Tips for your Sales Force

10 Commandments of Sales Messaging

Commandment #6

Thou shalt occasionally leave the deck behind....

Generally speaking, clients shudder at the thought of having to sit through another deck/presentation.

DO SOMETHING RADICAL - LEAVE THE POWERPOINT BEHIND!

Align with the client ahead of time on the proposed agenda - you create the proposed topics and flow and share this with them ahead of time for their review and feedback.

Once the agenda has been confirmed, prepare for those points, but do it without a PowerPoint.

At the meeting, do intros, then let the client take the helm and talk about what's going on in their world. Stick to the predefined points, but have them start off the meeting, not you.

Actually look at your customers across the table - not at your deck or a screen; radical, I know!

I believe it was McKinsey that said to keep client presentation decks to less than 10 total pages, but I'd suggest trying no deck at all - let me know how it goes!

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