Dec 26, 2015
Victor Antonio• BSEE, MBA
• Product Manager
• Dir. Of Int’l Sales
• VP of Int’l Sales
• President of Global Sales
• CEO, High Tech Mfgr.
100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0
Ebbinghaus Memory CurveR
eten
tion
Time
24 Hours
30 Days
90%
75%
Reality15% of executives say a sales call added value and only 7% would
follow-up
Source: T. Reisterer & Forester
Create a Scenario
• Imagine you’ve been asked to give a 30 minute presentation on (fill in the blank)
• What is your objective (desired outcome)
• Who is in the audience (up to 3 Buyer Types)
Story Line
Exceptional Client Experience
24 HourCustomer
Service
Dedicated Agent
Monthly Onsite
Reviews
Story Line
Grab TheirAttention
AmplifyThe Pain
What’s the Impact
ProvideSolution
Contrast
InsightNew POV
Highlight a Problem
Quantify theProblem
A New and Better Way
Before | AfterGive an example
Share a story
Pattern Interrupts
• Story
• Question
• Visual (Image, Video, Graph)
• Study (Data)
• Exercise
• Quiz – Test
• Experiential
• Testimonial (written, graphic, video)
• Plan (strategy)
• Insight (New Point-of-View)
Best PresentationsAtt
entio
n
Time
80%
100%
QuestionStory
Data QuestionStory
ExerciseVisual
PlanStoryVideo
Audience Profiles
WhoMotivations (Why
buy)Objections (Why not)
Executive
- Expand marketshare- Increase stock value- Impress board members
- Too aggressive- Too complex- Too much time to implement
Financial
Technical
User
Lines of Thinking
• Group 1: Think of an answer
• Group 2: Magic pad
• Group 3: Write it down
Source: Morton Deutsch & Harold Gerard
Rule of Consistency
Group 1 Thought about the answer
Group 2 Wrote it on a ‘Magic Pad’
Group 3Write answer, Signed it,
and handed it in.
Audience Profiles
WhoMotivations (Why
buy)Objections (Why not)
Executive
- Expand marketshare- Increase stock value- Impress board members
- Too aggressive- Too complex- Too much time to implement
Financial
Technical
User
Response BlockingObjection Raise Objection Offer to Resolve Demonstrate Tie-Down
Software is too
complicated; I’m a
technophobe
“Many of our existing
clients think our software is hard to use
and I understand.”
“Let me show you
how easy it is to use that even you’ll
agree a technophobe
such as yourself
could use it.”
Show and Tell “Based on what I’ve
shown you, do you think you could do
it yourself with a little practice and
support?”
Persuasive Presentation
• Step 1: List expected objections
• Step 2: Use the Response Blocking structure to develop your script
• Step 3: Build your slide presentation accordingly