6 Tips for Preparing Your Company Sales Presentation

6 Tips for Preparing Your Company Sales Presentation
Savvy Guest - Wed Dec 16, 2009 @ 02:11PM
Comments: 45

When it comes to preparing and delivering presentations, Olivia Mitchell has seen and done it all. We're thrilled to feature her words of wisdom so you can take your presentations to a new level. Simon Cowell

Simon Cowell has popularized the phrase “You owned that song”. That small word "owned" packs a lot of meaning. The singer didn't write the song, but they've taken it over, added their personal gloss and delivered it with the conviction of ownership. Your sales reps also have to “own” the company sales presentation. So, if you’re tasked with preparing your company sales presentation, here are six tips for preparing a solid sales presentation:

1. Separate the script from the slides.

There are three components to a presentation:

  1. What the presenter will say – which I’ll call the script
  2. The slides
  3. The delivery by the presenter.

In traditional presentations, the script and the slides are often the same document. The presenter is prompted by and talks to a set of bullet points displayed on a slide. The result is “death by PowerPoint” - slide after slide of bullet points that put the audience to sleep. In contemporary presentations, slides are genuine visual aids that complement and enhance what the presenter says. This makes for a far more compelling and persuasive presentation. It does mean, however, that you'll need to prepare slides and a separate script.

2. Design the presentation.

There are three stages to designing a presentation. The sales reps can add value at every stage:

Craft your message with input from the front lines.

Hold a workshop with the sales reps to develop the key message of the presentation and the sub-messages to support it. Their experience talking with clients on a daily basis will be invaluable in crafting messages that will resonate with prospects. Having sales reps involved in crafting these messages will also ensure that when they get to deliver the messages, they do so with conviction.

Add examples, case studies, and testimonials.

These are what make a presentation engaging. And the best examples will come from your sales reps:

We were holding a workshop with the sales reps of an insurance broker to develop a presentation. One of the reps told the story about how a client had rung her on a Saturday morning because he had fallen in love with a super-expensive car that he just had to have – and needed insured on the spot so that he could drive it away. It was a pretty rare model, and it took her a bit of ringing around to arrange the insurance. Not only was it a Saturday, it was her wedding day! How’s that for customer service? That’s a story that all of the sales reps can tell to demonstrate the dedicated customer service of their company.

The sales reps will also be able to identify the best clients to approach for video testimonials and case studies.

Design for visual interest and relevancy.

Designing visual slides takes a little more creativity than just typing in some bullet points. Before you open up your slide software, hold a storyboard session with the sales reps to sketch out ideas for visual enhancements to the presentation. Again, not only will they have good ideas, their involvement will ensure they’re proud to deliver the finished presentation.

3. Get feedback.

Once you think you've finalized the presentation, get some feedback from the sales reps. But don't just give them a copy of the slides and the script. That's like giving them a two-dimensional plan of a building and asking them to comment on what it will look like. Instead, deliver the presentation to them so that they can experience the presentation as an audience member. They'll be able to give you much better feedback.

4. Provide a video of the presentation.

Once their feedback has been incorporated, record the presentation and give each sales rep a copy of the video. Ask them to watch the video to become familiar with the presentation. Don't give them the script. They'll be tempted to read from it and will come across as artificial and stilted. Instead encourage them to produce their own set of notes from the video. When they deliver the presentation working from their own notes, they'll talk in their own natural phraseology and will come across as conversational and approachable.

5. Hold a group rehearsal session.

Rehearsal is the most underrated phase of preparation. Rehearsal is what makes the difference between a competent presentation and a great one, but not many people enjoy rehearsing. Ensure that your sales reps rehearse by holding a group rehearsal session. Depending on the length of the presentation, you may have them deliver the whole, or a segment of the presentation. Not only will this session ensure that they do rehearse, it will allow them to see their colleagues deliver the same presentation. They’ll get ideas for the best way to deliver specific segments of the presentation and can also practice handling the Q&A session.

6. Encourage your sales reps to tailor the presentation.

Trust your sales reps to make changes to the presentation to suit particular clients. A presentation is not “one size fits all”. Potential clients will spot a “canned” presentation and feel insulted by the lack of tailoring to their specific needs. Some sales managers react to problems with the way sales reps are using the sales presentations by commanding that they use the presentation exactly as is. For example, you may get concerned that your sales reps are changing the presentation in ways that are inconsistent with your company's brand or weakening the messages. Or perhaps they're adding poorly designed slides. The knee-jerk reaction is to mandate that the presentation must be used exactly as is. A more useful and effective response is to handle the situation as a coaching and performance issue.

Follow these tips and your sales reps will feel like they own the presentation. They’ll come across to prospects as credible and convincing. And that will mean more sales for your company.

About the author: Olivia Mitchell is a presentation trainer and partner at Effective Speaking, a presentation skills training and coaching business she runs with Tony Burns. Olivia publishes a steady stream of valuable advice on her blog and has published a free guide entitled "The Quick and Easy Guide to Creating an Effective Presentation".

*Photo credit: Wiki edit Jonny Released under the GNU Free Documentation License

Comments: 45


1. Lorraine   |   Sun Nov 14, 2010 @ 09:23PM

Preparedness is key. That's basically <a href="http://www.bertmartinez.com">business sales training</a> 101. If you're unprepared the audience will know right away. There's no flubbing it.

2. Kelly Smith  |  my website   |   Wed Dec 29, 2010 @ 12:15PM

I also wanted to mention that mixing it up with video & slide - with the ability to offer a "leave behind" ie, url where they can go watch again - is the ultimate in presentations today. You can check out Knoodle's free trial and soon we are offering a free widget for that.

3. Mary   |   Thu Aug 21, 2014 @ 02:54AM

Thanks for sharing Great B2B Blog I have never seen like this Great Job, I am always using http://couponcodes365.us and http://mrqe.us for my online shopping coupons and i am saving a huge amount.

4. Siva   |   Sat Aug 23, 2014 @ 03:01AM

, It s so great work, keep regular updates. i like it so much. My Blogs http://mrqe.in and http://www.seotraininginameerpet.in

5. krishna   |   Sat Sep 06, 2014 @ 12:31AM

Thanks a lot for sharing the detailed list of Senate names of farm bill Conferees. Most of the members are new to me. This subject has interested me for quite some time. I have just started researching it on the Internet and found your post to be informative http://www.usafashiontv.com http://www.avignaseoservices.com and http://www.avighnaseosolutions.com

6. sparxx rx   |   Fri Oct 17, 2014 @ 02:03AM

Measuring at 3.35 inches, this SparXXrX® bullet comes conveniently with a keychain – truly, what woman would not want to take her vibrator with her when she’s on the go?

7. marry   |   Fri Nov 14, 2014 @ 08:56AM

interesting Anine Bing stuff in your blog especially its discussion. From the tons of comments on your articles, anine bing I guess I am not the only one having all the enjoyment here keep up the good work,

8. franklin   |   Wed Jun 24, 2015 @ 06:40AM
9. siva   |   Wed Sep 23, 2015 @ 06:27AM
10. Anonymous   |   Thu Nov 19, 2015 @ 01:23PM

Great Article I Really Loved Your Content, Have a Nice Day
http://www.messagebonneannee.com/ Bonne Année
http://www.mihena.com/ Auguri Di Buon Anno 2016
https://www.youtube.com/watch?v=nZGrO8LIAOU Happy New Year 2016
http://www.bonneannee2016humour.com/ BONNE ANNÉE 2016 HUMOUR ld

11. bhgu   |   Fri Jan 08, 2016 @ 03:18AM

g. Oleh karena itu kami sebagai perusahaan selalu mengutamakan kualitas produk serta meningkatkan pelayanan yang ramah kepada anda.
Jepara memang dikenal sudah sejak lama sebagai kota industri Kursi Tamu Minimalis terbesar di asia hingDiscount vapor code
Vape mods
Vape pen
Vape eliquid

12. Jordan Hostile   |   Wed Mar 16, 2016 @ 08:11AM

Sales are one of the vital parts for a business. Sales presentations are meant to impress the clients to be a part of the business. Innovative designs need to make the presentation look more attractive. I agree with the above 6 points and these are more than enough. A presentation is incomplete without taking feedback. Also for a successful business, you need to have a strong IT support. Managed IT service can be helpful for your business to step forward towards success. http://www.geektek.com/managed-it/

13. daniel   |   Sat May 14, 2016 @ 01:55AM

By outsourcing SEO needs to a white-colored brand SEO, you can eliminate these training and start-up expenses of forming a technically proficient group http://desheawitcher.com/services/seo.php.

14. deay   |   Thu May 19, 2016 @ 02:39AM

uga produk unggulan lain seperti tempat tidur, meja makan, set meja makan dan

Survival Life Deals
Survive the end days
Surviving the final bubble
Survival Md
Family Survival System

15. Jameel   |   Wed May 25, 2016 @ 12:26AM

Tattooing then came back to contemporary European countries as a carnivalesque show. Soon afterwards, together with the innovation of the electric tattoo designs machine, this adverse understanding of tattoos was highly strengthened through the appropriation of ink by scammers, mariners and those of 'low repute' http://www.TattooIdeas1.org/fabulous-tattoo-designs.

16. Playa Flamenca  |  my website   |   Wed Jul 13, 2016 @ 12:22PM

Hello I just wanted to say that I did enjoy browsing your <a href="http://www.playa-flamenca-guide.co.uk/">web site</a> and to wish you the best of luck with it in the future - Playa Flamenca

17. Write Cheap Essay  |  my website   |   Wed Apr 12, 2017 @ 06:49AM

You can build a presentation around a Wok, a Skillet or a Butter Knife. Or even a Potato Peeler and the way you start your presentation is by introducing you and your Item to your class, then you go on to tell your classmates what you have done with your item and some other neat things that they can do with theirs with just a little imagination.

22. sdfsd   |   Fri Sep 08, 2017 @ 10:24PM

http://beautyglowup.com/ Beauty Tips
http://beautyglowup.com/category/male-enhancement-supplements/ Male Enhancement Supplements
http://beautyglowup.com/category/weight-loss-supplements/ Weight Loss Supplements
http://beautyglowup.com/category/skin-care-products/ Skin Care Products
http://beautyglowup.com/category/hair-care-products/ Hair Care Products

http://beautyglowup.com/detox-and-cleanse-reviews/ Detox and Clease Reviews
http://beautyglowup.com/alpha-prime-elite-the-best-male-enhancement/ Alpha Prime Elite
http://beautyglowup.com/garcinia-pure-pro-weight-loss-that-works/ Garcinia Pure Pro
http://beautyglowup.com/pure-asian-garcinia/ Pure Asian Garcinia
http://beautyglowup.com/buy-garcinia-cambogia Buy Garcinia Cambogia
http://beautyglowup.com/skin-rejuvenator-anti-aging-device/ Skin Rejuvenator
http://beautyglowup.com/hair-loss-treatment-for-men/ Hair Loss Treatment For Men

http://agsdevelopers.com/ Web Development Company
http://agsdevelopers.com/shopify-development/ Shopify Development Services
http://agsdevelopers.com/volusion-development/ Volusion Development Services
http://agsdevelopers.com/magento-development/ Magento Development Services
http://agsdevelopers.com/bigcommerce-development/ BigCommerce Development Services
http://agsdevelopers.com/wordpress-development/ WordPress Development Services
http://www.worldcolumns.com Urdu Columns
http://www.worldcolumns.com/columns/javed-chaudhry/ Javed Chaudhry Columns
http://www.worldcolumns.com/columns/hassan-nisar/ Hassan Nisar Columns
http://www.worldcolumns.com/columns/orya-maqbool-jan/ Orya Maqbool Jan Columns
http://www.worldcolumns.com/columns/rauf-klasra/ Rauf Klasra Columns
http://www.worldcolumns.com/columns/nazeer-naji/ Nazeer Naji Columns
http://www.worldcolumns.com/columns/ayaz-amir/ Ayaz Amir Columns
http://www.worldcolumns.com/columns/haroon-ur-rasheed/ Haroon Rasheed Columns
http://www.worldcolumns.com/columns/saadullah-jan-barq/ Saadullah Jan Barq Columns

24. harry   |   Thu Oct 12, 2017 @ 01:00AM

For us to accomplish this, we needed to create unique and also compelling https://wwe2k18.co/wwe-2k18-standard-edition Additionally, those who get the standard variation of the game.

25. Abdullah Ahmed  |  my website   |   Tue Oct 31, 2017 @ 12:22AM

Tattooing then came back to contemporary European countries as a carnivalesque show. Soon afterwards, together with the innovation of the electric tattoo designs machine, this adverse understanding of tattoos was highly strengthened through the appropriation of ink by scammers. [url=https://www.splendormold.com/]plastic products manufacturers[/url] You can build a presentation around a Wok, a Skillet or a Butter Knife. Or even a Potato Peeler and the way you start your presentation is by introducing you and your Item to your class

26. Shah  |  my website   |   Tue Oct 31, 2017 @ 12:25AM

Together with the innovation of the electric tattoo designs machine, this adverse understanding of tattoos was highly strengthened through the appropriation of ink by scammers.[plastic products manufacturers](https://www.splendormold.com/) You can build a presentation around a Wok, a Skillet or a Butter Knife. Or even a Potato Peeler and the way you start your presentation is by introducing you and your Item to your class

27. muhammadahmer  |  my website   |   Tue Oct 31, 2017 @ 02:01AM

behalf of a <a href="http://www.selectionled.com"> Led Edison Bulb</a> I want some plastic showpiece etc etc etc

28. john   |   Mon Nov 06, 2017 @ 12:29AM

Mobdro apk for Android at free. You can likewise stream https://imobdro.com customers, yet in this simple tutorial I will reveal you the best.

29. wilson   |   Sat Dec 09, 2017 @ 04:57AM

In locating your staminas and also exactly what the areas of improvement are. https://sarahahapp.net/sarahah-ios-for-iphone-download/ Currently you can send out and also receive comments.

30. Zobelloindia  |  my website   |   Thu Dec 14, 2017 @ 01:00AM


32. modern pendant lighting suppliers  |  my website   |   Wed Apr 25, 2018 @ 02:15AM

Thank you for posting such a great article! I found your blog perfect for my needs. I am truly happy finding your article.

33. led pendant light manufacturer  |  my website   |   Wed May 02, 2018 @ 04:13AM

See the website and the information is very interesting, good work!

34. DJ   |   Wed May 23, 2018 @ 05:01AM

GEICO Roadside Support Customer Service https://geicologin.net You must have an accessibility to the web.

35. nueman   |   Thu May 24, 2018 @ 12:35AM

Show them to your server the following time you go to Burger King food selection things. https://mybkexperience.xyz/www-mybkexperience-com/ The survey permits clients to allow Burger King know exactly how they feel about their dishes.

36. modern pendant lighting suppliers  |  my website   |   Thu May 31, 2018 @ 03:02AM

Great Post! Actually, I wrote an article. modern pendant lighting suppliers This article is very informative about Modern Science Essay.

37. shah  |  my website   |   Fri Jun 29, 2018 @ 02:37AM

great post with awesome article.[url=https://dukaan4all.pk/]online shopping[/url] i am very happpy that you have shared this great information with us

38. Keila Anise  |  my website   |   Mon Aug 06, 2018 @ 05:57AM

Such Beautiful led pendant light, I'm so Glad to use this Website :)

39. Keila Anise  |  my website   |   Mon Aug 06, 2018 @ 06:01AM

Such Beautiful led pendant light, I'm Glad to be using this Website.

40. Katharyn Alfred  |  my website   |   Mon Aug 13, 2018 @ 06:36AM

I was Surfing for some Medical Appliances and I came across these <a href= https://www.splendormold.com/> injection mold supplier</a>, would anyone help me check if the product is as good as they say?

41. Katharyn Alfred  |  my website   |   Mon Aug 13, 2018 @ 06:38AM

I was Surfing for some Medical Appliances and I came across these, would anyone help me check if the product is as good as they say?

42. all smart point  |  my website   |   Thu Aug 23, 2018 @ 12:24PM

good info.Visit here for more info <a href = "https://www.allsmartpoint.com/"> all smart point </a>.
Database Management System And Types of dbms
Read more at: https://www.allsmartpoint.com/database-management-system-and-types-of-dbms/
diploma courses after 12th Science
Read more at: https://www.allsmartpoint.com/courses-after-12th-science-biology-commerce-students/

43. Henry   |   Sat Aug 25, 2018 @ 08:20AM

The best quality reviews are only found on <a href="http://reviewsprotocol.com/">reviewsprotocol</a>

44. Henry   |   Sat Aug 25, 2018 @ 08:21AM

The best quality reviews are only found on http://reviewsprotocol.com/

45. Amanda   |   Mon Sep 03, 2018 @ 05:04AM

Love the blog posts on Harshwardhan's website - http://harshwardhansingh.com/

powered by Doodlekit™ Free Website Builder