Uploaded byHighSpark | Visual Storytelling Agency
How To Win That Next Sales Presentation - @High_Spark @cliffatkinson
The document emphasizes the importance of investing time and effort into sales pitches to effectively communicate value, rather than treating presentations as an afterthought. Key strategies include starting with compelling stories to engage the audience emotionally, structuring the presentation around the audience's concerns, and tailoring content to the interests of decision-makers. It warns against common mistakes such as using bland agendas and neglecting the emotional aspects of decision-making.
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How To Win That Next Sales Presentation - @High_Spark @cliffatkinson
- 1. and how towin the next one. REASONS WHYYOULOSTYOUR SALES PITCH 3 + Cliff Atkinson
- 2. What’s the valueof your next pitch to you and your organization? A S K Y O U R S E L F : $0 $100,000 $100Million
- 3. .05% 1%.01% What percentageof the value are you investing on it? A S K Y O U R S E L F : <
- 4. PROPOSALRELATIONSHIP BUILDING STRATEGIZING Manypeople treat the ACTUAL PITCH as an afterthought 3-6 months 1month 3 weeks PRESENTATION PREP 1 week/overnight “LET’S WING IT”
- 5.
- 6. You can havethe best product or plan but if you can’t communicate it well, YOU WON’T MAKE THE SALE
- 7. invest in yourpitches and make them as effective as they can be. NEVER WING IT
- 8. THAT MADE YOU TOP3 DEADLY MISTAKES LOSE YOUR BIG DEAL
- 9. MISTAKE #1 BANG!rather thana a whimper Starting with
- 10. LOOK FAMILIAR? Agenda: 1. OurCompany 2. Our Services 3. Our Clients 4. Case Studies 5. Recap 6...7...8...9...
- 11. It triggers emotion,frames your story and maps the path forward. A STRONG START IS CRUCIAL.
- 12. Lose the agendaslide and start with a story instead START WITH SOMETHING FRESH, UNIQUE AND INTERESTING
- 13. where someone likethem faces a high-stakes challenge and the way forward is uncertain. TAKE THEM TO: A DRAMATIC SCENE
- 14. triggers the brainstemof audience members to feel connected, safe and trusting of what you represent. THE RIGHT STORY
- 15. It sets asolid emotional framework for the rational argument you will make next. FACTS, FIGURES, CASE EXAMPLES MOTIVATIONS, EMOTIONS, RAPPORT
- 16. makes it easyfor those in the room to advocate for you when the pitch is over. CLEARLY ARTICULATES BENEFITS APPEALS TO EMOTION MAKES THE AUDIENCE THE HERO ( NOT YOU ) A WINNING STORY...
- 17. PITCHof the NARRATIVE ARC Losingcontrol of the MISTAKE #2
- 18. But too manywill CONFUSE rather than CONVINCE! There may be many good points you would like your prospect to know .....
- 19.
- 20. What are thethree most important things YOU WANT YOUR AUDIENCE TO REMEMBER when they walk out of the room?
- 21. Write down the TOP3 REASONS YOUR AUDIENCE WOULD SAY ‘NO’ to what you're proposing, then make your RESPONSE TO THOSE CONCERNS the 3 major sections of your pitch.
- 22. PREDICTtheir questions and.... thembefore they arise ANSWER
- 23. This approach meldsyour persuasive strategy into your pitch structure, and crafts one seamless, POWERFUL LINE OF ARGUMENT.
- 24. PRIMAL roleof emotionin decision-making Neglecting the MISTAKE #3
- 25. “Decisions are madeon - KEVIN DALEY themselves.” NOT ON THE FACTS FEELINGS ABOUT FACTS
- 26. Profile each DECISION-MAKERinvolved in the approval process, both inside and outside the pitch room MARY GEORGE JACOB ANNA ALVIN SALES DIRECTOR FINANCE MANAGER CEO APAC MANAGING DIRECTOR HR EXECUTIVE 45 39 34 42 46 BIGGEST CONCERN: RESULTS KPI FACTORS CULTURE FIT IMPLEMENTATION ROLE: AGE: PRICE
- 27. THEN DISTILL ANDTAILOR CONTENT TO THEIR NEEDS. THINK: 1.What does my information mean to them? 2.Why does it matter to them? 3.How can it influence their decision?
- 28. “WHY SHOULD ICARE?” Audience: ? ? ?
- 29. Not every presentationis worth THE TROUBLE OF TRANSFORMATION, but when you have one that is, IT’S WORTH THE INVESTMENT to make sure you deliver the best one you've given in 5 years.
- 30.
- 31. In collaboration with: CLIFFATKINSON High Stakes Presentation Consultant cliffatkinson.com beyondbulletpoints.com
- 32. Inspired by thesearticles: THROW OUT YOUR SALES PITCH GAIN THE EDGE AND WIN YOUR NEXT PITCH
- 33.