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52nd ICCA Congress
International Congress and Convention Association Twitter: #ICCA13
Why most sales presentations fail.
What clients will never tell you!
with Tina Altieri
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International Congress and Convention Association.
Twitter: #ICCA13
What clients really want to tell you about your pitch…
But are too afraid to say…
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International Congress and Convention Association.
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Are you ready…
To hear what they say about you ?
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International Congress and Convention Association.
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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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International Congress and Convention Association.
Twitter: #ICCA13
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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International Congress and Convention Association.
Twitter: #ICCA13
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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International Congress and Convention Association.
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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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International Congress and Convention Association.
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You put them to sleep
from the start
Why most sales presentations fail
1
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International Congress and Convention Association.
Twitter: #ICCA13
60 seconds
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International Congress and Convention Association.
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Introduction
3 – 5 sentences
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International Congress and Convention Association.
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Introduction
A question
A striking statistic
A little known fact
Something outside the box
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International Congress and Convention Association.
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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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International Congress and Convention Association.
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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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International Congress and Convention Association.
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A common goal of every presentation…
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International Congress and Convention Association.
Twitter: #ICCA13
Your ICCA language toolkit
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International Congress and Convention Association.
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• Direct and short sentences
• Colourful/Vivid phrases – do you speak in colour?
Your ICCA language toolkit
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International Congress and Convention Association.
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Speaking in colour
1. Metaphors/ analogies and similes
2. Repetition
3. Rhetorical Questions
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International Congress and Convention Association.
Twitter: #ICCA13
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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International Congress and Convention Association.
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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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International Congress and Convention Association.
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Too much about you
It should be about them
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So what?
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International Congress and Convention Association.
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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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International Congress and Convention Association.
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Not passionate or fired up?
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International Congress and Convention Association.
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When we are about to run a race..
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International Congress and Convention Association.
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Yet many people doing a sales presentation…
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Look who’s showing palms?
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International Congress and Convention Association.
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How do you sound?
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International Congress and Convention Association.
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Connect Build trust Energy ComposedTake care of audience Enthusiastic conversation
Your performance jacket?
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International Congress and Convention Association.
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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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International Congress and Convention Association.
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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
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International Congress and Convention Association Twitter: #ICCA13
Thank you!
Tina Altieri
www.maxcommunicate.com