Subscribe to Our Blog

Your email:

Sales and Marketing Alignment eBook

SMA eBook iconSalespeople are struggling to effectively engage buyers across the buying cycle from after they say hello. This eBook applies a new content delivery platfrom to assist in the message capture and delivery process.

The Quick and the Dead

An inbound lead is as cold as a mother-in-law's kiss after 1 hour.
Responsiveness is the new competitive advantage in selling. Download the WittyParrot eBook to learn how.

speed in sales

Connect on Social Media

Sales and Marketing Performance Blog

Current Articles | RSS Feed RSS Feed

A Guide to Creating Engaging Powerpoint Sales Presentations

  
  
  
Recently I posted a question on a LinkedIn forum eliciting ideas for best-practices in PowerPoint presentations for an upcoming client project.

This was as a result of reading Seth Godin's blog-post on "PowerPoint makes us stupid - these bullets can kill", which led to an older post entitled Really Bad PowerPoint.

I didn't get much of a response to my request for ideas on PowerPoint best-practices, so I did some research of my own and came up with my own idea of what a best practices PowerPoint sales presentation should look like.

The following ideas combine to form the structure of my best-practices PowerPoint sales presentation and if you like it, please leave a comment and share it with friends. If you dont like it, I'm interested in why not.

1. I used MindManager from Mindjet to create the mind-map and story-board and highly recommend this extremely useful tool to create new ideas either individually or collaboratively.
2. I used the 4-MAT system developed by Bernice McCarthy for presenting the information in a way that is proven to create 4-MAT cycleunderstanding for all learning preferences.
  • 4-MAT is powerful for conveying new ideas in training, presentation environments and in teaching all ages and we use it to present our Selling in the Internet Age training and ELearning materials
  • If you are not using 4-MAT for your presentations, then I recommend you investigate this method. (If you find anything better, please leave a comment)
  • 4-Mat answers the How, When Why and What-if questions in a logical order to engage, inform, extend and refine conceptual understanding.
3. The presentation uses the Buyer Persona from the Buyer Relevant Messaging and Messaging Architecture to engage the buyer around their issues. This creates PowerPoint sales presentations consistent with the Website message and with the conversations sales people are having with buyers.

4. The salesperson expresses an opinion very early in the I.M.P.A.C.T buying cycle to initiate the buyer-seller engagement and create opportunity in a Value-created Selling (consultative selling) approach. 

5. In this approach we do not present the relevant product features and capabilities of our solution until we have created emotional engagement. 

6. If you can't tell your story in under 20 slides then you have work to do to create clarity and distill your message. Try to remember slides are visual aids, not a crutch; we are not training, we are selling. It's up to the presenter to know the script and to bring the images and story to life. A great presenter engages the buyer emotionally at the outset through expressing an informed opinion and asking questions and brings them on the journey as you relate your solution.

7. Remember Seth's rules, pictures convey emotions and engage the imagination, bullets can kill.

8. Finally, can you present without using Powerpoint, using a flip-chart, visual confection, the back of a napkin or some other presentation medium or tools suggested in the comments below. 


Comments

Mark:  
Nice article. I am a mindmap fan as well for many purposes, but admit I have not planned my PPT with it. I shall moving forward. I am also a fan of the three bullet rule for an slide in the deck. I believe that slides should be prompters for the voice over, not scripts. 
Best, 
Ed
Posted @ Wednesday, May 05, 2010 8:41 AM by Ed Callahan, Jr.
Hi Mark,  
 
 
 
Good tips, thanks for sharing. 
 
 
 
Also, I find that sometimes doing it without a ppt achieves very good results. 
 
 
 
Cheers, 
 
Ami
Posted @ Wednesday, May 05, 2010 9:36 AM by Ami Gal
Hi Ami, Nancy,  
Ed, thanks to you all for reading my article and leaving your comments.  
 
I agree Ami, a passionate speaker and a white board will normally trump a .ppt. 
All the best, 
Mark
Posted @ Monday, May 10, 2010 1:34 AM by Mark Gibson
Mark, 
 
thanks. This is the best succinct overview I have seen (after reading numerous books, blogs and 10+ years consultative selling experience). And more great content on your site, I am impressed. 
 
Vincent 
 
PS If you don't know him yet (I guess you do), you might like Andrew Abela, http://extremepresentation.typepad.com/
Posted @ Tuesday, May 11, 2010 4:07 PM by Vincent van der Lubbe
Thank you for your comment Vincent. I found a great resource on all aspects of presenting and recommend that you take a look, loads of good stuff and a focus on .ppt. 
http://www.speakingaboutpresenting.com/ 
 
All the best, 
Mark
Posted @ Wednesday, May 12, 2010 4:03 AM by Mark Gibson
Comments have been closed for this article.