How to create a sales presentation that: delivers value, sells, and is discount-proof
Posted: Tue Dec 24, 2024 8:34 am
If I ask you to create a sales presentation, two things might happen:
Or you will talk a lot about your company
Or you will push the product on me and expect me to buy it from you.
Whatever your choice, it is wrong.
What many people have difficulty understanding is that arguments like:
My company has already won several awards
All my clients love it
I'm on every TV channel
My company is the best in the region
Forget this traditional speech, the customer is not interested business owner database in what you have achieved, he is interested in the value you can offer him.
Price and Value Difference : What sets Apple apart from other companies.
When creating your sales presentation, try not to present facts and product features , but rather find out what kind of value you can give to your potential customers.
Price is what the customer pays
Value is what the customer gets.
If you generate great value in your product, no matter what price you put on it, the customer will pay.
An example that I really like is Apple .
No matter the time of year, when a new version of the iPhone comes out, people line up to buy the product. And I don't even need to comment on the price, right?
That said, let's look at some techniques that will help you 100% when creating your sales presentation.
Storytelling: Why do you need to tell a story?
A young man traveled to New York for a business trip.
After finishing the meeting, he decides to go to a bar and have a drink.
A beautiful girl sits next to him and offers to pay for the next one.
Read also: 9 Content Marketing Trends for 2020
As the conversation goes on, she invites him to her apartment . He, of course, accepts the invitation.
When they got there, she offered him another drink.
Without realizing it, he fell asleep.
The next morning, without really knowing what had happened, the boy woke up in a bathtub full of ice.
Beside her was a note that said:
“Call the hospital quickly, you are at risk of death.”
With his hands shaking due to the cold and fear, the boy calls.
When he was seen, the boy explained the situation and the hospital asked if he had anything on his back.
The boy checked and said he had two tubes in his back.
The hospital, which already knew what was going on, told the boy that he was the victim of a group that harvests organs, and that one of his kidneys had probably been stolen….
This is a very famous urban legend , told in different ways, but keeping the same line, that of the organ thief. It is found in one of my favorite growth hacking books : Ideas that Stick.
Why did I tell you this story?
If you've read this far, it's because this story has completely captured your attention.
More than that, it also brought you an avalanche of emotions.
If I ask you to tell this story to a friend, there's almost a 100% chance you'll remember it.
Stories are the most powerful way to activate a human brain and therefore the best way to engage an audience.
Why don't you have one yet?
Golden Circle: Why, What and How
Simon Sinek is the speaker of the 3rd most watched TED Talk.
Read also: Growth Hacking experts give their opinions on the strategies that gained the most prominence.
In it, Simon presents the Golden Circle .
It is divided into Why, How and What.
But what does he mean by that?
It all starts with Why.
An idea, a business, a belief.
Simon himself says:
“People don’t buy WHAT you do, they buy WHY you do it”
What: We know what we're doing.
How: We know how to do it.
Why: Few people and organizations know why they are doing this.
Remember Storytelling?
“What” and “How” are just facts you already know.
But the “Why” is different , there is a story behind it and that is what differentiates you from your competitor.
4 hacks for your sales presentation:
#1- Be consistent
You've told your story, now it's time to present it.
Make sure your sales presentation is part of the same story.
Use the same type of images, fonts, and words across all your slides.
#2- Animation and special effects: use moderation
Any platform you use to create your sales presentation will feature thousands of effects.
Whether it's audio, slide changes or even font movement.
I admit, they are quite fun, but don't get too excited.
Resist that urge.
Remember that the content presented is more important than the aesthetics of your presentation.
Too many effects will distract from the story and you won’t be able to connect with the prospect.
#3- Less is more
Be very careful with the amount of text on your slide.
Large amounts of text can be lethal to your story.
The slide is designed to support your presentation, not distract from it.
Also read: X (Twitter) partners with Google Ad Manager
Have you ever thought how bad it would be to divide your audience's attention between your story and your slide?
#4- Pictures say more than words
Want your prospect to understand exactly what your story is about? Use photos that resonate with the image you’re trying to draw to your audience.
But be careful! Photos should enhance the meaning and support your presentation. Don’t include images that confuse your prospect and completely distract from your main story!
Conclusion:
I hope this article serves as a practical guide to help you improve your sales presentations.
Or you will talk a lot about your company
Or you will push the product on me and expect me to buy it from you.
Whatever your choice, it is wrong.
What many people have difficulty understanding is that arguments like:
My company has already won several awards
All my clients love it
I'm on every TV channel
My company is the best in the region
Forget this traditional speech, the customer is not interested business owner database in what you have achieved, he is interested in the value you can offer him.
Price and Value Difference : What sets Apple apart from other companies.
When creating your sales presentation, try not to present facts and product features , but rather find out what kind of value you can give to your potential customers.
Price is what the customer pays
Value is what the customer gets.
If you generate great value in your product, no matter what price you put on it, the customer will pay.
An example that I really like is Apple .
No matter the time of year, when a new version of the iPhone comes out, people line up to buy the product. And I don't even need to comment on the price, right?
That said, let's look at some techniques that will help you 100% when creating your sales presentation.
Storytelling: Why do you need to tell a story?
A young man traveled to New York for a business trip.
After finishing the meeting, he decides to go to a bar and have a drink.
A beautiful girl sits next to him and offers to pay for the next one.
Read also: 9 Content Marketing Trends for 2020
As the conversation goes on, she invites him to her apartment . He, of course, accepts the invitation.
When they got there, she offered him another drink.
Without realizing it, he fell asleep.
The next morning, without really knowing what had happened, the boy woke up in a bathtub full of ice.
Beside her was a note that said:
“Call the hospital quickly, you are at risk of death.”
With his hands shaking due to the cold and fear, the boy calls.
When he was seen, the boy explained the situation and the hospital asked if he had anything on his back.
The boy checked and said he had two tubes in his back.
The hospital, which already knew what was going on, told the boy that he was the victim of a group that harvests organs, and that one of his kidneys had probably been stolen….
This is a very famous urban legend , told in different ways, but keeping the same line, that of the organ thief. It is found in one of my favorite growth hacking books : Ideas that Stick.
Why did I tell you this story?
If you've read this far, it's because this story has completely captured your attention.
More than that, it also brought you an avalanche of emotions.
If I ask you to tell this story to a friend, there's almost a 100% chance you'll remember it.
Stories are the most powerful way to activate a human brain and therefore the best way to engage an audience.
Why don't you have one yet?
Golden Circle: Why, What and How
Simon Sinek is the speaker of the 3rd most watched TED Talk.
Read also: Growth Hacking experts give their opinions on the strategies that gained the most prominence.
In it, Simon presents the Golden Circle .
It is divided into Why, How and What.
But what does he mean by that?
It all starts with Why.
An idea, a business, a belief.
Simon himself says:
“People don’t buy WHAT you do, they buy WHY you do it”
What: We know what we're doing.
How: We know how to do it.
Why: Few people and organizations know why they are doing this.
Remember Storytelling?
“What” and “How” are just facts you already know.
But the “Why” is different , there is a story behind it and that is what differentiates you from your competitor.
4 hacks for your sales presentation:
#1- Be consistent
You've told your story, now it's time to present it.
Make sure your sales presentation is part of the same story.
Use the same type of images, fonts, and words across all your slides.
#2- Animation and special effects: use moderation
Any platform you use to create your sales presentation will feature thousands of effects.
Whether it's audio, slide changes or even font movement.
I admit, they are quite fun, but don't get too excited.
Resist that urge.
Remember that the content presented is more important than the aesthetics of your presentation.
Too many effects will distract from the story and you won’t be able to connect with the prospect.
#3- Less is more
Be very careful with the amount of text on your slide.
Large amounts of text can be lethal to your story.
The slide is designed to support your presentation, not distract from it.
Also read: X (Twitter) partners with Google Ad Manager
Have you ever thought how bad it would be to divide your audience's attention between your story and your slide?
#4- Pictures say more than words
Want your prospect to understand exactly what your story is about? Use photos that resonate with the image you’re trying to draw to your audience.
But be careful! Photos should enhance the meaning and support your presentation. Don’t include images that confuse your prospect and completely distract from your main story!
Conclusion:
I hope this article serves as a practical guide to help you improve your sales presentations.