Tuesday, October 13, 2009

Doing A Sales Presentation

  1. Prepare
    Don't present on your first customer visit, first discover your customer's/prospects needs.
    Find out who your audience will be, and adjust your messaging accordingly (you will find out during the discovery).
  2. Keep it short
    Use the Guy Kawasaki's 10-20-30 rule:
    - 10 Slides
    - 20 Minutes presentation
    - 30 Minimum font size
    That will leave you some time left for a discussion with your customer/prospect.
  3. Rehearse
    Being well prepared is half the work, rehearse on how to bring your content, but also how to handle objections.
  4. No handouts
    You want your customers/prospects to listen and talk to you, not read your handouts.
  5. No dimmed lights
    Don't dim the lights, your customers will lose focus on will not be paying attention to your and your message.