Selling with Pictures and Emotion
What makes a great sales presentation and what's the difference between a good presenter and poor presenter?Lets get crystal clear about the purpose of a sales presentation.
Here's my new definitiion, "the purpose of a sales presentation is to have the audience interact with both the presenter and the material to engage, transform and activate the audience to create change."
The best presenters successfully weave a story around the buyer's current condition... "what-is"; they engage emotions and lead the buyer to understand "what-could-be" as a result of using your products/services and conclude with a call to action or logical next steps.
Great presenters make the buyer the center of the story. Great presentations are delivered in a true dialogue with the audience....images and props serve as visual aids - where appropriate. It's not about Powerpoint slideshow technique or bullets.
Steve Jobs' 2007 iPhone announcement is continually referenced as an exemplar presentation. Steve uses emotion, humor and props as well as dramatic music.... his images are simple and powerful and add clarity and weight to the point he is making. His timing is perfect and he knows the material and this comes from rehearsing the presentation more than 20 times.
