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HOT Topics Sales Tools Fundings

5 Appalling Sales Presentation Mistakes

Dec. 8, 2016

By ROSALIE BERG Strategic Vantage

1. Quickly dive into your speech
This might be one of the worst standard practices in business: salespeople start their meeting with introductions, proceed with a company overview and then dive into their sales pitch. By doing so, theyíve missed a huge opportunity to get to know the prospect. Instead, itís best to start with an open discussion, and end with a presentationónot the other way around.

The focus of a sales meeting should be on getting to know the prospect, their challenges and their goals. Only after asking a lot of questions and understanding the prospect should a salesperson talk about what they are selling.

2. Make a lackluster first impression
It seems like most companies expect their salespeople to be talented writers and artists, too. These poor salespeople go to see prospects armed with decks that are dull and unimpressive. From there, itís an uphill battle to win over the prospect. Why skimp on this very important detail? A great artist can create a killer presentation deck sure to wow every prospect you face. In fact, of all the marketing materials we create or edit, few are as critical as the sales deck.

3. Focus on canned features and benefits
Most salespeople think that talking about how great their company, product or service is will help them sell. But it wonít. Prospects donít buy products or services. They invest in answers to their problems. If you can show them how your product solves their challenges better than anyone elseís, youíll have a sale.

4. Give lengthy slide presentations
Some confuse Power Point slides with brochures. This is not the place for a dissertation. Todayís business executives are far too busy for long presentations. They want to get the key reasons why they should be interested and how much it will cost them.

5. Talk, talk, talk
Yes, this is a presentation, but it need not be a monologue. Ask your prospect questions and get their commentary during your presentation. Not only will it show your prospects you take interest in their thoughts, but it will help you tailor the presentation to their needs and keep them engaged.

Above all, donít underestimate the huge importance of a sharp looking sales deck. Work with a talented writer and artist to help you create it. Once youíve nailed it, youíll be able to customize it and impress prospects for months ahead. Need help? Just reach out to us at Info@StrategicVantage.com or call (305) 971-6239.

About the Author
Rosalie Berg is the president of Strategic Vantage, a marketing and public relations agency that specializes in the mortgage and financial services industries. Lenders, technology companies, service providers and start-ups count on Strategic Vantage to publicize their companies, write content and develop artwork for their websites, brochures, email marketing, advertising, exhibit booths, white papers and more.

Rosalie Berg can be reached at Info@StrategicVantage.com

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