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Inside Sales Series Inside Sales Series Five ways to create more impact and movement with your inside sales presentations

Five ideas to make more impact with your inside sales presentations

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Page 1: Five ideas to make more impact with your inside sales presentations

Inside Sales SeriesInside Sales Series

Five ways to create more impact and movement with your inside

sales presentations

Page 2: Five ideas to make more impact with your inside sales presentations

David MaloneTrainer| Speaker | Consultant

www.evolve.ie

Page 3: Five ideas to make more impact with your inside sales presentations

Often presentations like this one, suggest that there is a difference between making a face to face ‘PowerPoint’presentation and giving a virtual inside sales one via web technology.

..... And I’d agree with this!

Page 4: Five ideas to make more impact with your inside sales presentations

However, from my experience often what follows is a presentation about face

to face presenting principles disguised as best practice virtual presenting .....

regardless of whether it is or not.

And that’s not so good!

Page 5: Five ideas to make more impact with your inside sales presentations

For sure there are some fundamental principles

that will remain the same regardless of whether

your sales presentation is with a real audience or

a virtual one.

Don’t get me wrong! So principles transfer fine ...

But most don’t!

But there are some things you must plan and execute differently!

Page 6: Five ideas to make more impact with your inside sales presentations

• You are competing against their i-phone/tablet/laptop

which they are using while attending your remote presentation

• They won’t expose own short comings or ignorance in front of

Virtual Sales Presentations are different Virtual Sales Presentations are different Virtual Sales Presentations are different Virtual Sales Presentations are different

becausebecausebecausebecause

• They won’t expose own short comings or ignorance in front of

a virtual audience

• They often exclude themselves from open conversations with

you the presenter by pressing the mute button

Page 7: Five ideas to make more impact with your inside sales presentations

SoSoSoSo based on my experience, I will put forward based on my experience, I will put forward based on my experience, I will put forward based on my experience, I will put forward

five ideas to help you to create virtual sales five ideas to help you to create virtual sales five ideas to help you to create virtual sales five ideas to help you to create virtual sales presentations that are more engaging and that presentations that are more engaging and that presentations that are more engaging and that presentations that are more engaging and that will move your opportunity to the next stage.will move your opportunity to the next stage.will move your opportunity to the next stage.will move your opportunity to the next stage.

PS: And I promise not to use any face to PS: And I promise not to use any face to PS: And I promise not to use any face to PS: And I promise not to use any face to

face presenting tips unless they are relevant!face presenting tips unless they are relevant!face presenting tips unless they are relevant!face presenting tips unless they are relevant!

Page 8: Five ideas to make more impact with your inside sales presentations

Begin with the end of mind!

UTOPIA

If you build your presentation message slowly you risk losing your audience’s attention fast. Open up by painting a picture

of what it might look like 6 months into using your product

or service – then work the presentation backwards.

UTOPIA

Page 9: Five ideas to make more impact with your inside sales presentations

• Context: Create contrast with a very detailed ‘now versus 6 months

time’

• Numbers: Include the numbers and KPI indicators that are important

to the various buyer types in the audience

• Visuals: Use graphs to show visual contrasts – graphs and the like

You should do this by using

• Visuals: Use graphs to show visual contrasts – graphs and the like

Page 10: Five ideas to make more impact with your inside sales presentations

Get the audience involved – its not a lecture!

Page 11: Five ideas to make more impact with your inside sales presentations

• Asking Questions that require articulation by the buyer

– How does this compare with what you currently use?

– What advantages might this bring?

Do this by asking more questions at all stages of the

presentation

– What advantages might this bring?

– How is this different?

– What concerns have you?

– In what ways might this you benefit you?

– In what ways could this give you an advantage?

Page 12: Five ideas to make more impact with your inside sales presentations

Present the sales prospect’s holiday

photographs

3

Page 13: Five ideas to make more impact with your inside sales presentations

Question: Question: Question: Question: Which set of holiday photographs are more

interesting to you ….

(a) Holiday photographs that you are in?(b) Holiday photographs of a stranger in a strange location?

AnswerAnswerAnswerAnswer : Your ‘holiday photographs’ because –

1. You are in them … you are the star of the show!

2. You are familiar with the location

3. They are about your world and your experiences

YOUR PRESENTATION SHOULD YOUR PRESENTATION SHOULD YOUR PRESENTATION SHOULD YOUR PRESENTATION SHOULD LOOK AND LOOK AND LOOK AND LOOK AND

FEELFEELFEELFEEL LIKE THEIR SET OF PHOTOGRAPHS LIKE THEIR SET OF PHOTOGRAPHS LIKE THEIR SET OF PHOTOGRAPHS LIKE THEIR SET OF PHOTOGRAPHS

…… here’s how…… here’s how…… here’s how…… here’s how

Page 14: Five ideas to make more impact with your inside sales presentations

Their Holiday Photos!

• Use their slide template / colours (if possible)

• Use their preferred type face

• Use images from their world /website (or similar)

• Dual brand

• Use examples / case studies from their target

market / preferred vertical / existing client base

• Reference their products, processes and

protocols throughout (Using their language and

phraseology)

Page 15: Five ideas to make more impact with your inside sales presentations

Hand over controlLet audience be a part of your presentation

4

Page 16: Five ideas to make more impact with your inside sales presentations

• Uploading our slides in advance to webinar platform

• Allowing audience access to slides as you progress through the

presentation.

• Handing over control to the keyboard: Let the audience make

adjustments to presentation as you proceed.

Do this by

adjustments to presentation as you proceed.

• Letting them experience as much of the product or service as is

possible via the web presentation technology.

• Allowing them adjust aspects of the presentation (If appropriate)

Page 17: Five ideas to make more impact with your inside sales presentations

Include next step

5

Don’t just deliver the presentation ... Try and

move it towards the next step in your sales

process

Page 18: Five ideas to make more impact with your inside sales presentations

• Include ‘discussion around a next step’ as a visual agenda

item at the start of your presentation

• Have a slide called ‘Next steps’

• When you arrive at this slide link your prompt for a next step

to the feedback they have given you

Here’s how …

to the feedback they have given you

• Paraphrase their feedback

• Be suggestive ....(For example) “Might I suggest the next

step will be to write a more detailed proposal with pricing?”

Page 19: Five ideas to make more impact with your inside sales presentations

““““Your present circumstances donYour present circumstances donYour present circumstances donYour present circumstances don’’’’t determine where you can go t determine where you can go t determine where you can go t determine where you can go ––––they merely determine where you startthey merely determine where you startthey merely determine where you startthey merely determine where you start”””” – Quibein

www.evolve.ie

davemalonesalescoach