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w w w . l a n d s l i d e . c o m Building World Class Sales
Organizations
© The Wackel Group 2009. All Rights Reserved
Anatomy of a Lousy Pitch
The Six Worst Presentation Habits and How You Can Avoid Them
Landslide Technologies
www.landslide.com
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Building World Class Sales
Organizations
Presenter
•Tim Wackel - founder and president of The Wackel Group
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Building World Class Sales
Organizations
There are 300 million PowerPoint users in the world*
* Estimate
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Building World Class Sales
Organizations
They do 30 million presentations each day*
* Estimate
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Building World Class Sales
Organizations
About a million presentations are going on right now*
* Estimate
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Building World Class Sales
Organizations
50% of them are
unbearable*
* Conservative Estimate
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Building World Class Sales
Organizations
How many presentations?
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Building World Class Sales
Organizations
Every time we attempt to convince anybody, anywhere, of anything… in business, at home, over the phone, in person, one-on-one or in groups
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Building World Class Sales
Organizations
#1. Speaking before a group
#2. Heights
#3. Insects and bugs
#5. Deep water
#6. Sickness
#8. Flying
#9. Loneliness
#4. Financial problems
#10. Dogs
#7. Death
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Building World Class Sales
Organizations
#1. Speaking before a group
#2. Heights
#3. Insects and bugs
#5. Deep water
#6. Sickness
#8. Flying
#9. Loneliness
#4. Financial problems
#10. Dogs
#7. Death
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Building World Class Sales
Organizations
Mistake #1
Failure to understand your audience.
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Building World Class Sales
Organizations
You and your ideas???
The customer???
Mistake #1
Where do you focus your time?
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Building World Class Sales
Organizations
Landslide Sales P3 System - SalesView
© Landslide 2009. All Rights Reserved
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Building World Class Sales
Organizations
Mistake #2
Lack of a clearly defined objective.
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Building World Class Sales
Organizations
Mistake #2
What do you want?
What is in it for the listener?
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Building World Class Sales
Organizations
Mistake #2
By purchasing this software your
company will save 1.3 million
dollars a year.
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Building World Class Sales
Organizations
Mistake #2
By adopting my ideas for a flextime
system, the company will gain
access to whole new pool of
highly qualified employees.
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Building World Class Sales
Organizations
Mistake #3
Too Much Data!
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Building World Class Sales
Organizations
Mistake #3
Three pillars that support your objective
Framework of the presentation
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Building World Class Sales
Organizations
Mistake #3
Memory & impact
Distill many into few
Lead with your best stuff!
Why Only Three?
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Building World Class Sales
Organizations
Landslide Sales P3 System - Process
Conversation Guides
© Landslide 2009. All Rights Reserved
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Building World Class Sales
Organizations
Mistake #4
Failing to Excite.
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Building World Class Sales
Organizations
Mistake #4
• You can never take back a ?
• Less than 2 minutes
• Forget platitudes
• A gee-whiz fact, a powerful story
• Focus attention on key issues
• Grab their attention
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Building World Class Sales
Organizations
Mistake #5
Death By Powerpoint.
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Building World Class Sales
Organizations
Mistake #5
Visual Aids
How big is an acre of land?
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Building World Class Sales
Organizations
Mistake #5
Visual Aids
43,560 square feet!
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Building World Class Sales
Organizations
Mistake #5
Visual Aids
208.7 feet by 208.7 feet
208.7 feet by 208.7 feet208.7 feet by 208.7 feet208.7 feet by 208.7 feet
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Building World Class Sales
Organizations
Mistake #5
208.7 feet by 208.7 feet208.7 feet by 208.7 feet208.7 feet by 208.7 feet
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Building World Class Sales
Organizations
Mistake #6
Ending with inspirational deficit.
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Building World Class Sales
Organizations
End of slide show, click to exit
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Building World Class Sales
Organizations
pre·sen·ta·tionPronunciation: “prE-“zen-‘tA-sh&n”
Function: verb
Definition 1a: asking someone to agree with you b: asking someone to make a decision c: asking someone to do something
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Building World Class Sales
Organizations
Landslide Sales Production System
• Implement step-by-step sales process/es• Use web 2.0 technologies to engage and
qualify prospects• Offload data entry to VIP Assistants• Use as is or as compliment to existing CRM
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Building World Class Sales
Organizations
Thank You for Participating!
Please Join Us for our Next WebinarHow Corporate Decision Makers Think - and What that Means to You! May 20th –
1pmVisit www.landslide.com/webinar to register! While there, download the slides for today’s presentation and
check back tomorrow for a recording of this webinar!
Tim Wackel | President and Founder | The Wackel GroupTel: 214.369.7722 - www.timwackel.com
© The Wackel Group 2009. All Rights Reserved