Great sales reps gut their sales presentations to the core. Why Now Is the Time to Double-Down on Sales Training. More and more people have them. Successful sales people break down their presentations into usable components, with each part becoming an important element in making a successful sale. We even have a good articleon this ourselves! 90 seconds equates to approximately 200 words. Keep sections relatively short and reasonably spaced – to ensure that attention levels don’t drop off too fast. As tempting as it is to celebrate how awesome your business is in front of a group, you must fight the urge. Would findings about attention levels in boring text-heavy presentations have any weight for dynamic and visual presentations? Making a sales presentation isn't something you do on the fly. A lot of exhibitions are a desolate wasteland for exhibitors with nothing but tumbleweed and other vendors to stop the boredom. Write out your sales presentation. Often not. Sales presentations are the cornerstone of many companies’ sales efforts, yet so often they aren’t given the time and attention they deserve. Tell a story. It’s your mission, brand statement, business card, and company persona, all rolled into a brief, persuasive presentation. November 15, 2018 Editorial Staff Your teammate is prepping for a sales presentation and … Essentially, you want to cover your key messages in a compelling and persuasive way. A PowerPoint presentation design company. 2. Length: And if you really want to know how long a sales presentation should be, the right answer is probably as short as it can be to work. And if you really want to know how long a presentation should be, the right answer is probably “as short as it can be to work”. So find a third party to blame – traditional vendors, the government, that sort of thing. … Your goal is simple — to introduce your offering in a compelling way that makes the prospect interested in learning more. Do you need to present for more than 20 minutes? Your sales presentation length needs to be long enough to say what you need to say in a punchy manner – but no longer. This is a guest post by my good friend and presentation specialist Julie Hansen. Read this article for everything you need to make the ultimate sales presentation. The total presentation should last about 30 mins (max) There are obviously times when you may need to break from this, these are meant more as general rules but the point is this; keep it concise and make sure to interact and explain the clips to players. We’ve seen presentations that start with slides all about your company history, and structure, and key financials, and client logos. I my idea is to break it thus: 12 minutes of presenting the problems, the implications of not solving them the right way, and then introduce our software product. How would research into ‘natural’ attention levels even work? The basic structure you propose is what we would do. If you’re not landing your sales pitches, keep this quote from investor Dina Routhier in mind: “The most common thing that pegs an entrepreneur as an amateur is when they come in and immediately start talking about their amazing new technology, and forget to start the discussion with, “What big problem in the market am I trying to solve?” If they don’t start with the problem, then I know they are green.” The same applies to sales. There are places in the sales process where presenting can be necessary and there are the times when you get put in that situation before you are ready. Organize your presentation’s structure. All of these graphics assume there’s a ‘fundamental’ audience attention curve that is the same from presentation to presentation. A good sales presentation should be able to persuade, not merely to awe and entertain. These sales presentation ideas will help you to easily improve your sales presentation; stand out, engage your audience, and sell more. This article was originally posted to BrightCarbon.com. There are many ways to pitch the same product - you should try out variations to find the b… Another hour is spent in presentation preparation and prospect research. How would research into ‘natural’ attention levels even work? … Don’t save your best content until the end as the audience might have stopped listening before you ever show it. How to make the ULTIMATE sales presentation, 9 sales pitch lessons from exhibitions and tradeshows. Many sales presentations go on for too long. Make sure they know you're open to -- in fact, welcome -- questions. Essentially, you want to cover your key messages in a compelling and persuasive way. Sales presentations are important, but 1000s of people each day ignore the principles of sales presentation design and sales messaging and deliver material that is tired, ugly, and ineffective. Most people will suspend judgement for about the first 90s, so it's important to use that time wisely. This show was actually pretty busy though, and by walking around l think I managed to notice things companies were doing (right and wrong). Many sales presentations go on for too long. Is Your Sales Pitch Appropriate for the Client and Their Customers? The sales presentation should begin long before a sales person meets a prospect. Interactivity works brilliantly to keep audiences engaged – consider building a visual conversation instead of a one-way presentation. We’ve seen attention spans drawn as a hammock, or a hump, as a straight slope down, and plenty of variations in between. Although I guess it depends on how motivated your audience is to watch in the first place. Don't waste them on trivia. There’s no definitive answer, and nor can there be. What do you think? © 2021 BrightCarbon. Using Time to Determine the Right Number of Slides Practice your presentation in front of a mirror … Do you need to present for more than 20 minutes? How long should a sales presentation be? Your demo or presentation should be interactive. Make sure you check out her hit new book, Sales Presentations for Dummies In this insightful article Julie offers an insightful look into why sales presentations can be better and what you should be doing to move your presentations into the 21st century. Either way, selling should always be more about asking and listening than about telling. We've seen lots of sales presentations now, so here is our take on what should go inside and how it should be structured. Simply tablets. Once you have your thinking right, invest 60 seconds creating a Mental Model of how your sales presentation will go. Would findings about attention levels in boring text-heavy presentations have any weight for dynamic and visual presentations? 3. Many sales presentations go on for too long. There’s no definitive answer, and nor can there be. According to the 10/20/30 rule: …a PowerPoint presentation should have ten slides, last no more than twenty minutes, and contain no font smaller than thirty points. Join the BrightCarbon mailing list for monthly invites and resources. A few years back, he wrote a short blog advocating a simple rule for PowerPoint & pitch deck presentations. How long should the rapport-building part of an exploratory call be? It’s boring. He called it the 10/20/30 Rule of PowerPoint. Sell … Introducing a shared presentation which in real time can be viewed on tablets while presenters are speaking would increase interactivity and concentration span. Registered in England & Wales, Company Number 7869834. Keep prospects … Most sales reps spend about half of the time in this category, or 2 hours per week, planning their schedule and activities. What do you think happened to attention levels in the room? If anything, with a video presentation you have less time. That doesn’t mean attention levels are always low at the start of a presentation though – they aren’t if something interesting happens. What do you think happens to attention levels if your first few slides are boring corporate naval-gazing of the most tedious kind? All of these graphics assume there’s a ‘fundamental’ audience attention curve that is the same from presentation to presentation. It involves presenting your product, service, or business to a new prospect in less than 2 minutes. Solidify next steps. Contently — How to Build A Strong Bridge, Brick By Brick. We’ve seen attention spans drawn as a hammock, or a hump, as a straight slope down, and plenty of variations in between. Audiences are different, sales cycles are different, and content is different. Virtual Sellers, Don’t Do This! For more insights from the folks at BrightCarbon, check out their blog and follow them on Twitter @BrightCarbon. But now watch this clip of Bill Gates at TED. Always use a written presentation. By choosing to keep their sales deck brief with only 6 slides, they were able to add more content inside of each slide. 7 Cringeworthy Mistakes. It provides a starting point and context to have a conversation around, not a crux to coast through a generic pitch. You don’t want to lose your audience’s attention. Then we cut to the real software screen cast and demonstrate it for 5 minutes, then recap and conclude in two minutes. The more words on the page, the more they're reading the text and not listening to what you're saying. And if you really want to know how long a presentation should be, the right answer is probably “as short as it can be to work”. That doesn’t mean attention levels are always low at the start of a presentation though – they aren’t if something interesting happens. This category includes determining long term strategies, deciding which customers to contact, and working on presentations. I know this is coming late, but we are working on a video presentation (to be packaged on DVD.) Do you really think attention levels follow the same curve regardless of what the presenter does? Audiences are different, sales cycles are different, and content is different. The long version of your presentation should be approximately 30 to 45 minutes in length and should fill the majority of a 60 minute meeting that you might have with a buyer. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. Your sales presentation outline should have an opening that you can easily commit to memory: this is not a time to rely on cue cards. Offices in Manchester, Bristol, & London (UK) and Boston/Cambridge (USA). Leading Remote Sales Teams? The challenge of making an elevator pitch is to take all of the important information about your offering a… You don’t want to lose your audience’s attention. You started with prospecting, moved into building rapport before identifying needs and delivering your presentation.Next, you moved on to overcoming objections before earning the right to close the sale or get the job. Your sales deck should support your presentation. Essentially, you want to cover your key messages in a compelling and persuasive way. Within presentations, a great way for the presenter engage a more interactive approach with the audience is the use of technology. You should target 2-3 slides per minute, and keep it to 9 minutes total to … Your sales pitch is arguably the single most essential piece of your sales process. The elevator pitch is the shortest sales presentation that you can make, but it can also be the most difficult to master. Every product or service is different - you need to customize your pitch. But now watch this clip of Bill Gates at TED: What do you think happened to attention levels in the room? Keep sections relatively short and reasonably spaced – to ensure that attention levels don’t drop off too fast. Perhaps the only thing to add is that when presenting the problems, it’s important to not sound like you are accusing prospects of being idiots. Always have a scheduled next step. Essentially, you want to cover your key messages in a compelling and persuasive way. Save my name and email in this browser for the next time I comment. Many sales presentations go on for too long. Don’t go into your presentation blindly, that is, don’t just turn … We’ve seen presentations that start with slides all about your company history, and structure, and key financials, and client logos. Is It Time to Re-Train Reps on Your Sales Technology Toolset? Audiences are different, sales cycles are different, and content is different. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. Announcing the 2020 SHARKIE Award Winners! How long should a sales presentation be? With a short six slide long sales deck, Tumblr gets straight to the point of what in-stream ads mean and why brands should care. What do you think happens to attention levels if your first few slides are boring corporate naval-gazing of the most tedious kind? Yep, they drop off. Also visual storytelling for eLearning, infographics, and animations. If you think it does, you need to tighten the content. Even if you’ve sold your prospect on your company or product, your job isn’t done … Audiences are different, sales cycles are different, and content is different. Yep, they drop off. What is a sales presentation, actually?Is it a 1 minute pitch on the elevator or an elaborate one hour display before a board of executives?Depending on your point of view, it can be both, or it can be none.Nowadays sales presentations not always take place in person, many are done remotely via Skype or similar means. One option is to have a 5-minute version and offer an extended 20-minute version for those who want it. With a description of your product’s features and value propositions. Rattling off a list of features and benefits isn’t engaging. Do you have experience with this and what has worked for you? Keep Them Trained & Ready, Activate Data-Driven Readiness with Scorecards, Aragon Research Globe™ for Sales Coaching and Learning, 2020, Sales Presentation Length: How to Keep the Audience Engaged. Whatever proposal you present will always affect your client and their customers, if they have any. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. They stick to the 9 minute rule . Opt for graphs, charts, images, and white space over text. And speaking of scripts, the traditional sales presentation, in which a salesperson talks about his product and the prospect listens, isn't the best way to sell. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. Don’t let your presentation have a ‘boring bit’. Any old-style presentation will be designed to work well with a wide range of prospects. After sharing your presentation with prospects via a URL you’ll be able to … There’s no definitive answer, and nor can there be. If you think it does, you need to tighten the content. There's lots of tips out there on how to give a great sales presentation. Just like how you can’t drive from Marin … Don’t let your presentation have a ‘boring bit’. Keep it customer-focused by underlining the benefits to your audience, and spelling out a clear action you would like them to take after the presentation. You should have a long and short version of your sales presentation. Advanced PowerPoint and presentation skills training. Thrown together at the last-minute, often your sales reps stand up in front of a sales presentation that's nothing more than a glorified page of notes. How long should a sales presentation be? We exhibited at a large trade exhibition a couple of weeks ago, and I went along to see what other vendors are up to. A big and sincere thanks for all of your superb help and effort in preparing such fantastic material and for all your excellent coaching tips. Get the customer to visualize themselves using the product. Don’t save your best content until the end as the audience might have stopped listening before you ever show it. This doesn’t happen by magic. Instead of lecturing your audience for 20 or 30 minutes straight, have a conversation with them. But we often get asked, what should actually go in my presentation? There’s no definitive answer, and nor can there be. Break the Standard Mold of a Sales Presentation . If you've done a good and thorough job during each of the previous steps, closing the sale may be easy. Your sales presentation length needs to be long enough to say what you need to say in a punchy manner – but no longer. While the number of slides may vary, we recommend targeting three minutes per slide. Often not. With a recap of your previous conversations, to make sure that you and your prospect have a shared understanding of what has previously been discussed. As such, your 30-45 minute sales presentation should have between … Create a picture in your mind of what you are going to say, the questions you will ask, the responses the prospect will have, and the questions you need to answer . Look forward to working with you again soon. How should you begin your sales presentation? Do you need to present for more than 20 minutes? Presentations need to be prepared in a way that makes them interactive. It is not enough to simply say how good … Do you really think attention levels follow the same curve regardless of what the presenter does? More than the products or services you present, the PowerPoint deck you use and your manner of speaking should be relevant enough for the client to relate to and not be offended. Very rarely are salespeople in a “one-call close” selling situation. How Can Sales Enablement Bounce Back from a Tough Q2? Particularly if it’s on a DVD – it’s just too easy for people to stop watching. This article is written with three big caveats: 1. Nothing makes prospects stop listening more quickly than when you throw an endless list of facts and numbers at them. Use analytics to follow-up. Interactivity works brilliantly to keep audiences engaged – consider building a visual conversation instead of a one-way presentation. How long should a sales presentation be? 19 minutes is probably more time than you have – or at least at the outer-limit. 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