MAKE STRONG

SALES
PRESENTATIONS

ON TARGET

Discussion Agenda
Techniques
Strong Presentations
Lead to Success

ON TARGET

Introduction
In the age of
"Wow!" marketing
and advertising, it's
important to make
your presentation
unique and
audience focused.

A strong sales plan

presentation won't
ensure sales
success, but it
builds credibility
and support to
help you reach
sales objectives
and quotas.

ON TARGET

TECHNIQUES

ON TARGET

Techniques
Powerful
delivery!

S-S-S formula to
move listeners
to action

Needs and
Expectationsbased design

ON TARGET

1.0 Deliver your presentations with Power!

Visual
Gestures,
movement
and
expressions
make up 55%
of your
message

Vocal
How you SAY
the words
make up 38%
of your
message

Verbal
Your actual
word choice
makes up
just 7% of
your
message

ON TARGET

Non-Verbals
93% of the content of a
presentation is conveyed
nonverbally through visual
and vocal elements of the
presentation.

ON TARGET

Visual communication
Gestures can have a huge impact on
presentations success.

ON TARGET

Avoid the following gestures!

Parade Rest

Fig Leaf

Hands in
pocket

ON TARGET

Try these gestures instead

All of Us

We are
gathered

Open hand

ON TARGET

Vocal communication
How you present your sales plan is the second most
critical strategy for ensuring that your presentation
has an impact on listeners.

ON TARGET

Key aspects of your vocal approach include:

Boost
Volume

Speak loudly
enough so that
everyone can
hear your
message
Do not strain
your listeners.

Vary Pace

Vary Pitch

One of the
most powerful
yet overlooked
tools is silence.

Speak in your
normal vocal
range and
return to it
often, but

A pause can
be very
powerful.

don't let it be
the constant
pitch of your
presentation.

ON TARGET

Verbal communication
Choose your words carefully and avoid the temptation
of including fluff in your sales presentations

ON TARGET

Tips for making your words work for you:

Use Active
Voice
Makes sales
plan more
credible.

Active voice
communicates
your point
more
effectively.

Use Lists
and Bullets
Messages are
better retained
by listeners if
contents are
organized into
lists or key
points.

Avoid
Acronyms and
Jargons
Overuse will
smokescreen
your real sales
message.

ON TARGET

2.0 Design the presentation for your

listeners

3 Key Elements of
the Message that
must be considered
in designing the
presentation

What you want your

audience to do?
What do you want
your audience to
know?
What do you want
your audience to feel?

ON TARGET

3.0 Use the

S-S-S
Formula to
Move
Listeners to
Action

Summarize

Support

State

ON TARGET

STRONG PRESENTATIONS = SUCCESS

ON TARGET

Summary

A sales
presentation plan
should be well
thought out with
a balance of

hard data and

persuasion.

You should be
creative within
the guidelines of
your
organization's
culture and
style.

verbal
and nonverbal
techniques
Using both

while focusing on
what you want the
listeners to do,
know, and feel
helps ensure a
successful
outcome.

ON TARGET

Thank You
and Good Luck on your
forthcoming Sales Pitch