Do you need to present for more than 20 minutes? A lot of exhibitions are a desolate wasteland for exhibitors with nothing but tumbleweed and other vendors to stop the boredom. Get the customer to visualize themselves using the product. By choosing to keep their sales deck brief with only 6 slides, they were able to add more content inside of each slide. Yep, they drop off. Registered in England & Wales, Company Number 7869834. Often not. What do you think happens to attention levels if your first few slides are boring corporate naval-gazing of the most tedious kind? Look forward to working with you again soon. It involves presenting your product, service, or business to a new prospect in less than 2 minutes. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. More than the products or services you present, the PowerPoint deck you use and your manner of speaking should be relevant enough for the client to relate to and not be offended. How Can Sales Enablement Bounce Back from a Tough Q2? 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. Successful sales people break down their presentations into usable components, with each part becoming an important element in making a successful sale. Contently — How to Build A Strong Bridge, Brick By Brick. Every product or service is different - you need to customize your pitch. If anything, with a video presentation you have less time. There’s no definitive answer, and nor can there be. What do you think happens to attention levels if your first few slides are boring corporate naval-gazing of the most tedious kind? How would research into ‘natural’ attention levels even work? Read this article for everything you need to make the ultimate sales presentation. What do you think happened to attention levels in the room? There’s no definitive answer, and nor can there be. After sharing your presentation with prospects via a URL you’ll be able to … How would research into ‘natural’ attention levels even work? Would findings about attention levels in boring text-heavy presentations have any weight for dynamic and visual presentations? We’ve seen presentations that start with slides all about your company history, and structure, and key financials, and client logos. Keep sections relatively short and reasonably spaced – to ensure that attention levels don’t drop off too fast. This article was originally posted to BrightCarbon.com. What do you think? A big and sincere thanks for all of your superb help and effort in preparing such fantastic material and for all your excellent coaching tips. Keep sections relatively short and reasonably spaced – to ensure that attention levels don’t drop off too fast. There are places in the sales process where presenting can be necessary and there are the times when you get put in that situation before you are ready. You don’t want to lose your audience’s attention. As such, your 30-45 minute sales presentation should have between … If you think it does, you need to tighten the content. Simply tablets. It provides a starting point and context to have a conversation around, not a crux to coast through a generic pitch. Once you have your thinking right, invest 60 seconds creating a Mental Model of how your sales presentation will go. All of these graphics assume there’s a ‘fundamental’ audience attention curve that is the same from presentation to presentation. Would findings about attention levels in boring text-heavy presentations have any weight for dynamic and visual presentations? This is a guest post by my good friend and presentation specialist Julie Hansen. Instead of lecturing your audience for 20 or 30 minutes straight, have a conversation with them. While the number of slides may vary, we recommend targeting three minutes per slide. 19 minutes is probably more time than you have – or at least at the outer-limit. As tempting as it is to celebrate how awesome your business is in front of a group, you must fight the urge. So find a third party to blame – traditional vendors, the government, that sort of thing. All of these graphics assume there’s a ‘fundamental’ audience attention curve that is the same from presentation to presentation. A few years back, he wrote a short blog advocating a simple rule for PowerPoint & pitch deck presentations. Do you really think attention levels follow the same curve regardless of what the presenter does? © 2021 BrightCarbon. 3. Audiences are different, sales cycles are different, and content is different. Within presentations, a great way for the presenter engage a more interactive approach with the audience is the use of technology. Your sales presentation outline should have an opening that you can easily commit to memory: this is not a time to rely on cue cards. Your sales presentation length needs to be long enough to say what you need to say in a punchy manner – but no longer. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. Although I guess it depends on how motivated your audience is to watch in the first place. Thrown together at the last-minute, often your sales reps stand up in front of a sales presentation that's nothing more than a glorified page of notes. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. With a recap of your previous conversations, to make sure that you and your prospect have a shared understanding of what has previously been discussed. Offices in Manchester, Bristol, & London (UK) and Boston/Cambridge (USA). Using Time to Determine the Right Number of Slides Practice your presentation in front of a mirror … Announcing the 2020 SHARKIE Award Winners! Essentially, you want to cover your key messages in a compelling and persuasive way. How to make the ULTIMATE sales presentation, 9 sales pitch lessons from exhibitions and tradeshows. Opt for graphs, charts, images, and white space over text. Do you need to present for more than 20 minutes? Make sure they know you're open to -- in fact, welcome -- questions. The more words on the page, the more they're reading the text and not listening to what you're saying. Introducing a shared presentation which in real time can be viewed on tablets while presenters are speaking would increase interactivity and concentration span. Also visual storytelling for eLearning, infographics, and animations. Just like how you can’t drive from Marin … Join the BrightCarbon mailing list for monthly invites and resources. Most people will suspend judgement for about the first 90s, so it's important to use that time wisely. Whatever proposal you present will always affect your client and their customers, if they have any. If you’re not landing your sales pitches, keep this quote from investor Dina Routhier in mind: “The most common thing that pegs an entrepreneur as an amateur is when they come in and immediately start talking about their amazing new technology, and forget to start the discussion with, “What big problem in the market am I trying to solve?” If they don’t start with the problem, then I know they are green.” The same applies to sales. And speaking of scripts, the traditional sales presentation, in which a salesperson talks about his product and the prospect listens, isn't the best way to sell. Don’t save your best content until the end as the audience might have stopped listening before you ever show it. We've seen lots of sales presentations now, so here is our take on what should go inside and how it should be structured. With a short six slide long sales deck, Tumblr gets straight to the point of what in-stream ads mean and why brands should care. Perhaps the only thing to add is that when presenting the problems, it’s important to not sound like you are accusing prospects of being idiots. Your demo or presentation should be interactive. Making a sales presentation isn't something you do on the fly. Length: And if you really want to know how long a sales presentation should be, the right answer is probably as short as it can be to work. … I my idea is to break it thus: 12 minutes of presenting the problems, the implications of not solving them the right way, and then introduce our software product. Your sales deck should support your presentation. Particularly if it’s on a DVD – it’s just too easy for people to stop watching. 90 seconds equates to approximately 200 words. They stick to the 9 minute rule . Virtual Sellers, Don’t Do This! How long should a sales presentation be? Often not. You started with prospecting, moved into building rapport before identifying needs and delivering your presentation.Next, you moved on to overcoming objections before earning the right to close the sale or get the job. We’ve seen attention spans drawn as a hammock, or a hump, as a straight slope down, and plenty of variations in between. How should you begin your sales presentation? It’s your mission, brand statement, business card, and company persona, all rolled into a brief, persuasive presentation. If you think it does, you need to tighten the content. Create a picture in your mind of what you are going to say, the questions you will ask, the responses the prospect will have, and the questions you need to answer . This category includes determining long term strategies, deciding which customers to contact, and working on presentations. How long should a sales presentation be? Is Your Sales Pitch Appropriate for the Client and Their Customers? Rattling off a list of features and benefits isn’t engaging. It is not enough to simply say how good … You should have a long and short version of your sales presentation. There’s no definitive answer, and nor can there be. With a description of your product’s features and value propositions. Essentially, you want to cover your key messages in a compelling and persuasive way. Audiences are different, sales cycles are different, and content is different. What is a sales presentation, actually?Is it a 1 minute pitch on the elevator or an elaborate one hour display before a board of executives?Depending on your point of view, it can be both, or it can be none.Nowadays sales presentations not always take place in person, many are done remotely via Skype or similar means. We even have a good articleon this ourselves! Always have a scheduled next step. Very rarely are salespeople in a “one-call close” selling situation. Most sales reps spend about half of the time in this category, or 2 hours per week, planning their schedule and activities. It’s boring. Great sales reps gut their sales presentations to the core. Break the Standard Mold of a Sales Presentation . November 15, 2018 Editorial Staff Your teammate is prepping for a sales presentation and … Is It Time to Re-Train Reps on Your Sales Technology Toolset? Any old-style presentation will be designed to work well with a wide range of prospects. Essentially, you want to cover your key messages in a compelling and persuasive way. Many sales presentations go on for too long. More and more people have them. The total presentation should last about 30 mins (max) There are obviously times when you may need to break from this, these are meant more as general rules but the point is this; keep it concise and make sure to interact and explain the clips to players. A PowerPoint presentation design company. Tell a story. … He called it the 10/20/30 Rule of PowerPoint. For more insights from the folks at BrightCarbon, check out their blog and follow them on Twitter @BrightCarbon. Sell … The challenge of making an elevator pitch is to take all of the important information about your offering a… You don’t want to lose your audience’s attention. We exhibited at a large trade exhibition a couple of weeks ago, and I went along to see what other vendors are up to. Keep it customer-focused by underlining the benefits to your audience, and spelling out a clear action you would like them to take after the presentation. Don’t let your presentation have a ‘boring bit’. Then we cut to the real software screen cast and demonstrate it for 5 minutes, then recap and conclude in two minutes. Do you need to present for more than 20 minutes? Don’t save your best content until the end as the audience might have stopped listening before you ever show it. The basic structure you propose is what we would do. Interactivity works brilliantly to keep audiences engaged – consider building a visual conversation instead of a one-way presentation. Yep, they drop off. Interactivity works brilliantly to keep audiences engaged – consider building a visual conversation instead of a one-way presentation. That doesn’t mean attention levels are always low at the start of a presentation though – they aren’t if something interesting happens. There are many ways to pitch the same product - you should try out variations to find the b… The elevator pitch is the shortest sales presentation that you can make, but it can also be the most difficult to master. Your sales presentation length needs to be long enough to say what you need to say in a punchy manner – but no longer. But now watch this clip of Bill Gates at TED: What do you think happened to attention levels in the room? Always use a written presentation. Nothing makes prospects stop listening more quickly than when you throw an endless list of facts and numbers at them. Another hour is spent in presentation preparation and prospect research. This article is written with three big caveats: 1. One option is to have a 5-minute version and offer an extended 20-minute version for those who want it. Sales presentations are the cornerstone of many companies’ sales efforts, yet so often they aren’t given the time and attention they deserve. Many sales presentations go on for too long. Keep prospects … Many sales presentations go on for too long. But now watch this clip of Bill Gates at TED. We’ve seen presentations that start with slides all about your company history, and structure, and key financials, and client logos. Essentially, you want to cover your key messages in a compelling and persuasive way. Keep Them Trained & Ready, Activate Data-Driven Readiness with Scorecards, Aragon Research Globe™ for Sales Coaching and Learning, 2020, Sales Presentation Length: How to Keep the Audience Engaged. There’s no definitive answer, and nor can there be. How long should a sales presentation be? These sales presentation ideas will help you to easily improve your sales presentation; stand out, engage your audience, and sell more. The sales presentation should begin long before a sales person meets a prospect. Solidify next steps. 2. Use analytics to follow-up. Your sales pitch is arguably the single most essential piece of your sales process. A good sales presentation should be able to persuade, not merely to awe and entertain. Audiences are different, sales cycles are different, and content is different. Your goal is simple — to introduce your offering in a compelling way that makes the prospect interested in learning more. That doesn’t mean attention levels are always low at the start of a presentation though – they aren’t if something interesting happens. Organize your presentation’s structure. Sales presentations are important, but 1000s of people each day ignore the principles of sales presentation design and sales messaging and deliver material that is tired, ugly, and ineffective. Do you have experience with this and what has worked for you? This show was actually pretty busy though, and by walking around l think I managed to notice things companies were doing (right and wrong). Don’t go into your presentation blindly, that is, don’t just turn … There's lots of tips out there on how to give a great sales presentation. Leading Remote Sales Teams? The long version of your presentation should be approximately 30 to 45 minutes in length and should fill the majority of a 60 minute meeting that you might have with a buyer. You should target 2-3 slides per minute, and keep it to 9 minutes total to … How long should the rapport-building part of an exploratory call be? Don’t let your presentation have a ‘boring bit’. 7 Cringeworthy Mistakes. Many sales presentations go on for too long. Even if you’ve sold your prospect on your company or product, your job isn’t done … I know this is coming late, but we are working on a video presentation (to be packaged on DVD.) Make sure you check out her hit new book, Sales Presentations for Dummies In this insightful article Julie offers an insightful look into why sales presentations can be better and what you should be doing to move your presentations into the 21st century. Why Now Is the Time to Double-Down on Sales Training. Write out your sales presentation. Presentations need to be prepared in a way that makes them interactive. If you've done a good and thorough job during each of the previous steps, closing the sale may be easy. We’ve seen attention spans drawn as a hammock, or a hump, as a straight slope down, and plenty of variations in between. Audiences are different, sales cycles are different, and content is different. And if you really want to know how long a presentation should be, the right answer is probably “as short as it can be to work”. Do you really think attention levels follow the same curve regardless of what the presenter does? Don't waste them on trivia. According to the 10/20/30 rule: …a PowerPoint presentation should have ten slides, last no more than twenty minutes, and contain no font smaller than thirty points. Either way, selling should always be more about asking and listening than about telling. Save my name and email in this browser for the next time I comment. And if you really want to know how long a presentation should be, the right answer is probably “as short as it can be to work”. Advanced PowerPoint and presentation skills training. This doesn’t happen by magic. How long should a sales presentation be? But we often get asked, what should actually go in my presentation? Watch in the room spend about half of the time in this for. One-Call close ” selling situation would findings about attention levels in boring text-heavy presentations have any weight dynamic... In the room, Brick by Brick how good … always have a scheduled next step a Mental Model how. Able to add more content inside of each slide spend about half of the time to Re-Train reps your. Off too fast on your sales process sales process to introduce your in. Double-Down on sales Training this browser for the next time I comment well with a wide range prospects! Presentation ideas will help you to easily improve your sales presentation length needs be. Traditional vendors, the government, that is the same from presentation to presentation they were able add. As tempting as it is not enough to simply say how good … always have a next... 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At the outer-limit Enablement Bounce back from a Tough Q2, planning their schedule and activities Customers, if have.
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