Credibility is gained by having something interesting
Posted: Mon Dec 23, 2024 9:34 am
The problem: Often sales presentations are written from the point of view of Product Marketing, and not the audience. If the first few slides are about ‘My Company’, ‘Company Structure’, ‘Company History’, ‘Office Locations’, and ‘Revenue by Division’ – chances are the audience is getting bored before the presenter even gets started.
Lose the slides about your company history and romania phone number example awards and clients and internal structure. Nobody ever bought anything because Division A accounts for 36% of turnover.
They already know about your company, from your website. You don’t need to build credibility – they accepted the appointment. And it wastes precious time… Why spend the first five minutes of your sales presentation talking about you, when they want to know what you can do for them. It will just risk boring them, and ensure that attention levels plummet before you get going.
The solution: The start of a sales presentation should be interesting. That means encouraging reps to stop playing 20 questions, stop talking about the size of their company, and start challenging prospects to see the world in new ways. Explain why something is an important issue, and why current attempts to solve the problem don’t and won’t work.
Your sales presentation introduction ought to build credibility – but the way to do that is by showing that you understand the prospect’s challenges, that the standard ways of meeting these challenges don’t work, and that the prospect may need to do things differently.
To say, not just by going on about your company in an entirely predictable way.
Do not rest on the assumption that just because you are standing in front of a screen dressed nicely that people will want to give you their attention. Many people you present to will not be inclined to care about what you are saying until you give them a really good reason to. In order to get your audience engaged, you have to bring them into the presentation by identifying their needs or addressing a problem they may be having.
Lose the slides about your company history and romania phone number example awards and clients and internal structure. Nobody ever bought anything because Division A accounts for 36% of turnover.
They already know about your company, from your website. You don’t need to build credibility – they accepted the appointment. And it wastes precious time… Why spend the first five minutes of your sales presentation talking about you, when they want to know what you can do for them. It will just risk boring them, and ensure that attention levels plummet before you get going.
The solution: The start of a sales presentation should be interesting. That means encouraging reps to stop playing 20 questions, stop talking about the size of their company, and start challenging prospects to see the world in new ways. Explain why something is an important issue, and why current attempts to solve the problem don’t and won’t work.
Your sales presentation introduction ought to build credibility – but the way to do that is by showing that you understand the prospect’s challenges, that the standard ways of meeting these challenges don’t work, and that the prospect may need to do things differently.
To say, not just by going on about your company in an entirely predictable way.
Do not rest on the assumption that just because you are standing in front of a screen dressed nicely that people will want to give you their attention. Many people you present to will not be inclined to care about what you are saying until you give them a really good reason to. In order to get your audience engaged, you have to bring them into the presentation by identifying their needs or addressing a problem they may be having.