Reboot Ride-Along #5: Fixing Our Sales Presentations
How deliberate and direct have you been the last two weeks? Did you take the time to change the way you answer your prospect's questions? Have you rebooted your relationships by following the simple three-step approach I outlined in the last Ride-Along? (If not, maybe you should re-watch this video.)
This week, it's time to take a hyper-critical look at the slides we present our prospects and clients. That's right; I've got two ideas designed to enhance your sales presentations. Are you up for the challenge?
Your slide deck is a monster. Your head of sales, the entire marketing team, and even audience development have provided you with tons of stuff to add over the past year. And, like a good salesperson, you've added those new slides to the deck. Here's the problem: We never delete anything.
An excellent sales presentation is concise. It's smartly crafted, not haphazardly created. I want you to stop CREATING presentations and start CRAFTING them. (There's a big difference.)
This week, let's take the first two steps in CRAFTING our presentations together.
Step 1. Schedule shorter client meetings. Instead of 60-minute meetings, schedule 30-minute meetings.
Step 2. Cut 70% of your presentation. If you have 10 slides, cut seven before you go into your meeting.
Initially, these two changes aren't easy to embrace. In fact, they're incredibly nerve-wracking. However, if you're willing to take on this week's challenge you'll see a dramatic shift in two things:
One. You'll find that you can book more prospect and client meetings. That's right. You'll watch the acceptance rate for appointment requests skyrocket. And, as any great salesperson knows, the more meetings you take, the more sales you'll make.
And, two. You'll stop using your presentation as a crutch. Instead of flipping through your Frankenstein-like slide deck you'll breeze through the most exciting stuff.
If you're ready to Reboot your sales slide deck I want you to try these two things over the next two weeks.
Are you ready to start crafting a pitch instead of creating a presentation?
See you in two weeks!
To your media sales success,
- Andrew Davis
P.S. Let me know how your sales reboot is going: firstname.lastname@example.org