roadmap to winning b2b sales presentation
DESCRIPTION
This presentation explains how to create a B2B sales presentation for sales teams wanting to present to their customers and looking to win more business.TRANSCRIPT
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ROADMAP TO A WINNING B2B SALES PRESENTATION
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CASE THE CUSTOMER
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ADDRESS THE CUSTOMER’S NEED When clients request a meeting, an issue needs to be resolved. Immediately responding with a canned presentation is not the right approach.
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Forget'the'sales'deck'at'this'point.''
PUT IT ON THE BACK BURNER At this moment, forget the sales deck.'
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LISTEN Instead, ask them a series of debriefing questions and absorb information until you have an objective view of their issues. '
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THE BIG PICTURE When you paint a complete picture of the client’s situation, the compelling issues will become clear. '
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FIND PERSUASION POINTS
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MANAGE EMOTIONS Proficiency by itself is often not enough to sway a client to make a purchasing decision, because in B2B sales, fear is the emotion that most often turns a client away. '
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THE TWO FLAVORS OF RISK Fear is manifested as aversion to risk on behalf of the organization, and often, more dramatically, as aversion to personal risk. '
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ORGANIZATIONAL RISK
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ORGANIZATIONAL RISK The best way to mitigate organizational risk is by provide clients with examples of other similar organizations that currently use your product. '
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PERSONAL
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MINIMIZE INDIVIDUAL RISK Aversion to personal risk plays a much larger role in a purchasing decision than aversion to organizational risk. '
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CONSTRUCT THE SLIDE DECK
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FOCUS ON THE INDIVIDUAL To be persuasive, structure the presentation to highlight the benefits to the individual rather than the organization as a whole. '
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SIZE MATTERS You want a deck to be no longer 20 slides. In follow up collateral, decks should have no more than 10 slides. '
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KEEP IT SHORT The fewer slides the more likely your clients are to fully read it.
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Use'presenta4on'slides'to'convey'informa4on'that'is'best'presented'visually'
GET VISUAL It’s most e!ective to convey information visually. '
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DESIGN OF THE DECK
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CONTRAST Place dissimilar elements together to make them stand out. This will capture your viewer’s attention. '
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Design of the Deck
REPETITION Repeat similar elements & styles to reinforce meaning, help navigation, and visually unify the presentation. '
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GET ALIGNED Align and space elements consistently for easy navigation. E.G. Text should either be left-aligned or right-aligned, not both.
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PROXIMITY Group similar or related items to form a unified whole'
SEPARATION Separate visually distinct elements '
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DELIVERING THE PRESENTATION
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CLARITY Present a clear initial agenda of key points based on what you know the customer needs.'
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HALF TIME To account for delays, hard stops, & questions, be able to get your message across in half the allotted time. '
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RECAP KEY POINTS Before opening up for questions, be sure to reiterate the key points. '
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LESS IS MORE A salesman who does most of the talking often makes a customer feel like they will be ignored post-sale.
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FOLLOW UP
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Follow Up
PERSISTENCE PAYS On average, successful B2B sales occur after 6 follow-up calls. Though, most companies will only call their prospect back once. '
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OPTIMIZE What is the optimal time to wait, day of the week, and time of day for following up?
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GET THE WHITEPAPER This presentation is a summary of the whitepaper “Winning B2B Sales Presentations.” Get it here or paste the following link in your browser: http://bit.ly/15moDXe