Customizing Sales Presentations

Every sales situation is unique. Every sales representative wants to assemble the perfect sales presentation for the circumstances they have scoped out. For this reason, the sales presentation created for the sales team needs to be flexible. A good sales presentation is more like a library of scripted slides. It offers different business scenarios, specific audience messaging, and layers of technical detail. At the same time, it provides a template for a tried and true approach to telling your company’s story. With this slide library, a sales representative can compose a customized presentation with those slides that best address the prospect at hand. This is our approach to sales presentation creation.

For more specifics on our services for sales presentations see Sales Presentations – Services that tell your unique story to engage your prospect.

Crafting your Elevator Pitch

First impressions often set the stage for an entire relationship. This means that how your sales representative starts a conversation with a prospect is critical to a sales engagement. You have the equivalent time span of an elevator ride to grab a prospect’s attention with your pitch. It is specifically for these reasons that an elevator pitch should be part of your sales team’s (and your company’s) repertoire.

An elevator pitch avoids the typical stumbling blocks that any knowledgeable employee might fall over: getting too deep too fast, using technical jargon, failing to relate to the individual, talking for too long. Instead the elevator pitch focuses on simple, universally understandable answers to elementary questions. It answers the questions: who are you, what does your business sell, to whom do you sell it, and what advantage does your customer receive.

We help you hone an elevator pitch that puts your best foot forward. Once a general pitch is created, we also help develop specialized pitches for investors, analysts, press, etc. Because our elevator pitches encapsulate the most effective approach to an introduction, your entire team can use them with confidence.

Establishing Your Return on Investment

At some point in a sales cycle, your potential customer will evaluate your product based on the value delivered for the price. In many cases, your prospect will be analyzing your product’s value. They may also be comparing your total value against a competitors’ value. When project costs run into the hundreds of thousands of dollars, sponsors will likely have to justify a project’s cost to executive management. Whatever the situation, the prospect’s job is made easier when you provide a framework for your value evaluation.

We create customizable templates that can be used by your sales team or by your prospect. Based on our understanding of your business, we build custom models that help you establish ROI against the established business method or against a competitor or both. The ROI template provides an easy-to-use model for quantifying and summarizing costs and savings. It allows prospects to use their own quantifications which make the results more trustworthy and compelling.

Developing Cheat Sheets and Quick Reference Cards

Sales training often comes in fits and starts. In a matter of hours or days, the sales team is presented with an overwhelming amount of new information. Cheat sheets and quick reference cards boil down the key information. They present that information in visual ways that help the sales team member quickly remember key facts or understand next actions.

We identify areas where your sales team could benefit from concise summaries and visual representations of key information. Areas that are well suited to this presentation include: sales process steps, usage guidelines for on-line sales tools, product benefits and features, audience pain points, objection handling, and competitive responses. We create cheat sheets or quick reference cards that keep this key information at hand.