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24 2011

The Fatal Flaw of Sales Presentations

Syndicated from: Fearless Selling Blog ~ Increase Your Sales

Just about every sales person needs to deliver some type of sales presentation from time-to-time. The tone and manner of these presentations can vary…from a casual conversation with a single prospect to a formal pitch to a buying committee. Sales presentations can range from a short, fifteen minute briefing to a multi-hour, multi-media show. However, the vast majority of sales presentations contain a fatal flaw. And this flaw causes many presentations to fail. Here’s the flaw… They have the wrong focus! In preparation for an upcoming sales training workshop with a new client, I reviewed the slide presentation a group of sales people (and their marketing department) had developed. I’m still shaking my head… You see, the slide deck contained 80 slides and EVERY single slide focused on the company. The presentation outlined each division of the company, the products they developed, and the research they conduct when they develop new products. Plus, 19 slides were devoted to explaining each of their plants around the world. I could picture the company reps standing at the front of the room droning on as they discussed every slide in detail. I couldn’t possibly imagine sitting through this presentation without falling asleep. Yet, this happens in corporate meetings every single day! Far too many sales presentations focus entirely on the seller and/or their company. But decision makers don’t care about this! They want to know how to solve a problem. That’s what your sales presentation needs to focus on. Forget the info and details about how long you have been in business, how many employees you have, what your annual revenues are, and how much of an industry leader you think you are. If you want to stand out from your competition, open your next sales presentation by discussing a potential problem your prospect is facing. Then spend the rest of it explaining how you will solve that problem and how that solution will benefit them. It’s simple concept but one that requires a significant mental shift. Could your team use some help with their sales presentations? Give me a call and we can discuss a program that will help you achieve the results you want. 905-633-7750 or Tweet This

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