Your sales presentation length needs to be long enough to say what you need to say in a punchy manner – but no longer. As tempting as it is to celebrate how awesome your business is in front of a group, you must fight the urge. Also visual storytelling for eLearning, infographics, and animations. Save my name and email in this browser for the next time I comment. I know this is coming late, but we are working on a video presentation (to be packaged on DVD.) Don’t go into your presentation blindly, that is, don’t just turn … They stick to the 9 minute rule . We’ve seen presentations that start with slides all about your company history, and structure, and key financials, and client logos. It’s boring. Just like how you can’t drive from Marin … Most sales reps spend about half of the time in this category, or 2 hours per week, planning their schedule and activities. How should you begin your sales presentation? Solidify next steps. You started with prospecting, moved into building rapport before identifying needs and delivering your presentation.Next, you moved on to overcoming objections before earning the right to close the sale or get the job. For more insights from the folks at BrightCarbon, check out their blog and follow them on Twitter @BrightCarbon. Advanced PowerPoint and presentation skills training. There’s no definitive answer, and nor can there be. Essentially, you want to cover your key messages in a compelling and persuasive way. We’ve seen attention spans drawn as a hammock, or a hump, as a straight slope down, and plenty of variations in between. Announcing the 2020 SHARKIE Award Winners! The total presentation should last about 30 mins (max) There are obviously times when you may need to break from this, these are meant more as general rules but the point is this; keep it concise and make sure to interact and explain the clips to players. Every product or service is different - you need to customize your pitch. Your sales presentation length needs to be long enough to say what you need to say in a punchy manner – but no longer. Contently — How to Build A Strong Bridge, Brick By Brick. But now watch this clip of Bill Gates at TED. Keep Them Trained & Ready, Activate Data-Driven Readiness with Scorecards, Aragon Research Globe™ for Sales Coaching and Learning, 2020, Sales Presentation Length: How to Keep the Audience Engaged. Keep sections relatively short and reasonably spaced – to ensure that attention levels don’t drop off too fast. Many sales presentations go on for too long. 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. All of these graphics assume there’s a ‘fundamental’ audience attention curve that is the same from presentation to presentation. Nothing makes prospects stop listening more quickly than when you throw an endless list of facts and numbers at them. 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. … 3. It’s your mission, brand statement, business card, and company persona, all rolled into a brief, persuasive presentation. … If you've done a good and thorough job during each of the previous steps, closing the sale may be easy. Sell … There's lots of tips out there on how to give a great sales presentation. Tell a story. 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. That doesn’t mean attention levels are always low at the start of a presentation though – they aren’t if something interesting happens. Make sure they know you're open to -- in fact, welcome -- questions. November 15, 2018 Editorial Staff Your teammate is prepping for a sales presentation and … Don’t save your best content until the end as the audience might have stopped listening before you ever show it. But we often get asked, what should actually go in my presentation? How long should a sales presentation be? Keep prospects … So find a third party to blame – traditional vendors, the government, that sort of thing. If you think it does, you need to tighten the content. Audiences are different, sales cycles are different, and content is different. The elevator pitch is the shortest sales presentation that you can make, but it can also be the most difficult to master. There’s no definitive answer, and nor can there be. Write out your sales presentation. Either way, selling should always be more about asking and listening than about telling. Any old-style presentation will be designed to work well with a wide range of prospects. 7 Cringeworthy Mistakes. If you think it does, you need to tighten the content. Most people will suspend judgement for about the first 90s, so it's important to use that time wisely. Many sales presentations go on for too long. Opt for graphs, charts, images, and white space over text. 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”. Do you really think attention levels follow the same curve regardless of what the presenter does? Do you need to present for more than 20 minutes? Presentations need to be prepared in a way that makes them interactive. Your sales presentation outline should have an opening that you can easily commit to memory: this is not a time to rely on cue cards. What do you think happened to attention levels in the room? Would findings about attention levels in boring text-heavy presentations have any weight for dynamic and visual presentations? Instead of lecturing your audience for 20 or 30 minutes straight, have a conversation with them. One option is to have a 5-minute version and offer an extended 20-minute version for those who want it. Introducing a shared presentation which in real time can be viewed on tablets while presenters are speaking would increase interactivity and concentration span. How to make the ULTIMATE sales presentation, 9 sales pitch lessons from exhibitions and tradeshows. With a recap of your previous conversations, to make sure that you and your prospect have a shared understanding of what has previously been discussed. We even have a good articleon this ourselves! Successful sales people break down their presentations into usable components, with each part becoming an important element in making a successful sale. 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. How would research into ‘natural’ attention levels even work? All of these graphics assume there’s a ‘fundamental’ audience attention curve that is the same from presentation to presentation. Interactivity works brilliantly to keep audiences engaged – consider building a visual conversation instead of a one-way presentation. Do you really think attention levels follow the same curve regardless of what the presenter does? The more words on the page, the more they're reading the text and not listening to what you're saying. Your goal is simple — to introduce your offering in a compelling way that makes the prospect interested in learning more. Offices in Manchester, Bristol, & London (UK) and Boston/Cambridge (USA). 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. 19 minutes is probably more time than you have – or at least at the outer-limit. This category includes determining long term strategies, deciding which customers to contact, and working on presentations. Always use a written presentation. Don't waste them on trivia. What do you think happens to attention levels if your first few slides are boring corporate naval-gazing of the most tedious kind? © 2021 BrightCarbon. After sharing your presentation with prospects via a URL you’ll be able to … Make sure you check out her hit new book, Sales Presentations for Dummies In this insightful article Julie offers an insightful look into why sales presentations can be better and what you should be doing to move your presentations into the 21st century. We’ve seen attention spans drawn as a hammock, or a hump, as a straight slope down, and plenty of variations in between. There are many ways to pitch the same product - you should try out variations to find the b… How long should a sales presentation be? A PowerPoint presentation design company. Yep, they drop off. You should target 2-3 slides per minute, and keep it to 9 minutes total to … Virtual Sellers, Don’t Do This! I my idea is to break it thus: 12 minutes of presenting the problems, the implications of not solving them the right way, and then introduce our software product. Is Your Sales Pitch Appropriate for the Client and Their Customers? It provides a starting point and context to have a conversation around, not a crux to coast through a generic pitch. Simply tablets. We've seen lots of sales presentations now, so here is our take on what should go inside and how it should be structured. Don’t let your presentation have a ‘boring bit’. Do you need to present for more than 20 minutes? Always have a scheduled next step. A lot of exhibitions are a desolate wasteland for exhibitors with nothing but tumbleweed and other vendors to stop the boredom. By choosing to keep their sales deck brief with only 6 slides, they were able to add more content inside of each slide. The sales presentation should begin long before a sales person meets a prospect. The long version of your presentation should be approximately 30 to 45 minutes in length and should fill the majority of a 60 minute meeting that you might have with a buyer. Your demo or presentation should be interactive. 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”. Great sales reps gut their sales presentations to the core. It involves presenting your product, service, or business to a new prospect in less than 2 minutes. Get the customer to visualize themselves using the product. Audiences are different, sales cycles are different, and content is different. You should have a long and short version of your sales presentation. 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. Many sales presentations go on for too long. We exhibited at a large trade exhibition a couple of weeks ago, and I went along to see what other vendors are up to. Break the Standard Mold of a Sales Presentation . This article was originally posted to BrightCarbon.com. You don’t want to lose your audience’s attention. If anything, with a video presentation you have less time. Interactivity works brilliantly to keep audiences engaged – consider building a visual conversation instead of a one-way presentation. Making a sales presentation isn't something you do on the fly. As such, your 30-45 minute sales presentation should have between … Once you have your thinking right, invest 60 seconds creating a Mental Model of how your sales presentation will go. While the number of slides may vary, we recommend targeting three minutes per slide. Very rarely are salespeople in a “one-call close” selling situation. Is It Time to Re-Train Reps on Your Sales Technology Toolset? The basic structure you propose is what we would do. How Can Sales Enablement Bounce Back from a Tough Q2? Leading Remote Sales Teams? We’ve seen presentations that start with slides all about your company history, and structure, and key financials, and client logos. 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 . Organize your presentation’s structure. 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