Monday, October 11, 2010

No Fluff Please

from my email:

Daily Sales Tip: Focus on Substance, Not Style

At some point, most salespeople have heard a prospect say, "Your presentation was great, but I think we're going to hold off for the time being."

While a reaction like that could be due to any number of factors, it sometimes occurs because a presentation relies too heavily on visuals and not enough on driving home key selling points.

Modern resources like PowerPoint and Office Impress are ideal for creating presentations with dynamic graphics and strong bullet points.

But relying on that type of resource too heavily can actually take away from the overall presentation.

Determine what your key selling points are first, then consider whether PowerPoint slides or other visual aids can actually serve to strengthen those points.

Source: Based in part on "Top Ten Reasons Your Presentation Stinks," an article by sales author Geoffrey James

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