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4 Explosive Tips To Dynamite Your Sales Volume
Copyright © 2005 Cutts Group, llc
4 Explosive Tips To Dynamite Your Sales Volume
Some of the most effective things in life are the simplest. Marketers spend a lot of time trying to understand the psyche of consumers, discover ways to...
How to Make Your Brochures The Ultimate Sales Weapon
“How brochures can help you stand out from the competition, close the deal, and even build repeat business.” Most brochures are nothing more than a collection of a few pictures and a few details about a business. However, brochures can be used as...
Maximizing Sales through the Ultimate Tracking Software
Every small to mid-sized business owner would love to know how to effectively keep a pulse on their marketing and customer service efforts. The common barrier that all companies run into is how to cost effectively measure and control this process. ...
Quadruple Your Online Sales Within 4 Months
If you want a quick and simple way to create regular income online, follow my lead. I am a non-techie book coach who has been in business for 20 years, but only Online for 2 years, and only selling ebooks and special reports for 8 months. In only...
Why Are Your Cash Registers Empty? 8 Reasons Why Your Site is not Getting Sales
Ok, you've got your webpage up and running and you have submitted your site to the search engines, now it is time to make that money! Right? Well then, how come your virtual cash register has that hollow ring to it everytime you open it? Your site...
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10 Slides to a More Effective Sales Presentation
"It's a complicated offering and we really can't get through it (sales presentation) in less than an hour."
That's what I was recently told by a start-up technology company I was asked by a friend to meet with. My friend, the majority investor in this company, asked me to review their sales presentation - a 50+ slide presentation loaded with features and functionality.
Abraham Lincoln's Gettysburg Address, considered by many to be the greatest American speech of all time, defining democracy and our purpose as a nation, took three minutes to deliver. So, why would it ever take anything more than 30 minutes to describe a company, it's offering, and benefits to a prospective customer? That's 10 times longer than Lincoln used at Gettysburg!
In my business, we see an awful lot of presentations. Emphasis should be placed on awful. Companies spend way too much time bragging on themselves and extolling their greatness as opposed to focusing on the meaningful ways they aid the interests and alleviate the concerns of their customer. Customers could care less about the things you have, they want the things you do. Customers buy benefits, not features. Features and functionality exist to support the benefits you offer. Get to the benefits first.
I don’t believe there is such a thing as the “right” or “wrong” number of slides in a sales
presentation. That being said, never have a sales presentation that is over 10 slides, including the opening and closing slides. If you need more than that to convey your value and benefits, something is wrong. Limit yourself to a number of slides and challenge yourself to get to the main points faster. You don’t have the luxury of time with a prospect; you need to lock their interest early.
An interesting exercise is to make a presentation from the customer’s perspective, addressing information the way they are likely processing your conversation with them. Use the following titles for each slide and compare this presentation to whatever you have today. Which is more meaningful to your prospect?
1. Opening Slide 2. “Who Are You?” 3. “What Do You Do for Me?” 4. “How Do You Do It?” 5. “How Are You Different?” 6. “Why Should I Believe You?” 7. “What Does It Cost?” 8. “Do You Offer a Guarantee?” 9. “How Do We Start Doing Business Together?” 10. Closing Slide
About the Author
Jim Logan is founder of Accelerate Business Group, LLC, a revenue growth company. Accelerate Business Group partners with their customers to build revenue the only three ways possible - getting more new customers, increasing the value of your average sale, and getting more repeat business. Jim can be reached at http://www.jslogan.com.
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Sales - Wikipedia, the free encyclopedia |
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