Killer Presentations

1. Killer Presentations

4. Killer Presentations Killer presentations are designed to move prospects up the Sales Ladder. They make tangible your primary sales objective � to get results for your customers. They make tangible of your primary sales strategy � to sell solutions to your customers� problems. They are the record of your promise to your customers.

5. Killer Presentations The best way �to create a differential competitive advantage for your product with an overwhelming weight of evidence� is to demonstrate how your proposal solves your customers� problems. The best way �to create value for your product� is to demonstrate how your solutions benefit your customers.

6. Killer Presentations Before you create a presentation, you must define the objectives of the presentation. Create value for your company (a GP, e.g.) Never an �introduction,� which is just a list of features. �We�re number one� never sold anything. Propose specific solutions. Lay out deal terms prior to negotiation. Close a deal.

7. Preparation Who Where Intimate space if possible When How See Media Selling, 4th edition, Chapter 11.

8. Preparation Rehearsal Practice, practice, practice Know your subject thoroughly Understand your audience Effective room setup Understand the dos and don�ts of kinesthetic speaking�

9. Kinesthetic Speaking* Do� Identify individuals who can serve as proxies for the whole audience. Vary the distance between yourself and the audience, moving into the personal space of proxies to recount an anecdote or to make a plea. Ensure that your physical moves are in harmony with your verbal message. Prepare your own presentations so your physical moves don�t betray inauthentic content. Read and respond to the nonverbal cues of audience members.

10. Don�t� Speak generally to the entire audience for long periods. Repeatedly move back and forth between podium or slide projector and the screen. Turn away from the audience to cue up your next slide while speaking. Fidget away your nervous energy. Count on the audience remembering more than one or two of your main points.

11. Structure of Oral Presentations Open Dramatic � mention the theme Mention time frame How to handle questions Main body of content � tell stories, don�t read the slides. Summary Conclusion and next steps Ratchet up your passion in the conclusion. Next steps is your close.

12. Debrief You learn more from your losses than from your wins

13. Killer Presentations First slide with company�s name, logo, and a catchy theme that communicates that you understand its challenges and suggests a partnership. Second slide with a concise Introduction which includes a statement of the purpose of the presentation. Next, a list of Agenda items or a Table of Contents

14. A list of the prospect's marketing and advertising goals A list of the prospect's challenges in achieving those goals A statement of the prospect's current strategy in achieving marketing and advertising goals (differentiation, focus, low-cost producer, e.g.) A description of the prospect's primary customers/target audience

15. An identification of opportunities that are solutions to the prospect's problems and challenges Present the advantages of your solution over your competition, but don't knock the competition. Present the benefits of your solutions (schedules, campaigns, packages, etc.) to the prospect's challenges.

16. Show specifically how the solutions and recommendations will make their business more profitable. Use an ROI analysis if appropriate. Show relevant success stories and case studies from similar customers as proof of your ability to perform and get results. Show terms and conditions if they are different from standard terms and conditions in your medium.

17. A concise Summary of the main benefits and solutions A Conclusion or Next Steps, both for you and for prospects to implement the proposal and/or to advance the partnership, which is a call for action or commitment An Appendix containing numbers and supporting information