A short presentation showing the do's and don'ts of presenting a sales deck with the aim of understanding a potential customer's needs.

1. Marketing & Training Solutions Successful Sales Presentation Skills March 2011

2. Agenda Aims & methodology Understanding your audience Planning & preparing Delivery Handling objections Follow up Do’s & don’ts

4. Coaching

5. Presenting practice with feedback

7. Choose a goal Inform Persuade Request an action Build relationships

8. Understanding your Audience Who’s attending? What do I know about the company? Industry, sector, business challenges Relevance

9. Plan Format and Delivery Key messages As few slides as possible Simple, clear format Stick to timing Anticipate objections

10. Practice, practice, practice! Know the deck inside out! Know the technology inside out! What happens if there’s a power cut!

12. The Presentation Personal grooming (look the part) Be punctual! Establish rapport Get their attention Core message Repetition & checking! Surface any new needs! Conclusion

13. Handling Objections Listen! Think about the question Repeat back the objection Credit the objector Respond honestly! Check for satisfaction Closing objections (repeat objector)

14. Closing Techniques Invite questions Ask for the business Assumptive close Cost of ownership close Return of investment close Cascade close

15. Follow up Ensure you have a note of all actions Ensure you do what you promised Thank them for taking the meeting via email – check for clarity Arrange a further call or meeting

16. Do’s Prepare & research Face the group Short, simple & to the point Engage the audience Watch for reactions Think positively (7) Project your voice Keep it factual (don’t make it up!)

17. Don’t… …overcook the deck …try to give too much info …read your notes …be patronising …be under-prepared