Corporate Sales Presentations

Creating that "Aha" Moment

What is the number one desire of every sales person giving a sales presentation?

It is seeing the light of recognition appear in their prospect's eyes. It is watching the prospects shake their heads in agreement and whisper, "yep, that is us." We call this the "aha" moment.

Without the "aha" moment, sales reps can look forward to a long, hard sell. Without it, they go to bed at night worrying about what it is going to take to break through to a prospect. Without it, they start getting creative with the marketing messaging and the product functionality while trying to make that critical connection that will pave the way for a sale.

Here are our top 3 reasons why sales presentations fail to create that "aha" moment.

1. Some presentations fail because they don't tell a story. These presentations are mainly a collection of slides slathered in bullets, details, jargon, and trivia.
2. Other presentations fail because they tell the wrong story. Their slides talk about the origin of the company, the way the product was created, or how the management team was formed.
3. Many presentations aren't targeted to a specific buyer. These presentations are crafted around a generic prospect who ought to be interested in the product.

Applied Product Marketing crafts sales presentations that create that "aha" moment for your prospects. How do we do it?

• By targeting the presentation to a specific buyer persona.
• By describing a vision of success that that buyer persona can see themselves in.
• By communicating that vision in the form of a story - the prospect's story.

Of course, there is a lot more to it.

Read about more details that are important in creating successful sales presentations.
Take a look at a sample sales presentation that created that "aha" moment.
Contact us to talk with us about your specific needs.