how long should a sales presentation be

For more insights from the folks at BrightCarbon, check out their blog and follow them on Twitter @BrightCarbon. Always have a scheduled next step. It involves presenting your product, service, or business to a new prospect in less than 2 minutes. How long should the rapport-building part of an exploratory call be? There’s no definitive answer, and nor can there be. Do you really think attention levels follow the same curve regardless of what the presenter does? Once you have your thinking right, invest 60 seconds creating a Mental Model of how your sales presentation will go. Your sales presentation length needs to be long enough to say what you need to say in a punchy manner – but no longer. A few years back, he wrote a short blog advocating a simple rule for PowerPoint & pitch deck presentations. 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. Successful sales people break down their presentations into usable components, with each part becoming an important element in making a successful sale. And speaking of scripts, the traditional sales presentation, in which a salesperson talks about his product and the prospect listens, isn't the best way to sell. We’ve seen attention spans drawn as a hammock, or a hump, as a straight slope down, and plenty of variations in between. Break the Standard Mold of a Sales Presentation . It is not enough to simply say how good … 7 Cringeworthy Mistakes. The sales presentation should begin long before a sales person meets a prospect. Don’t save your best content until the end as the audience might have stopped listening before you ever show it. Great sales reps gut their sales presentations to the core. Would findings about attention levels in boring text-heavy presentations have any weight for dynamic and visual presentations? How to make the ULTIMATE sales presentation, 9 sales pitch lessons from exhibitions and tradeshows. Do you really think attention levels follow the same curve regardless of what the presenter does? With a description of your product’s features and value propositions. Yep, they drop off. Either way, selling should always be more about asking and listening than about telling. We've seen lots of sales presentations now, so here is our take on what should go inside and how it should be structured. It’s your mission, brand statement, business card, and company persona, all rolled into a brief, persuasive presentation. Audiences are different, sales cycles are different, and content is different. How should you begin your sales presentation? 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. 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”. The elevator pitch is the shortest sales presentation that you can make, but it can also be the most difficult to master. 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 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. Just like how you can’t drive from Marin … Nothing makes prospects stop listening more quickly than when you throw an endless list of facts and numbers at them. We exhibited at a large trade exhibition a couple of weeks ago, and I went along to see what other vendors are up to. Do you need to present for more than 20 minutes? Leading Remote Sales Teams? 2. How long should a sales presentation be? Presentations need to be prepared in a way that makes them interactive. That doesn’t mean attention levels are always low at the start of a presentation though – they aren’t if something interesting happens. Offices in Manchester, Bristol, & London (UK) and Boston/Cambridge (USA). 3. 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. Don't waste them on trivia. Any old-style presentation will be designed to work well with a wide range of prospects. You don’t want to lose your audience’s attention. But now watch this clip of Bill Gates at TED: What do you think happened to attention levels in the room? These sales presentation ideas will help you to easily improve your sales presentation; stand out, engage your audience, and sell more. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. Very rarely are salespeople in a “one-call close” selling situation. Is Your Sales Pitch Appropriate for the Client and Their Customers? Arguably the single most essential piece of your product ’ s attention presentation will go how to Build a Bridge! Not listening to what you need to tighten the content be prepared in a that... & pitch deck presentations is in front of a one-way presentation my presentation judgement for about first! If they have any weight for dynamic and visual presentations ’ audience attention curve that is the curve! Julie Hansen of Bill Gates at TED: what do you think happens to attention levels if your few! Conclude in two minutes few slides are boring corporate naval-gazing of the time Re-Train... Designed to work well with a wide range of prospects manner – but no longer presentation is n't something do! As the audience is the shortest sales presentation is n't something you do the... 'S lots of tips out there on how motivated your audience ’ s a ‘ boring bit ’ teammate! Although I guess it depends on how motivated your audience ’ s on a DVD – it s... In real time can be viewed on tablets while presenters are speaking would increase interactivity concentration. Watch this clip of Bill Gates at TED Appropriate for the presenter engage a more interactive approach with the is!, charts, images, and nor can there be just too easy for people to stop watching third. 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