Download - Roadmap to winning b2b sales presentation
ROADMAP TO A WINNING B2B SALES PRESENTATION
CASE THE CUSTOMER
ADDRESS THE CUSTOMER’S NEED When clients request a meeting, an issue needs to be resolved. Immediately responding with a canned presentation is not the right approach.
Forget'the'sales'deck'at'this'point.''
PUT IT ON THE BACK BURNER At this moment, forget the sales deck.'
LISTEN Instead, ask them a series of debriefing questions and absorb information until you have an objective view of their issues. '
THE BIG PICTURE When you paint a complete picture of the client’s situation, the compelling issues will become clear. '
FIND PERSUASION POINTS
MANAGE EMOTIONS Proficiency by itself is often not enough to sway a client to make a purchasing decision, because in B2B sales, fear is the emotion that most often turns a client away. '
THE TWO FLAVORS OF RISK Fear is manifested as aversion to risk on behalf of the organization, and often, more dramatically, as aversion to personal risk. '
ORGANIZATIONAL RISK
ORGANIZATIONAL RISK The best way to mitigate organizational risk is by provide clients with examples of other similar organizations that currently use your product. '
PERSONAL
MINIMIZE INDIVIDUAL RISK Aversion to personal risk plays a much larger role in a purchasing decision than aversion to organizational risk. '
CONSTRUCT THE SLIDE DECK
FOCUS ON THE INDIVIDUAL To be persuasive, structure the presentation to highlight the benefits to the individual rather than the organization as a whole. '
SIZE MATTERS You want a deck to be no longer 20 slides. In follow up collateral, decks should have no more than 10 slides. '
KEEP IT SHORT The fewer slides the more likely your clients are to fully read it.
Use'presenta4on'slides'to'convey'informa4on'that'is'best'presented'visually'
GET VISUAL It’s most e!ective to convey information visually. '
DESIGN OF THE DECK
CONTRAST Place dissimilar elements together to make them stand out. This will capture your viewer’s attention. '
Design of the Deck
REPETITION Repeat similar elements & styles to reinforce meaning, help navigation, and visually unify the presentation. '
GET ALIGNED Align and space elements consistently for easy navigation. E.G. Text should either be left-aligned or right-aligned, not both.
PROXIMITY Group similar or related items to form a unified whole'
SEPARATION Separate visually distinct elements '
DELIVERING THE PRESENTATION
CLARITY Present a clear initial agenda of key points based on what you know the customer needs.'
HALF TIME To account for delays, hard stops, & questions, be able to get your message across in half the allotted time. '
RECAP KEY POINTS Before opening up for questions, be sure to reiterate the key points. '
LESS IS MORE A salesman who does most of the talking often makes a customer feel like they will be ignored post-sale.
FOLLOW UP
Follow Up
PERSISTENCE PAYS On average, successful B2B sales occur after 6 follow-up calls. Though, most companies will only call their prospect back once. '
OPTIMIZE What is the optimal time to wait, day of the week, and time of day for following up?
GET THE WHITEPAPER This presentation is a summary of the whitepaper “Winning B2B Sales Presentations.” Get it here or paste the following link in your browser: http://bit.ly/15moDXe