salesperson says something like,
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"Oh we really need to work on our pitch."
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I always come back to
this idea of the fact that
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we don't need to be
worrying about our pitch,
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because a pitch implies that
we're actually presenting
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before we've done a
very thorough discovery,
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before we've asked a lot of questions
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to find out really what's
going on in the eyes
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and in the world of this prospect.
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Pitching is as this old-school idea
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where we think to
ourselves, you know what,
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I am going to convince this person
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with a really compelling presentation
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that they need to do business with me.
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And the reality is,
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is that we don't need to be persuasive
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or convincing at all.
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What we need to do is be really good
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at that discovery phase of the sale,
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where we're asking a lot of questions
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to find out exactly whether
this particular prospect
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is A, a good fit, B, has some challenges
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and concerns that you could really solve,
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and lastly that they're the right person,
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that they have the budget.
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All of those things that
we need to know upfront
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before we're getting into a presentation.
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Because the reality is,
is that most prospects,
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complain that salespeople's presentation
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are missing the mark.
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And the reason for that is
because the salesperson,
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obviously didn't do a
good enough job upfront
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to find out what the prospect really need,
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what the really cared about
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and what they were really concerned about.
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So make sure that your sales presentations
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come after a thorough discovery.
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Number two, only present the
solutions to their challenges.
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This one to me, when I say it out loud,
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I think, geez are people gonna think
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that this is so obvious.
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And maybe you're listening
and you're saying,
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that is so obvious.
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But I promise you we've all
in the past couple of months,
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been at least one time when we were in
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a presentation situation,
where we wanted to present
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more than the prospect really cared about.
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And what does the
prospect care most about?
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Solving their challenges.
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So when you're presenting
features or some benefits,
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or some ideas that go
outside of the challenges
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that the prospect is facing,
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what we're really doing is
shooting ourselves in the foot!
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Because prospects don't
care about that stuff.
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I mean, think of the last
time you bought a car,
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and you had some cheesy,
you know, car sales guy
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who was saying, "Oh,
you know, well we've got
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"this amazing Sirius XM radio."
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And you're thinking to yourself,
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what are you talkin' about?
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I'm gonna use my iPod, or
my iPhone the whole time
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when I'm using this car.
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I'm not gonna use the Sirius XM radio.
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That's an example of someone
presenting a solution
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that has nothing to do with
what the prospect cares about.
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So only present solutions to
your prospect's challenges.
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Number three, don't
present one last thing.
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This is, again, it fits in
alignment with what we just
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talked about, but it's so important.
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One of my rules for many
years has always been,
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keep your presentation
as short as possible.
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And this idea of
presenting one last thing,
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is really devastating to salespeople.
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Take for example, let's say
you are in a selling situation.
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And you've probably been
in this situation before,
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where you basically have them.
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Oh it's right there, ready to go,
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and they're all excited and you can tell
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they're really engaged
with the conversation,
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and then you say, "Oh, but
let me show you one last thing
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"that we can do."
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And after doing that,
they're suddenly like,
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"Hmmm, you know, we
really don't need that.
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"That's actually outside of
what we're really focused on."
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And then at that point you can tell,
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you just lost them a little bit.
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So, you're probably nodding your head
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and your saying, "Yeah,
I've done that before."
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Don't ever let that happen again.
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What caused that was this
idea that have to present
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that one last thing.
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We as salespeople get all excited
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about all of the features
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and all of the benefits of what we do.
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But the reality is you prospects
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only care about the stuff that you do,
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that relates directly to them,
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that solves their challenges.
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So don't ever get caught up in presenting
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that one last thing.
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Use case studies.
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The case study presentation
is really one of my favorite
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contributions that I feel like I've made
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to the sales community.
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A couple of pieces that
drove this concept.
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First, is that most
presentations are pretty dry.
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And so they're not holding
prospect's attention,
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because they're very
focused on specific features
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or specific benefits.
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And so, they're not
really telling a story.
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So on the one hand they're
a little on the boring side,
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and then on the other hand,
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we're missing out on
this whole opportunity
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to show user examples of how
we've helped other people
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in the past, other past clients.
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And so what I challenge
you to think about,
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is how can you be presenting in a way,
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that is showing the
prospect how you've solved
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another similar type
of prospect's problems?
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By using a case study.
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And a case study is really simple, right.
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A case study is basically just an example
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of how you've helped another prospect do
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what this particular
prospect is looking to do.
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And when you do that,
you're going to combine
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a really powerful idea of
both showing that example,
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showing those results,
engaging them in something
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that's really powerful and meaningful,
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and at the same time,
also showing them that
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hey, you know, this has
worked on other people.
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What you'll find is that
these case study presentations
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are so much more engaging
than just the typical
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run of the mill presentation.
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Number five, the 60 Second Rule.
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Now you're probably
thinking, what the heck
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is the 60 Second Rule?
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The 60 Second Rule is simply this.
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You should never be
presenting to the point where
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you're speaking without interruption
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for more than 60 seconds.
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Some really powerful data
has recently come out
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from one of my favorite
companies, Gondor IO,
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where what they discovered
is that top salespeople's
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conversations versus average
and bottom performing
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salespeople's conversations
were quiet different.
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And one of the biggest differences
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is that top performing salespeople
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have a lot more back and forth
during that presentation,
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than a bottom or even average
performing salesperson,
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who's typically just pitching
and talking the whole time.
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So what we want to do is make sure
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that we're never going for
more then about 60 seconds
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in a presentation without
engaging the prospect
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back into the conversation,
making sure that
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they're onboard.
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Making sure that you're
answering their questions,
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making sure that they're really engaged
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and never going for more than 60 seconds.
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In fact, they found
that basically no sales,
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or no presentations that
turned into closed sales,
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ever had situations where
the salesperson was talking
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for more than about a minute and a half.
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Pretty powerful stuff.
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Keep your presentations to the point
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where every 60 seconds,
at least you're engaging
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the prospect back into the conversation.
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Number six, feedback loops.
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Now you're thinking to yourself,
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what's a feedback loop?
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Well a feedback loop is basically
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the answer, the solution
to the 60 Second Rule.
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It's the way that you
can always keep prospects
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engaged in your presentation.
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So that way throughout
the whole conversation,
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they're just nodding they're head,
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and they're like, yeah.
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Or if you go off track, they're like,
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"Hmm, that doesn't
really make sense to me."
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So a feedback loop is really simple.
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It's just a simple
question that you're going
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to ask during the presentation,
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that's gonna bring them back in.
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Questions like, "Does that make sense?",
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or, "Is that cool?", or "Are
we really on the same page
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"at this point?"
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Little simple questions
that are gonna prompt
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the prospect to be like,
"Yeah, that does make sense."
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And if you do it in the right way,
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you can really do this very frequently.
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When I'm presenting to a prospect,
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I am constantly using feedback loops
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to suck people back in,
and using these little
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simple questions that
they don't even hear.
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They don't even notice,
but it prompts them
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to say, "Yeah, that does make sense."
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The other really powerful benefit
to using the feedback loop
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is that when you go offtrack
you're gonna know right away,
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'cause they're going to
typically push back and say,
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"Actually, I'm not sure if
that does make total sense."
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And now your getting
really valuable information
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that you can then use to go back on track.
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Does that make sense?
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Number seven, if you lose them, stop!
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There it is one of those places where
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really competitive people can
get ourselves into trouble.
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You're probably in sales
because in some way,
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you're highly competitive.
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And what I find is that really competitive
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salespeople can sometimes,
when they feel like
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they're losing the sale or
they're losing an opportunity,
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what they start to do is push more,
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and they try to get more persuasive.
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They step on the gas even more
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to try to suck that prospect back in.
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But what's happening is
that they're actually losing
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the sale just that much more,
because they're applying
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more pressure and the
prospect as a result,
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is actually likely to push back.
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So if you start to lose a prospect,
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in a presentation situation, just stop.
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Just stop, and it's really simple.
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You're gut is going to tell
you if your losing him.
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So I'm not going to explain how you know
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if your losing him, but you're typically
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gonna notice you're losing eye contact.
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Maybe not engaged as much.
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They're not nodding their head.
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They're not responding to
you feedback loops as well.
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Whatever it is.
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But if you start to feel
like you're losing them,
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what I recommend you say
is something like this,
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"You know what George, I'm
starting to get the sense
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"that maybe we're off track here.
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"Have I missed something?"
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And one of two things is gonna happen.
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Either they're gonna
say, "Yes, I do feel like
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"maybe we are offtrack, and
here's how we're offtrack."
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The other is they're gonna say,
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"No, no, no, no, no.
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"I'm sorry, I was distracted.
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"I just get an email from
someone about something else."
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And now you can just play that out,
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and pull it back on track.
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But the second you start
to lose them, stop.
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Hit the brakes, and take a deep breath,
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and ask them if we are off track?
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What you're going to find is
that it either is offtrack,
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or it's not, and either way,
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you really, really, really want to know.
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Number eight, keep it
has short as possible.
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Now, I already mentioned this before,
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but I can't say it enough times.
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Keeping the presentation
as short as possible
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is only ever going to serve you.
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What often happens is
that we as salespeople
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get really excited about
what we're talking about.
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And the problem is that
very rarely is the prospect
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ever as excited about why
we're talking about as we are.
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So we tend to go on for longer
in the presentation phase
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than we need to.
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Keeping that presentation as short
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and as concise as possible,
is only going to serve us.
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Once it starts to get long and meandering
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and going offtrack, we're
going to lose far more sales.
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Because that means that we're starting to
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not just present to the
challenges that they have,
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but we're also throwing
in those other benefits,
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those other features
or that one last thing.
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And those little,
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those little one last things
are almost like little
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landmines that we're sitting for ourself
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and we're likely to fall
offtrack and lose the sales.
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So keep the presentation
as short as possible.
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Number nine, clear and
scheduled next steps.
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You know I feel like I talk
about clear and scheduled
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next steps a lot, and that's for a reason.
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Because you literally can't focus on
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clear and scheduled next steps enough.
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If your presentations are ending
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with anything other than a very,
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very clear and scheduled
next step, you're in trouble.
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You know the idea of the one-call close
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is kind of an old-school idea.
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I mean typically, salespeople
are selling far more
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complex and high-end products or services,
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that are going to require multiple steps.
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And as a result of those
multiple steps sales
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are getting lost, because
there isn't that clear
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and scheduled next step.
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So after your presentation,
assuming you're really
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on the same page, chances
are there's going to
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be some kind of a next step
before you're ultimately
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really closing it.
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You know, in some cases
you are going to be closing
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that sale, and you're
gonna be getting them
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to sign on the dotted line.
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That's great!
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But in a lot of cases,
that's not going to happen,
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and in those cases, we
need to make sure that
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we have those scheduled next steps.
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That means that a calendar
invite is going out
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to the prospect, and we're
saying something like,
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"You know what George, do
you have your calendar out?
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"Let's schedule the next step
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"where we can discuss
after you've had a chance
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"to talk this over with your team,
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"and we can talk about what
next steps might look like,
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"if that even makes sense."
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And they're almost always gonna say,
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"Sure, lets get on the calendar."
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And now you're on their calendar
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and you're moving the process along.
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What you always wanna avoid, of course is,
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"Hey George, how about
I call you on Wednesday
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"of next week, to followup on this?"
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They're always gonna say, "Yes.",
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but they're not often
going to pick up the phone,
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and it's not because
they're hiding from you,
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it's because they're really busy,
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and now the sale is
starting to slide offtrack.
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So there are nine quick
sales presentation tips,
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all salespeople must know.
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I wanna hear from you.
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Which of these ideas did
you find most useful?
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Be sure to share below
in the comment section
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to get involved in the conversation.
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And if you enjoyed this video,
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then I have an awesome
free ebook, on 25 tips
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to crush your sales goals.
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Just click right here to get it instantly.
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Seriously, just click right here.
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Also if you got some value,
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