April 2011 archive

The Death of Sales by Putting Pretty Pictures in PowerPoint

Death by Powerpoint

Most PowerPoint and Keynote sales presentations suck (see “Why sales reps kill their customers with slideuments” article on Slideshare).  With 100 to 200 words per slide, these sales presentations use projectors to display texts meant to be read. This makes for lethal presentations, and is commonly referred to as “Death by PowerPoint”. A new trend …

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20 elements of effective sales presentation design

Death by Powerpoint

PowerPoint sales presentation : two bad trends Nowadays, sales reps appear to fall into one of two sales presentation trends, neither of which is optimal. Those who put excessive amounts of text in their PowerPoints: this is “Death of Sales by PowerPoint”!                 And those who replace text …

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What if NASA had not used PowerPoint in 2003?

Death by Powerpoint

Would the Space Shuttle Columbia disaster have been avoided? It has become popular to knock PowerPoint, especially the type of boring presentation that leads to Death by PowerPoint, where the sales rep scrolls through slide after slide that no-one can read but that serve as a prompter, each item marked by a bullet point from …

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15 minutes of infamy

15 mn of infamy - World has changed

Let’s go back in time to 1987… A quarter of a century ago already. Remember… Legendary dancer Fred Astaire died that year in Hollywood. “Star Trek: The Next Generation” made its debut on syndicated TV. “Platoon,” Paul Newman and Marlee Matlin were the winners at the 59th Academy Awards. The young Garry Kasparov beat Anatoly …

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PowerPoint 2010: Tired of dreadful arrows? Want to create sexy, good-looking arrows?

Sometimes, you’ll want to make arrows with a more dramatic, flowing effect, or a curved or tapered effect : In other words, a swoosh arrow. The good news is that PowerPoint 2010 makes this easy. This means that you should no longer use the PowerPoint default options, which are relatively dull : Sometimes these are …

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Perfect Sales Presentation vs. Effective Sales Presentation

Steve Jobs vc Bill Gates

There are two possible types of sales presentations: You can try to find the perfect presentation. The one that is just the right length, not too long and not too short, the one you will deliver flawlessly, without typos, every i dotted. All your arguments are carefully prepared, each word weighed for hours, the best …

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The 7 Best Books Now

Presentation Zen

Click on the ‘click to look inside’ icon to see an extract on Amazon.com    Naked Presenter Author: Garr Reynolds In his latest book, The Naked Presenter, Garr Reynolds talks about presenting naked, meaning the ability to communicate the essence of your message by stripping away all that is unnecessary. This type of presentation is …

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Solution Selling: how to do it in Powerpoint Sales presentations?

Solution selling by Steve Jobs

For the sales rep, the goal of the sale is for the client to buy his product or service. Before getting there, however, the sale often plays out on other levels: Imagine yourself as a homeopath, and a sales representative from an antibiotics laboratory pitches you… how effective would his arguments for the effectiveness of …

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There is no such thing as need selling.

risk selling - need selling

For the sales rep, the goal of the sale is for the client to buy his product or service. Before getting there, however, the sale often plays out on other levels: Imagine yourself as a computer reseller who sources from all the large international manufacturers, being pitched by a new, small, unknown manufacturer with no …

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Price Presentation in PowerPoint Sales Presentations

Steve Jobs Price presentation

Sales reps are forever learning to master price presentation techniques… and then forgetting them when they use PowerPoint. More specifically, as soon as sales reps start presenting price in PowerPoint, they do the opposite of what they have learned to master with sales techniques. PRICE PRESENTATION TECHNIQUES Any seasoned sales person has learned to master …

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