Yesterday was “Bring Your Kid to Work” Day in Ontario, Canada. My youngest daughter Shannon works in an accounting office, and a few parents brought their teenage children to work. Shannon laughed as she described how bored the kids looked, especially when the VP of sales subjected them to a lengthy PowerPoint presentation.
If your children were to attend one of your sales calls, meetings, appointments or presentations, would they be proud or bored? (Forget for a minute that these are your kids and they are automatically disinterested in everything you do.) Would that meeting or sales call captivate their attention or lull them to sleep?
Unfortunately, many sales presentations are dull and boring. Slide after slide filled with corporate marketing speak, paragraphs of text and information that is irrelevant to the prospect or customer. Combine that with a lackluster delivery and you have a recipe for failure.
If you want to stand out from your competition and compel someone to buy from you, your group sales presentations must be captivating. The same thing is true for presentations that are less formal and delivered one to one.
Look at your sales presentation from the other person’s perspective or have a trusted friend or colleague listen to it and give you his unvarnished opinion. Is your delivery interesting and intriguing?
Does it focus on the other person’s interests, issues, concerns and problems? Does it clearly address how you can solve that problem—without going into too much boring detail?
Finally—and this is the acid test—would it keep your teenagers’ interest and attention? If you can answer yes, then you’re on the right track. If not, then take some time to determine what you need to change.
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Kelley Robertson helps sales professionals master their sales conversations so they can win more business at higher profits. Get a free copy of “100 Ways to Increase Your Sales” and “Sales Blunders That Cost You Money” at http://www.Fearless-Selling.ca.