Sales Presentations For Dummies

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Julie M. Hansen. Sales Presentations For Dummies

Introduction

About This Book

Foolish Assumptions

Icons Used in This Book

Beyond the Book

Where to Go from Here

Part I. Getting Started with Sales Presentations

Chapter 1. Embracing the Future of Sales Presentations

Understanding What an Effective Presentation Can Do

Planning a Killer Presentation

Devoting the Necessary Preparation

Dealing with Potential Problems

Preparing for Special Presentations

Chapter 2. Discovering What You Need to Know Before You Begin

Evaluating the Presentation Opportunity

Determining the Nine Things You Need to Know

Getting the Information You Need

Creating a Presentation Plan Checklist

Chapter 3. Tailoring Your Value Proposition to Fit Your Audience

Understanding Why Value Is King

Developing a Value Proposition

Applying Insights to Determine Value

Prioritizing Benefits to Structure Your Presentation

Recognizing Value and Benefits by Decision-Maker Type

Part II. Building a Blockbuster Presentation

Chapter 4. Structuring a Persuasive Presentation

Understanding How Your Audience Thinks

Building a Persuasive Structure: The Key Parts to Your Presentation

Framing Your Presentation through Theme

Putting Together a Persuasive Presentation in Ten Steps

Chapter 5. Unleashing the Power of a Strong Opening

Understanding the Importance of the First Minute

Identifying the Qualities of an Effective Opening

Knowing the Building Blocks to Create a Strong Opening

Making Your One Thing Sticky

Developing an Attention-Grabbing Hook

Keeping Track of Some Key Do’s and Don’ts for Openings

Chapter 6. Ratcheting Up the Tension as You Build Your Case

Defining the Elements of a Persuasive Case

Developing Customer-Focused Topics: Focus on Value

Chapter 7. Creating Closings That Make Your Prospect Take Action

Prioritizing the Mighty Closing

Defining the Key Elements of a Persuasive Closing

Avoiding Cliché Closings

Delivering an Encore Inspiring Closing:

Providing the Right Leave-Behind

Chapter 8. Crafting Your Agenda, Intro, and Company Overview

Maintaining Attention during Transitional Sections

Letting Your Audience Know Where You’re Going: Your Agenda

Building Credibility with Your Introduction

Reimagining the Company Overview

Chapter 9. Designing a Winning Presentation

Figuring Out What Presentation Materials to Use

Weighing In on Presentation Software for Your Slides

Determining Slide Content

Following the Ten Rules of Visual Presentations

Picking the Best Graphics

Turning Video Into An Asset

Using Animation to Create Movement

Part III. Delivering an Impactful Presentation

Chapter 10. The Presenter’s 3 Cs: Credibility, Connection, and Confidence

Understanding Why You Need Presence

Boosting Your Credibility

Establishing a Connection with Your Audience

Displaying Confidence

Bringing Presence to Your First Impression

Chapter 11. Leveraging Your Voice and Body for Impact

Unleashing the Power of Your Performance Tools

Keeping Your Audience’s Interest with Vocal Variety

Eliminating Five Vocal Bad Habits

Communicating Effectively with Body Language

Following Some Easy Body Language Guidelines

Applying Guidelines for Movement

Warming Up for a Winning Performance

Chapter 12. Increasing Emotional Engagement through Storytelling

Understanding Why Stories Work

Leveraging Storytelling Super Powers in Your Presentation

Defining Purposeful Storytelling

Determining What Type of Story to Tell

Incorporating the Elements of Drama in Your Story

Sharing Your Story with Skill and Confidence

Chapter 13. Managing – and Surviving – Stage Fright

Comprehending Stage Fright

Reducing the Likelihood of Presentation Jitters

Handling Stage Fright When It Takes Hold

Part IV. The New Rules of Engagement: Interacting with Your Audience

Chapter 14. Engaging and Managing Your Audience

Engaging Your Audience and Why Interaction Fails

Considering Different Engagement Tools

Using Props to Move the Sale Forward

Interacting with Your Prospect

Regaining Attention with Movement: Staging

Creating an Audience Engagement Plan

Managing Your Audience and the Clock

Chapter 15. Handling Objections Like a Pro

Defining Objections

Identifying the Types of Objections

Overcoming Barriers to Handling Objections

Picking Up on Verbal and Nonverbal Signals

Preempting Objections

Knowing How to Handle Objections

Part V. Focusing on Special Types of Presentations

Chapter 16. Presenting as a Team Sport

Bringing in the Team

Preparing For a Team Presentation

Planning Your Presentation

Practicing Your Presentation like an Ensemble

Delivering Your Presentation as a Team

Chapter 17. Mastering Web Presentations

Understanding the Differences between Live and Virtual Presentations

Getting Started with Web Presentations

Improving Prospect Attention

Interacting with Your Prospect

Mastering Your Technology

Preparing For Your Web Presentation

Chapter 18. Delivering a Product Demonstration That Drives Sales

Planning a Successful Demonstration

Tailoring Your Demo to Your Prospect

Building Your Demo around Your Prospect

Applying a Proven Structure

Delivering Your Demo

Chapter 19. Adjusting for Specialty Presentations and Audiences

Delivering Full Day and Multiday Presentations

Presenting for the Strategic Sale

Making In-Home Presentations

Shining as a Team in Interview-Style Presentations

Presenting for Large Groups

Adjusting Your Message on the Fly

Part VI. The Part of Tens

Chapter 20. Ten Ways to Recover from Presentation Disaster

Staying Cool under Pressure

Using It, Losing It, or Laughing at It

Enlisting Help

Blocking the Projector

Taking a Break

Having Handouts

Engaging with Your Audience

Telling a Story

Doing an Activity

Whiteboarding Your Presentation

Chapter 21. Ten PowerPoint Tips You Must Know

Going to Black

Transitioning to Another Program or File

Jumping to a Slide

Turning Off the Pointer

Drawing on Screen during Your Presentation

Preparing Final Slides

Stopping a Video

Removing Picture Backgrounds

Adjusting Your Slides for the Projector

Using Presenter Mode

Chapter 22. Ten Things You Need to Know When Presenting with Your Tablet

Using a Stand

Keeping It Clean

Disabling Notifications

Connecting to a Projector

Choosing Your Presentation Platform

Controlling Your Presentation with PowerPoint or Keynote

Showing Your Presentation with SlideShark

Using Your Tablet as a Whiteboard

Planning for Blackouts

Getting the Right Slide Aspect

About the Author

Author’s Acknowledgments

Take Dummies with you everywhere you go!

Отрывок из книги

A sales presentation isn’t a motivational speech. You want your prospect to do more than feel good after your presentation. You want him to take action. Building and delivering a persuasive presentation requires a different strategy and approach than other types of presentations. You need more helpful advice than “Make good eye contact and don’t read from your slides.”

A sales presentation isn’t a dull data dump either. Today’s buyers are more informed than ever. Engaging today’s busy decision makers – and keeping them engaged – is mission critical. Attention spans are low and distractions are high. Buying cycles have increased in length and complexity. Competition is fierce. Cookie-cutter presentations and long corporate overviews have gone the way of the fax machine. Yes, you can still use them, but your audience members will roll their eyes.

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Texting during your presentation, prospects entering and exiting the room, technical difficulties, objections – can and will occur – when giving a presentation. How you deal with them determines whether your presentation gets back on track and running smoothly or ends up at the wrong destination.

These sections introduce you to a strategy for regaining your prospect’s attention after you lose it and for handling objections when they arise.

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