Today I carefully read the article “PowerPoint Prowess: Using Presentations as a Solution” by Randy Lipson and Tina Teodorescu, and found it really useful to explore the presentation mind in conceptual view. Here I just show some great points, and please read the full article on http://www.presentations.com/msg/content_display/presentations/e3iecf92c658a0285cfc6fe71dde1f0a08b
Presentations are a critical part of successful selling, but they have to communicate to the customer’s mindset.
In sales, there is a lot of emphasis put on a salesperson’s PowerPoint prowess. Sales managers and those departments and individuals who are responsible for helping sales reps to be as successful as possible, often voice the need to “improve presentation skills” as a top priority. But this emphasis leads to a lot of pressure put on salespeople to be expert presenters, and often gives a false impression that a knock ‘em dead presentation is a rep’s key to success.
What ‘s Missing? The Solution Roadmap
The Keys to Building and Presenting Winning Presentations
• Base the presentation on the prospect’s needs and the best solution to meet those needs.
• Build trust to gain in-depth information.
• Confirm information with a letter of understanding before any presentations are made.