Also visual storytelling for eLearning, infographics, and animations. Save my name and email in this browser for the next time I comment. 19 minutes is probably more time than you have – or at least at the outer-limit. If you think it does, you need to tighten the content. Do you need to present for more than 20 minutes? Always use a written presentation. Audiences are different, sales cycles are different, and content is different. But now watch this clip of Bill Gates at TED. This article is written with three big caveats: 1. Would findings about attention levels in boring text-heavy presentations have any weight for dynamic and visual presentations? With a short six slide long sales deck, Tumblr gets straight to the point of what in-stream ads mean and why brands should care. Sales presentations are important, but 1000s of people each day ignore the principles of sales presentation design and sales messaging and deliver material that is tired, ugly, and ineffective. Making a sales presentation isn't something you do on the fly. There are many ways to pitch the same product - you should try out variations to find the b… It’s your mission, brand statement, business card, and company persona, all rolled into a brief, persuasive presentation. Contently — How to Build A Strong Bridge, Brick By Brick. This is a guest post by my good friend and presentation specialist Julie Hansen. As tempting as it is to celebrate how awesome your business is in front of a group, you must fight the urge. How to make the ULTIMATE sales presentation, 9 sales pitch lessons from exhibitions and tradeshows. Many sales presentations go on for too long. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. With a description of your product’s features and value propositions. Interactivity works brilliantly to keep audiences engaged – consider building a visual conversation instead of a one-way presentation. More than the products or services you present, the PowerPoint deck you use and your manner of speaking should be relevant enough for the client to relate to and not be offended. … How long should a sales presentation be? Then we cut to the real software screen cast and demonstrate it for 5 minutes, then recap and conclude in two minutes. Your sales presentation length needs to be long enough to say what you need to say in a punchy manner – but no longer. A big and sincere thanks for all of your superb help and effort in preparing such fantastic material and for all your excellent coaching tips. We even have a good articleon this ourselves! Rattling off a list of features and benefits isn’t engaging. A PowerPoint presentation design company. For more insights from the folks at BrightCarbon, check out their blog and follow them on Twitter @BrightCarbon. A few years back, he wrote a short blog advocating a simple rule for PowerPoint & pitch deck presentations. All of these graphics assume there’s a ‘fundamental’ audience attention curve that is the same from presentation to presentation. Presentations need to be prepared in a way that makes them interactive. November 15, 2018 Editorial Staff Your teammate is prepping for a sales presentation and … If you've done a good and thorough job during each of the previous steps, closing the sale may be easy. They stick to the 9 minute rule . This doesn’t happen by magic. Your sales pitch is arguably the single most essential piece of your sales process. If you’re not landing your sales pitches, keep this quote from investor Dina Routhier in mind: “The most common thing that pegs an entrepreneur as an amateur is when they come in and immediately start talking about their amazing new technology, and forget to start the discussion with, “What big problem in the market am I trying to solve?” If they don’t start with the problem, then I know they are green.” The same applies to sales. We’ve seen attention spans drawn as a hammock, or a hump, as a straight slope down, and plenty of variations in between. Always have a scheduled next step. Advanced PowerPoint and presentation skills training. What is a sales presentation, actually?Is it a 1 minute pitch on the elevator or an elaborate one hour display before a board of executives?Depending on your point of view, it can be both, or it can be none.Nowadays sales presentations not always take place in person, many are done remotely via Skype or similar means. Your goal is simple — to introduce your offering in a compelling way that makes the prospect interested in learning more. It’s boring. There’s no definitive answer, and nor can there be. 3. Even if you’ve sold your prospect on your company or product, your job isn’t done … The basic structure you propose is what we would do. Use analytics to follow-up. More and more people have them. All of these graphics assume there’s a ‘fundamental’ audience attention curve that is the same from presentation to presentation. This show was actually pretty busy though, and by walking around l think I managed to notice things companies were doing (right and wrong). Why Now Is the Time to Double-Down on Sales Training. Particularly if it’s on a DVD – it’s just too easy for people to stop watching. Great sales reps gut their sales presentations to the core. How would research into ‘natural’ attention levels even work? Do you have experience with this and what has worked for you? There are places in the sales process where presenting can be necessary and there are the times when you get put in that situation before you are ready. Many sales presentations go on for too long. 7 Cringeworthy Mistakes. Essentially, you want to cover your key messages in a compelling and persuasive way. Introducing a shared presentation which in real time can be viewed on tablets while presenters are speaking would increase interactivity and concentration span. There’s no definitive answer, and nor can there be. If anything, with a video presentation you have less time. If you think it does, you need to tighten the content. The sales presentation should begin long before a sales person meets a prospect. Would findings about attention levels in boring text-heavy presentations have any weight for dynamic and visual presentations? How should you begin your sales presentation? There’s no definitive answer, and nor can there be. © 2021 BrightCarbon. Announcing the 2020 SHARKIE Award Winners! Don’t let your presentation have a ‘boring bit’. Your demo or presentation should be interactive. Read this article for everything you need to make the ultimate sales presentation. … You don’t want to lose your audience’s attention. We’ve seen presentations that start with slides all about your company history, and structure, and key financials, and client logos. Audiences are different, sales cycles are different, and content is different. We’ve seen presentations that start with slides all about your company history, and structure, and key financials, and client logos. And if you really want to know how long a presentation should be, the right answer is probably “as short as it can be to work”. Create a picture in your mind of what you are going to say, the questions you will ask, the responses the prospect will have, and the questions you need to answer . You don’t want to lose your audience’s attention. Virtual Sellers, Don’t Do This! The elevator pitch is the shortest sales presentation that you can make, but it can also be the most difficult to master. The challenge of making an elevator pitch is to take all of the important information about your offering a… What do you think happens to attention levels if your first few slides are boring corporate naval-gazing of the most tedious kind? What do you think happens to attention levels if your first few slides are boring corporate naval-gazing of the most tedious kind? He called it the 10/20/30 Rule of PowerPoint. Don’t save your best content until the end as the audience might have stopped listening before you ever show it. Sales presentations are the cornerstone of many companies’ sales efforts, yet so often they aren’t given the time and attention they deserve. Once you have your thinking right, invest 60 seconds creating a Mental Model of how your sales presentation will go. Simply tablets. Instead of lecturing your audience for 20 or 30 minutes straight, have a conversation with them. Get the customer to visualize themselves using the product. Make sure they know you're open to -- in fact, welcome -- questions. Many sales presentations go on for too long. But we often get asked, what should actually go in my presentation? Do you need to present for more than 20 minutes? According to the 10/20/30 rule: …a PowerPoint presentation should have ten slides, last no more than twenty minutes, and contain no font smaller than thirty points. But now watch this clip of Bill Gates at TED: What do you think happened to attention levels in the room? Another hour is spent in presentation preparation and prospect research. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. Perhaps the only thing to add is that when presenting the problems, it’s important to not sound like you are accusing prospects of being idiots. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. 90 seconds equates to approximately 200 words. It provides a starting point and context to have a conversation around, not a crux to coast through a generic pitch. Often not. How long should a sales presentation be? 2. Any old-style presentation will be designed to work well with a wide range of prospects. Most people will suspend judgement for about the first 90s, so it's important to use that time wisely. Look forward to working with you again soon. Thrown together at the last-minute, often your sales reps stand up in front of a sales presentation that's nothing more than a glorified page of notes. We've seen lots of sales presentations now, so here is our take on what should go inside and how it should be structured. Whatever proposal you present will always affect your client and their customers, if they have any. Keep it customer-focused by underlining the benefits to your audience, and spelling out a clear action you would like them to take after the presentation. What do you think happened to attention levels in the room? There’s no definitive answer, and nor can there be. You should target 2-3 slides per minute, and keep it to 9 minutes total to … Is Your Sales Pitch Appropriate for the Client and Their Customers? Your sales deck should support your presentation. Using Time to Determine the Right Number of Slides Practice your presentation in front of a mirror … Write out your sales presentation. Audiences are different, sales cycles are different, and content is different. Within presentations, a great way for the presenter engage a more interactive approach with the audience is the use of technology. Either way, selling should always be more about asking and listening than about telling. How long should a sales presentation be? Keep sections relatively short and reasonably spaced – to ensure that attention levels don’t drop off too fast. Nothing makes prospects stop listening more quickly than when you throw an endless list of facts and numbers at them. Don’t save your best content until the end as the audience might have stopped listening before you ever show it. We’ve seen attention spans drawn as a hammock, or a hump, as a straight slope down, and plenty of variations in between. Just like how you can’t drive from Marin … These sales presentation ideas will help you to easily improve your sales presentation; stand out, engage your audience, and sell more. 2018 Editorial Staff your teammate is prepping for a sales person meets prospect! A ‘ fundamental ’ audience attention curve that is the time in this browser for the next time I.... Conversation with them people to stop the boredom can also be the most tedious kind the number of may... Folks at BrightCarbon, check out their blog and follow them on Twitter @.! For a sales presentation length needs to be prepared in a compelling way that makes interactive. On how motivated your audience ’ s no definitive answer, and content is different want to your. 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