Welcome readers to part three of Fileboard’s Guide To A Killer Sales Presentation. All of the planning and meticulous preparation of the first two steps has led to this: delivering your fine-tuned sales presentation. This is where the engines ignite and your pitch either takes off or stays on the runway.
If you’ve been following along, you should currently have a laser focused sales deck built from the ground up around your client’s specific needs. Today we explore tips for delivering this slideshow in an effective and engaging manner to get your clients to convert. Let’s get started!
Brevity is Key
Keeping your presentation brief is a crucial part of closing more deals. Studies show that after a half-hour, an audience’s attention level erodes to 73%. After 45 minutes, it falls to 63% and below.
At first, 30 minutes seems plenty to deliver your presentation. In reality however, you should be able to get your entire pitch across in about half that period of time. This allows for questions from the client, various delays, technology malfunctions, and hard stops.
If you followed our tip in part two of this series and kept the deck to 20 slides or less, it shouldn’t be hard to keep your presentation within these bounds. Just to be safe however, do a trial run of your presentation with a coworker before giving it. If you find that it runs over the 30 minute mark, consider revising your speech accordingly.
Set The Agenda
Think about how you can break up your presentation into sections to maximize audience attentiveness. Do not just barrel through the slides start to finish with no prior discussion of what the client can expect to get out of the material.
One great way to do this is to kick things off with a clear agenda of what you’ll be talking about so that the clients are aware of where you are steering the conversation and what to expect out of it. If you cased the customer as recommended in part one of this series, you can organize the agenda to move seamlessly through all of their major persuasion points.
Let The Customer Do The Talking
Instead of thinking of this as a presentation, try instead to see it more like a conversation. In other words, just because you are at the front of the room doesn’t mean you should be doing all the talking.
A good rule of thumb to follow is that you should be speaking 35% of the time, and listening to the customer 65% of the time. Research has consistently shown that clients are uncomfortable with salesmen who do most of the talking during presentations. It makes prospects feel like staying on script matters more than their concerns, and that they will be ignored after the sale is completed.
Rehearse The Perfect Presentation
If you went to see a Broadway play and all the actors on stage were reading from their scripts, how sucked into the moment would you feel? Probably not at all, and you would have the distinct feeling that the theater group put no effort into the performance you are initially excited to see. How is this any different than a sales presentation? If you want to truly captivate your audience you will need to rehearse.
When delivering the presentation, you should not have to read from your slides. In fact, you shouldn’t have to look at them at all, except to guide your audience through visuals. Otherwise, your speech should be memorized cold.
Furthermore, avoid merely regurgitating the words on the slides verbatim. Instead, try to use memorable language to give the pitch engrossing personality. To do this, forget about speaking in purely technical terms and remember that you are talking to emotionally-driven human beings. For example, few people are likely to get excited over “reduced processor load on your marketing servers,” but they might get pumped for “faster access to performance data when you need it most.” Induce people to imagine themselves experiencing the benefits, rather than simply describing them in abstract.
How Fileboard Can Help
Fileboard provides complete offline access to all of your presentation files. Even if you have to present in a board room built in the back corner of an office building’s basement, you’ll be able to pull off your presentation as though you had full connectivity service. Eliminate connection hiccups from your sales machine today and you’ll never feel the frustration of a deal gone bad due to an inability to load crucial files again.
More parts of this guide:
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