Sales Presentations/Pitch

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Concepts on Sales Presentations/ Pitch

What are Sales Presentations?

• A selling technique
• A line of talk that attempts to persuade someone or something
• Sometimes with a planned strategy of a product or service designed to initiate and close a sale of the product or service
• A Sales Pitch: Designed to be an
  • Introduction of a product or service to an audience who knows nothing about it
  • descriptive expansion of a product or service that an audience has already expressed interest in
• Can be formal or informal
• Delivered in many ways

Elements of a Sales Presentation

What are you Selling?

• FMCG Fast Moving Consumer Goods/ Low Value Goods
• Capital Goods/ High value Goods

First Impression

• First visual and audible impression upon a market or client - Appeal to five senses to initiate chemistry between buyer and seller
• A way of luring in potential candidate to ensure overall advertisement is emphasized.
• Desiring an official deal of trade or contract
• A tone that exactly reaches to what the other party wants and doesn't want.
• A virtual Balance that maximize's one's leverage

Beginning Statement

• Either an attention grabbing statement or positive statement introducing the best information about the provider of goods or service.
• A method is selected depending on available attention span from prospective client
  • Lower attention Span e.g. children: Sales pitch much capture within first few seconds to be effective. Talk with a surprising or shocking statement which targets stay to see conclusion of.
  • People in a Hurry e.g. Ladies with Children, shopkeepers: They can't give much attention especially if the explanation is not immediately intriguing or in broken english.

Ideas that help your Sales Presentation or Pitch

• The New Marketing & Sales Funnel

Reference

• https://en.wikipedia.org/wiki/Sales_presentation

Guides to Sales Presentations

Using Sales Decks

What are Sales Decks?

• Reference materials to send prospects before scheduling a meeting
• Position a product or service on the market and build a case why a prospect should get in touch with a company
• Establish trust and build Rapport
• Purpose
  • Provide a list of arguments why customers should buy from us
  • Generate and qualify leads

Why create a Sales Deck?

• There is a change in Sales Dynamic: Customers today don't interact with a company until they are ready to buy
  • Forrester Research: "today's buyers might be anywhere from two-thirds to 90% of the way through their journey before they reach out to the vendor"
  • Sales Force: "70% of the buyer's journey is completed before a buyer even reaches out to sales"
  • "Steve Patrizi: "Sales teams enter the picture only at the final stages of the buying cycle - See New Marketing and Sales Funnel

How to Create and Design a Sales Deck?

Part 1: Structure

• Goal: Convince a Prospect to your solution
• Position: You are the only alternative they would need to overcome the problem Make a case why they should buy from you.
• Old method that doesn't work
  • Present yourself, your cumulative years of professional experience, products, services, people, awards your product has won, innovative approach, paten pending technology and what makes you stand out from the competition
  • BUT your prospects don't care
• What you should focus on: How you can HELP THEM
• Sales Narrative to Follow
  • Step 1: Identify the audience and their problem
  • Step 2: Convince them that you understand the problem
  • Step 3: Present your offering as the most viable solution
  • Step 4: Offer a case study to prove that it works
• Areas to Address
  • Address the Prospect's Needs: Mention their hopes, fears or pain points. Let them know you understand their situation and problem they face.
  • Show how your Solution Sovles the Problem: Follow up by showing what you offer could help them overcome the problem or improve the current situation
  • Describe how your solution fits into the prospect's situation: Why your solution offer the bests results
  • Back Up all your claims: with proof like case study, stats or other data to prove your solution has helped others in a similar situation
• Have a Call to Action

Part 2: Design

• The content helps to build up a case for using products or services, but its the design that makes the right impression, convincing a prospect to continue browsing the deck
• Tips
  • Keep Slides Consistent
  • Use empty space to denote the most important elements on a slide
  • Let photos do most of the Talking
  • Avoid Animation

Part 3: Resources

• Design Tools
  • Canva
  • Prezi
• Professional ready-made templates
  • Graphic River
  • Creative Market
  • Improve Presentation
  • Humble Pixels
  • Slidemart
• Sales Deck Design Companies
  • SketchDeck
  • 24Slides
  • DeckRooster
  • Slides That Rock
  • Ethos3

How to Articles and Links

• How to Create Sales Decks that Knock Your Prospects' Socks Off - https://attach.io/blog/sales-deck/
• Market Your Brilliant Idea with a Sales Pitch Deck (Using Canva) - https://www.canva.com/create/presentations/sales/

Best Practice Examples

• 5 Best Sales Deck Prezis - https://blog.prezi.com/the-5-best-sales-deck-prezis/