10 Sales Presentation Mistakes
What are some of the biggest sales presentation mistakes to avoid?
Today’s prospects are armed with a tremendous amount of information with 67% of the sales process taking place digitally. When sales reps do have sales presentations with potential buyers it’s important that they nail them. Here are ten of the biggest mistakes to avoid when presenting.
1. Not identifying the relevant shift in the world. Presentations are no longer “pitches” with product features, but they are a conversation about how the world has changed, and why your buyer needs to do something. Be sure to call out the big shift affecting your prospects, and do it right when you start, in a big, bold way.
2. Not customizing for the prospect. No one wants a generic presentation. Each deck you build should be tailored to your buyer’s specific situation, needs and wants. From the content you show, to the features you highlight, to adding in your prospect’s logo, your deck should be tailored to your prospect.
3. Using a boring, dull PowerPoint template. Though there are some nice features of PowerPoint, the fact is it’s never going to truly wow anyone. To truly impress, make your deck more dynamic with interactive menus, self-guided navigation, video integration and more.
4. Not making it visually powerful. Visuals evoke emotion and emotion is key to connecting with your prospect. Use strong visuals like videos, GIFs, high-resolution photos, panoramic pictures, infographics and more to emphasize key selling points and make your presentation stand out from the crowd.
5. Not staying on brand. Companies spend massive sums of money to build awareness and preference for their brand. Make sure your presentation properly represents your brand’s color, look, feel, tone and style. Get into the habit of using one master sales deck from which all users work from, to ensure total brand compliance.
6. Not sharing it digitally. The best presentation in the world can fall short if the prospect can’t access it on their own. Sending large PDF files, zip drives or shared folders is now outdated, instead, get an online presentation software that allows you to create a personalized URL for each presentation you create.
7. Not using analytics for follow-up. Viewer analytics are a powerful sales tool. When sales reps gets notified their presentation has been viewed they should take it a step further to see what slides were viewed and for how long. This will give them critical information to use for smart sales follow-up.
8. Not integrating with your CRM. The CRM is the lifeline of your sales cycle and every customer interaction should be recorded in it, including sales presentations. Your presentation software should be fully integrated with your CRM so sales reps can easily access information about it.
9. Not bringing a printed leave-behind. We’ve stressed the importance of a solid digital presentation, but the reality is when you score a face-to-face meeting, you need to have a printed, polished, professional leave-behind. It’ll be sure to float around the office and gives you a chance to impress multiple key stakeholders.
10. Not being prepared. We’ve saved the most obvious for last, but it’s important to call this out. Unfortunately, many sales reps become so caught up in creating the most beautifully designed presentation they forget what they are really there for. Don’t stress about presentation format but instead focus on how you want to lead the discussion and what questions you want to ask the prospect. Use a pre-determined master sales deck that’s easy to customize so you can spend less time creating slides and more time prepping for your presentation.