If your prospect had a remote, would he be tempted to change the channel on your presentation or demo? That’s a tough question to ask yourself, but given the number of choices today’s buyers have and the demands on their attention, you need to take a hard look at just how compelling your presentation or demo is to your audience.
The bar has been raised. And if you haven’t raised your presentation game with it, you’re going to get left behind. We live in a time where most people have been exposed to hundreds, maybe thousands of presentations. Showing up and walking through a slide deck and parading our your features and benefits like salespeople have been doing for decades, is not going to help you win deals.
Today’s presentations have to be better than average, they have to be compelling in order to break through the clutter, stand out from the competition, and move buyers to the next step in the sales cycle. And by compelling I’m not talking about slides, or templates or platforms, but rather great substance, structure and delivery. The elements that make your prospect say, “Wow, they really understand us.” And that, my sales friends, is compelling.
If you’re uncertain whether your presentation is compelling or not, shoot me an email and let’s talk. Don’t wait to find out until your prospect changes the channel from you…to your competition.