7 Insider Secrets For Killer Sales Presenting

Milly Sonneman
November 1, 2011 — 864 views  
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Giving a big sales presentation? If your pitch presentation is coming up, wouldn't it help to know the secrets? You know…the ones that the pros never ever tell you.

You bet! Killer sales presenting is an art, science and system. Top performers have this down cold. They don't wing it. They don't make it up as they go. They have a repeatable formula to follow—and they challenge themselves to always keep learning.

If you're relying on your charm and pleasing personality to make sales work, it's time to up your game. Learn new best practices for giving exceptional sales presentations—to any audience, on any topic.

Since you're busy and have a presentation to prepare for, here are the top tips that experts usually never tell you.

1. Simplify Your Story

Keep your story profoundly simple. Focus on a single story. Pick a story structure that is powerful and compelling. Using a presentation storyboard is one of the fastest ways to structure your message. Many sales professionals agree storyboarding cuts planning time in half.

2. Simplify Your Tools

Pick tools that are easy to use and easy to transport. If you're meeting in a conference facility or corporate office, call ahead in advance. Check to be certain you have what you need when you arrive. Simplify life for your client by bringing your own supplies.

If you're working at the whiteboard, bring your own markers and eraser. The last thing you want is dried out markers or no eraser to derail your presentation.

3. Simplify Your Headlines

People are insanely busy. A long headline on slides or whiteboards pushes people away. They have to work—just to read the multiple lines of text. Do the opposite. Simplify your headlines so everyone understands instantly. Do the work for your audience.

4. Simplify Your Drawings

Simple drawings are easy to do while the audience watches. This helps you feel more confident and look great in front of important people.

If you feel your drawings are too child-like, get objective coaching. This may be true or false. But it's very helpful to get expert input so you know your drawings are good-to-go.

5. Simplify Interaction

Every sales expert will tell you: interaction is the most persuasive component in sales presentations. Since you're planning for interaction, take a few extra steps. Keep instructions simple. Keep any rules or assignments simple and easy to understand.

6. Simplify Questions

Inviting questions shows that you're open, interested and listening to your client. But sometimes people ask long-winded, complex and off-topic questions.

If this happens to you, focus on simple questions. Repeat the question. Direct attention on the portion of the question that relates to your topic. Offer the simplest answer.

7. Simplify Conclusions

You've done great so far. Now keep going on the final points. Share concluding comments, pictures and insights. Clear, short conclusions outperform fuzzy, long ones.

If you aren't certain about your closing remarks, practice with a peer or presentation coach. Work with a colleague or expert who provides candid, honest feedback.

While it may hurt to find out that your favorite way of closing isn't so great…it's much better to find out before you close this way in front of an important client.

Designing and delivering a sales pitch or interactive sales presentation is a critical skill. If you're just starting out in sales, pay particular attention to the story flow and technical details. Getting caught on a snag is the last thing you need or want.

If you're an experienced pro, pay attention to assumptions, habits and norms. You may be used to presenting in one way and forget to keep at your cutting edge.

Whether you are new or experienced, practice sales presenting. The more you learn, expand your skills and practice, the better you will become. When it comes to creating killer sales presentations, there's always more to learn.

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Milly Sonneman


Milly Sonneman is a recognized expert in visual language. She is the co-director of Presentation Storyboarding, a leading presentation training firm, and author of the popular guides: Beyond Words and Rainmaker Stories available on Amazon. Milly helps business professionals give winning presentations, through online presentation skills trainings at Presentation Storyboarding. You can find out more about our courses or contact Milly through our website at: http://www.presentationstoryboarding.com/