we08 speaker small group session - why most sales presentations fail

52nd ICCA Congress

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Why most sales presentations fail.

What clients will never tell you!

with Tina Altieri

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What clients really want to tell you about your pitch…

But are too afraid to say…

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Are you ready…

To hear what they say about you ?

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Why most sales presentations fail

5You are not passionate or

fired up. Obviously not

interested in your product or

service, so why should

anyone else be interested?

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You make it too much about

you. When your audiences are

really thinking about what’s in

it for them?

Why most sales presentations fail

4

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Why most sales presentations fail

3Your content is dull and

lifeless. Anyone can read

statistics in front of a group

of decision makers.

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Why most sales presentations fail

2 You do not have a story.

No one can follow your journey

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You put them to sleep

from the start

Why most sales presentations fail

1

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60 seconds

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Introduction

3 – 5 sentences

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Introduction

A question

A striking statistic

A little known fact

Something outside the box

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Where’s the structure?

Aim

Introduction

Theme

Summary

Conclusion

Main Point II Main Point IIIMain Point I

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5 step story telling process.

1.Arouse interest

2.Pose a problem or a question

3.Offer a solution

4.Describe the specific benefits for your

audience

5.State a call to action. Tell your audience

specifically what you want them to do.

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A common goal of every presentation…

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Your ICCA language toolkit

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• Direct and short sentences

• Colourful/Vivid phrases – do you speak in colour?

Your ICCA language toolkit

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Speaking in colour

1. Metaphors/ analogies and similes

2. Repetition

3. Rhetorical Questions

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Speaking in colour

1. Metaphors/ analogies and similes

“Having a smoking and a non smoking area of a pub or club is like having a urinating or a non urinating section of your public swimming pool.”

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2. Repetition

“Committed to the taskCommitted to the journeyAnd importantly committed to the team.”

Speaking in colour

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Too much about you

It should be about them

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So what?

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From features to benefits

Here are your triggers:

• This is important to you because…

• What this means to you is…

• Why I am telling you this is because you can…

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Not passionate or fired up?

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When we are about to run a race..

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Yet many people doing a sales presentation…

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Look who’s showing palms?

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How do you sound?

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Connect Build trust Energy ComposedTake care of audience Enthusiastic conversation

Your performance jacket?

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Now it’s your turn..

Topic – There are rumours that the ICCA Congress

will not exist beyond 2014.

Construct part of the pitch that will be delivered to an international

committee that will make the ultimate decision on whether this

important congress stays or goes.

Your career depends on this pitch.

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1. You put them to sleep from the start (intro) – 60 seconds, 3-5 sentences, examples

give a birds eye view.

2. You do not have a story – no one can follow your journey (where’s your story and

structure?)

3. Your content is dull and lifeless – anyone can read statistics in front of a group of

people (colourful words and catchy phrases.)

4. You make it too much about you – when your audiences is just thinking about

what’s in it for them? (features to benefits.)

5. You are not passionate/fired up/obviously interested in your products – why should

anyone else be interested? (your delivery.)

Why most sales presentations fail

International Congress and Convention Association Twitter: #ICCA13

Thank you!

Tina Altieri

www.maxcommunicate.com