Why do salespeople Why do salespeople Why do salespeople Why do salespeople kill kill kill kill kill kill kill kill their customers their customers their customers their customers slideumentation slideumentation slideumentation slideumentation with with with with
Sales people during their sales meetings use computer-based sales presentations, following their companies’ guidelines, which will be then printed in written “sales proposal” documents. These presentations are supposed to serve both as projected visuals and as stand-alone written proposal do actually nothing properly. How would it be possible to do efficient sales presentations and efficient sales proposals?
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Why do salespeopleWhy do salespeopleWhy do salespeopleWhy do salespeople
killkillkillkillkillkillkillkill
their customerstheir customerstheir customerstheir customers
Many sales people Many sales people Many sales people Many sales people during their sales meetings… during their sales meetings… during their sales meetings… during their sales meetings…
use use use use computercomputercomputercomputer----basedbasedbasedbasedsales sales sales sales presentationspresentationspresentationspresentations
Doing their best to follow their
companies' PowerPoint guidelines
Don’t forget : Logo is
mandatory on every slide !
� uniform PowerPoint guidelines� with useless and boring bullet points� ugly layout� based on the worst of PowerPoint (or Keynote)
� with sub-bullet points to make it clear� and fonts so small that no one can read� with 200 words per slide (*)
these documents these documents these documents these documents
supposed supposed supposed supposed to serve both to serve both to serve both to serve both
as as as as projected visuals projected visuals projected visuals projected visuals as as as as projected visuals projected visuals projected visuals projected visuals and as standand as standand as standand as stand----alone alone alone alone
written proposalswritten proposalswritten proposalswritten proposals
1rst key point
� Salespeople tend to put every word they are going to say on their PowerPoint slides.
�Although this � eliminates the need to memorize their talk, � ultimately this makes their slides � crowded, wordy, and boring.
� They loose their customer's attention before they even reach the bottom of their first slide.
2nd key point�uniform PowerPoint guidelines�supposed to be submitted in advance…�… far in advance of the meeting.�supposed to be submitted in advance…�… far in advance of the meeting.�with useless and boring bullet points�Ugly layout� based on the worst of PowerPoint (or Keynotes)
�With sub-bullet points to make it clear�And fonts so small that no one can read�With 200 words per slide (*)
documentation. documentation. documentation. documentation. makes makes makes makes
badbadbadbadKey points
�Big typeface size as if it were a book for kids. In this case : an ulgy book for kids.�Too many pages because of big typeface size�Tiring to read because of landscape orientation : written documents made to be read as newspaper are based on a portait format, with tight columns, so that portait format, with tight columns, so that your eyes don’t need to go from the very left hand side of each page towards its very right hand side
No customer likesNo customer likesNo customer likesNo customer likes
slideumentslideumentslideumentslideumentIt isn't effective, It isn't effective, It isn't effective, It isn't effective,
it isn't efficient, it isn't efficient, it isn't efficient, it isn't efficient, it isn't efficient, it isn't efficient, it isn't efficient, it isn't efficient, and it isn't pretty.and it isn't pretty.and it isn't pretty.and it isn't pretty.
their presentationstheir presentationstheir presentationstheir presentations boringboringboringboringmakingmakingmakingmaking
Salespeople tend to put every word they are going to say on their PowerPoint slides. Although this eliminates the need to memorize their talk, ultimately this makes their slides crowded, wordy, and boring. They lose their customer's attention before they even reach boring. They lose their customer's attention before they even reach the bottom of their first slide.
�Big typeface size as if it were a book for kids. In this case : an ulgy book for kids.�Too many pages because of big typeface size�Tiring to read because of landscapeorientation : written documents made to be read as newspaper are based on a portait format, with tight columns, so that
Slides ?!
portait format, with tight columns, so thatyour eyes don’t need to go from the very left hand side of each page towards its very right hand side
AcknowledgmentsAcknowledgmentsI'd like to thank Garr Reynolds. He did nothing directly regarding these slides, he didn’t help… However this slideshow would not have been possible three years ago before discovering Garr Reynolds’s website and publications.It’s a long journey to get the best of Garr Reynolds’s provocative mix of illumination inspiration, education, and guidance. It may change much more than presentations : it may change the speaker himself, it changed myself. Thanks for this, Garr.
Even they have nothing to do directly with this slideshow, I’d like to thank the “rest of the band” I discovered through Garr Reynolds ; thanks for inspiring me every day with your publications and presentations : Nancy Duarte, Carmine Gallo, Seth Godin, Steve Jobs, Guy Kawasaki, Don McMillan, Dr John Medina, Hans Rosling, John Sweller...Photo CreditiStockphoto.com