Infographic 25

Sales Presentation Blueprint (Infographic + Step-by-Step Guide)

sales presentationLemme guess— you’re wondering how to put together a solid sales presentation that’ll close more deals.
Right?
Then, I’ve got a good news for you:
In today’s infographic and post, I’m going to show you exactly how to build breakthrough sales presentations that get your value proposition across, communicate a compelling message and convert more prospects into buyers.
But before we dig into that, there’s one tiny thing I want to get off the way real quick. It is CRUCIAL that you understand it before even thinking about ways to boost your sales presentation skills.



How to make a great sales presentation: the best sales advice you’ll hear today

If you’re serious about making some solid sales presentations that’ll help you generate more business, print the next sentence in your brain:
Nobody cares about you.
I repeat:
People care about what you can do for THEM.
They care about how you can solve THEIR problems.
They care about you helping THEM get more of what THEY want.
With that said, let’s move on to the meaty infographic. It breaks down the exact elements of a highly effective sales presentation.  Follow them, apply the action steps and you’ll be set to convey a compelling message that benefits to YOUR prospects and convert of them into clients.


The Anatomy of A Perfect Sales Presentation


Sales Presentation Infographic

 

Tweet this awesome infographic !

Tweet: Make a provocative statement to hook your audience and start your presentation with a bang! http://bit.ly/254Wk0t via @pptpop

Embed this infographic on your site (copy code below):

 

<p><a href=”http://www.pptpop.com/sales-presentation/”><img src=”http://www.pptpop.com/wp-content/uploads/2015/01/PPTPOP-Sales-Presentation-Infographic.jpeg” title=”The Anatomy of A Perfect Sales Presentation” alt=”The Anatomy of A Perfect Sales Presentation” width=”500″, border=”0″ /></a></p>




My take on this sales presentation infographic

Quick jump to sections:
The first secret, which isn’t really a secret, is to craft great cover slides. Lemme put it this way:
You only have one chance to make a first good impression.

Action steps

  1. Head over to this blog post. It lists 14 amazing free stock photo websites. Think: which image do I want to convey to my prospects and why? Do I want to show people’s faces (customers, team members), landscapes, buildings (e.g. for financial services).
  2. Open up 3-5 photo websites that fit your purpose. Select a few pictures, ask your colleagues which one they prefer and why. Pick the most popular.
  3. Add your headline. Target: make it crystal clear for your prospect what your sales deck is all about. For instance:
    ABC marketing helps you explode your traffic and sales with SEO
    XYZ services – how to engage with your customers way more effectively on social media
    Time: 15 minutes
Can you guess a simple way you can convert prospects into real clients?
It’s through your value proposition.
If you don’t create value and clearly communicate it, why would people to care about what you have to say and do business with you?
Your value proposition tells the reason why clients should turn to you over your competitors.
For instance:
shopify
Recommended Reading:

Action steps

  1. Identify exactly who your business is targeting (check out # 2 tip to learn how to do just that)
  2. List down the exact benefits and results your products/services provide to customers. Check out # 5 tip of this post to learn how to do it
  3. Put everything together using the VP formula:
    -> [product type] helps [target customers] to [result] -> [company] helps [target customers] with [service] so you can [result].
    For instance:
    Web-based software that helps the world’s best marketers to promote their products, services and content. Buzzsumo.
    Basecamp is the leading web-based project management and collaboration tool.
    Time: 30 minutes
Stories create “sticky” memories by attaching emotions to things that happen.
Communication expert Garr Reynolds says that the biggest element a story has is conflict (i.e. our expectations vs. cold reality).
The conflict could also be between what your clients couldn’t do before using your product… and what they can do now.
If you take a close look at Airbnb’s first pitch deck , there’s clearly a conflict between what the market is offering (standard hotels that leave you disconnected from the local culture) and what people are willing to do (book a room through a local host, become one, find cheaper, authentic accommodations).
The “cold reality” (what the market was offering BEFORE Airbnb came in):

airbnb business model

The “expectations” (what happens AFTER Airbnb arrives in the market):
airbnb-solution
According to psychology professor Robert Cialdini, we prefer to say yes to those we know and like.
It’s the liking principle: we like those who are similar to us, give us complements, and cooperate with us toward common goals.  So how do you apply that when it comes to talking about YOU? Well, to present your team, you could humanize qualities of managers and employees or emphasize on what your staff loves to do, etc.
Here is an example of Qunb team presentations that leverage the use of Cialdini’s liking principle:
Qunb
(Highly) Recommended Reading:

Action steps

  1. List down what makes your company, team and products special. Think:
    How do I like to present my company to people who don’t know us?
    What do our paying customers LOVE about us? (is it service, the team, the product, why, what specifically makes us special)
    DON’T SAY: Premium customer service.
    SAY: Any question? We’ll pick up the phone within 3 rings. That’s a promise.
  2. Time: 30 minutes

 

Not every business pitch presentation is about a problem that needs to be dealt with, but many are.
If you recall Airbnb’s first pitch deck example, you understand that the start up had deeply identified the pain points of its market before offering solutions that made sense. So, how do you identify the pain points of your clients?
Here are a few questions you want to answer:
  • What pain do you alleviate? (i.e. slow sales, bad operational efficiency, low online visibility, etc). You will then tie them to your solutions (point 5).
  • What are your customer’s top 3 priorities and challenges? (i.e. increase sales by x%…)
  • What are the top 3 success metrics they measure? (i.e. Google Analytics sessions, goal conversion rates…)
Recommended Reading:

Action steps

  1. List down the pain points of your customers. What do they struggle with (check tip # 3 to see lots of examples).
    For instance:
    Weight-loss programs that don’t work
    Not enough customers
  2. Transform these pain points into questions:
    Aren’t you tired of weight-loss programs that don’t work?
    How many customers are you losing every year because of your copy?
    Time: 30 minutes

 

Now that you’ve identified and listed your customer’s problems, you’re going to break them down into solutions (i.e. your product offerings). What you are going to do is package your offer in a way that shows how you solve your client problems and BENEFIT to them.
But not so fast…
People are often confused between features and benefits… and that’s why you might have heard once this random guy telling you:
Hey, I got a 15mbps high-speed internet that loads data at a phenomenal speed of 1.875 megabytes per second, isn’t that amazing?!!!!
Well, it might be. But guess what, many people have NO CLUE of what mbps is and how 1.875 megabytes can benefit to them. The mbps are features and features are things.
Benefits are what the results that come from doing these things. And that’s what you want to focus on when talking to your prospects.
features-v-benefits
 Client problem
 Product features
 Product benefits
Bad web browsing experience
15 mbps high-speed internet
Streaming videos without interruption
Low sales conversions after  meetings with prospects
A 20 slides deck compelling sales PowerPoint presentation
Impress customers, get your message and value proposition across, close the sale and stand out in a crowded market.
But hold your horses a minute…
I am not telling you to ERASE your product features from your slides and just focus on the benefits they bring. You have to find a right balance which is to show prospects HOW your offerings are going to help them accomplish something they want to.
Don’t expect them to know how good you are because they don’t, you have to show them.
For instance, let’s say you are a Conversion Optimization agency targeting e-commerce startups. Here’s how you could package your offer:
We provide an insanely detailed analytics health checkup to identify where your website is leaking money, create specific treatments and run optimization tests in order to help you increase your revenue.
Here’s how I recommend to package your offer on your sales presentation slides:
Deliverable [product + features]
Benefits [explain how your deliverable is going to help your client do something he wants to] .
Conversion optimization services (i.e. an insanely detailed web analytics health checkup)
We help you identify where your website is leaking money, create optimized treatments and run optimization tests in order to help you increase your revenue.
Online marketing services (i.e. SEO strategy)
We help you grow your website traffic so you can increase your online visibility / website rankings and generate more leads in an aggressive industry.
Have you noticed how it works?

Action steps

  1. List down the results your solutions provide to your customers. Do you help them….
    Look sexier –> fashion, muscle building programs
    Become richer –>wealth consultants
    More popular –> weight loss programs
    Be the first –> SEO services
    Make their life comfortable –> interior design
    Have more freedom –> project / team management software
    Save money –> insurance company
    etc…
  2. Use these formulas I used to build up this offerings package:
    We help you with <deliverable> so you can <benefits>.
    We provide <service name> to identify <problem>, <sub-service>, and run <other sub-service> in order to <benefit client cares about>.
    Tips: Be ultra specific (use numbers)
    For instance:
    We help you become  a top conversion optimizer in 3 months
    Time: 30 minutes

Tweet these sales deck action steps !

Tweet: Make a provocative statement to hook your audience and start your presentation with a bang! http://bit.ly/254Wk0t via @pptpop

 

Show your clients what you’re offering to do to help them achieve what they care about: be concrete (what you offer, to the point), specific (features) and provide value (benefits).
Of course, every company can pretend to have stellar products. But when it comes to making real sales, prospects will closely look at you. The proofs you’ll provide in your sales presentation are elements that must answer to this question:
Who the hell are you and why should I trust you?
According to Nielsen, testimonials & word of mouth are the driving force behind 20 to 50% of all purchasing decisions. That’s HUGE. To get customer testimonials, be creative. You can entice them to provide feedback on your website (via discounts, vouchers, contest to win “X”).
Here are other proofs you can include in your sales deck:
  • Expert quotes: what your industry key influencers have to say about <your industry>, <trends>, <products>, <you>.
  • Research data: check out .edu websites, magazines and research journals that release data, insights angled toward the market you are serving. Use the following search strings on Google: site: .edu + <keyword> or intitle: research journal + <keyword>.
  • Competitor analysis: are you better than your competition? You’d better be because your customers will compare you. You could make a table listing yours vs. your competitor’s key features and benefits in order to show how you are better than them.
  • Extra benefits: offer relevant proposals, money back guarantees…. to demonstrate that you’re SO confident about your products quality. If you don’t believe in it, why would others do?
Recommended Reading:

Action steps

  1. List down the extra benefits you can offer your customers to reduce friction (your job is to help them overcome that buying resistance addressing the typical fears driving it).
  2. Time: 30 minutes
A call to action is very similar to asking for the sale but in print form. A call to action is a simple command that directs customers to take some sort of action (buy, sign up, or start a free trial).
Create a sense of urgency
Get 50% off while supplies last!Limited-time offer! Buy now!Let us start working for you today
Offer a guarantee
Try risk-free for 30 days.
Money back / forever guarantee / free shipping
Return within 90 days for a full refund. No questions asked.
Make a compelling offer
Order today and get free shipping.Free delivery on orders over $X   Free installation included with all premium packages.
Order now &  get a free <product> valued at <price>
Recommended Reading:

Infographic resources

Conclusion on sales presentations

Creating a sales pitch presentation isn’t hard if you’re following a process.
What matters the most in your deck is your clients. You must deeply understand their pain points (problems) and aspirations (desires). It’s the key to package an irresistible offer that is concrete, measurable and valuable for them.  Pinpoint their burning desires, offer them deliverables that allow them to get the results they want, and you’ll be set to deliver a great sales deck that will help you generate more business.
Now, if you’re wondering how to deliver the amazing sales deck you’ve put together, head over to this post. I cover 50 insanely practical strategies that you can use to explode your presentation skills today.

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One more thing:

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