SALES PRESENTATION
Five Ways to Improve Your Sales Presentation Techniques to Help You Close More Deals
KEITH MESSICK
A few years ago, Andy Raskin wrote his now-famous post “The Greatest Sales Deck I’ve Ever Seen” outlining Zoura’s great sales presentation. The fol- lowing year, Drew Beechler wrote “The (Second) Greatest Sales Deck and Pitch I’ve Ever Seen” describing the narrative arc that digs into Salesforce’s effective sales pitch.
I keep waiting for someone to have the courage to write “The Third Greatest Sales Deck I’ve Ever Seen” – just so I can prove my theory that all enterprise marketing eventually becomes the seven-minute abs scene in There’s Something About Mary. So what makes a good sales
presentation? I’ve seen, crafted, and talked through many sales decks in my 20-year career; and, while there is no
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universal template to follow, here are five tips and tricks that can help you seal the deal at your next meeting.
1. THE BEST PRESENTATION IS THE ONE YOU CAN GIVE CONFIDENTLY.
Many years ago, my boss at the time told me that, during a first meeting, confidence beats competence every time – meaning there is no amount of
marketing magic or PowerPoint® jiu-
jitsu that can overcome a presenter’s lack of confidence. Research even shows that it’s better to be confident than correct in the workplace, since people are quickly discouraged by uncertainty.
So, the next time you’re giving a
presentation, remind yourself that you are the expert and you know more about your topic than anyone else in the room. If you are stumped by any- thing during a presentation, break the slide/question down to the basics and speak to the parts you can confidently own. Then, go home and research the rest so it never stumps you again.
2. GET VISUAL. According to Brain Rules, most people can’t read and listen at the same time. So, if you want to maxi- mize your persuasion potential, you have to shift your customer’s job from
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