Jean-François MESSIER

PowerPoint and sales: How to get the best out of the new technologies and make your presentations great. My approach to great sales presentations is based on three-pronged experience: - 30 years of experience in and passion for sales: 16 years of B2B, retail, and pharmaceutical laboratory sales, and 14 years of consulting at Mercuri International, where I have trained some 5,000 sales representatives, as well as over 500 sales management executives. - My experience with new technologies: As New Technologies Director for Mercuri International, I now travel to some 25 countries to implement the best that technology has to offer in terms of sales development. - The example of the world’s best communicators: Thanks to all those whose publications and presentations inspire me a little more each day: - Garr Reynolds: The master of modern communication, he has influenced me the most. An American living in Japan, he is an internationally-renowned communications expert and the creator of the most popular website on presentation design, He has also authored a book of the same name, as well as several other books. - Steve Jobs: It’s not his engineering skills that make him so indispensable for Apple … it’s his extraordinary ability to sell its products. Steve Jobs is one of the most captivating salesmen in the world. - Nancy Duarte heads Duarte Design, one of the largest design and woman owned firms in Silicon Valley. Her client list includes the largest Fortune-500 companies, such as Adobe, Cisco, Google and Hewlett-Packard. - Carmine Gallo is a communications coach who is passionate about the techniques Steve Jobs uses to captivate his audience. - Phil Waknell: Philippe Waknell is the founding co-director of Paris-based Ideas on Stage, one of France’s best presentation companies. His “Phil presents” blog is a marvel of inspiration, originality and simplicity. - Guy Kawasaki is an American born in Honolulu, Hawaii. Ex-Apple, he was one of the first directors of marketing at Apple, where his mission was to create a community of passionate users and defenders of the Apple brand. - Seth Godin was vice president of direct marketing at Yahoo. He has written twelve books that have been translated into over 30 languages. All were best sellers. American Way Magazine calls him “America’s Greatest Marketer”. - Olivia Mitchell is a presentation trainer based in Wellington, New Zealand. Her blog “Speaking about presenting” is a rich resource. - Hans Rosling, a professor of international health at Karolinska Institutet in Sweden, is the Zen master of presenting statistics when it comes to making sense and telling a story. - Doctor John Medina is a molecular biologist focused on the genes involved in brain development. He is the author of several books, including the New York Times bestseller Brain Rules, which decodes how the brain processes and assimilates information. - John Sweller is an Australian psychologist known for formulating the theory of cognitive load. He has authored over 80 scientific publications, mainly on cognitive factors, with specific emphasis on the implications of working memory limitations.

Most commented posts

  1. 10 Free image websites for Powerpoint sales presentations — 9 comments
  2. How to combine Shapes in Powerpoint 2010 to make original objects in your sales presentations — 6 comments
  3. 5 reasons why a written sales proposal is essential — 4 comments
  4. How to set-up your sales presentation and computer to use Presenter View — 4 comments
  5. PowerPoint 2010: Tired of dreadful arrows? Want to create sexy, good-looking arrows? — 4 comments

Author's posts

Add a dose of storytelling to your sales techniques

Sales techniques and storytelling

Storytelling is about using narrative devices in communication and sales techniques. It is of particular interest for sales presentations, because it will help you gain client buy-in for your product or company. Storytelling is used by most large multinationals, including the world’s most powerful brands, like Coca-Cola and Disney, who see it as a way …

Continue reading

Sales techniques and storytelling: conflict or no conflict? Offend some clients, or connect with none.

Usual sales techniques

Sales reps tend to use sales techniques that present the facts: the features of their company, product or service. Naturally, these sales techniques will also seek to present these features in an advantageous light, or with a positive spin. And they will omit anything that might involve conflict. For instance, when sales techniques are used …

Continue reading

Make compelling sales presentations by using “James Bond” flow

The current storytelling trend is based on a triad that I find particularly suitable for sales presentations. It can be applied to presentations very easily, and is what I use most often, because it adapts well to any sales situation. Step 1: Hook their attention Step 2: Spark the desire for change Step 3: Persuade …

Continue reading

sales techniques and storytelling in sales presentations: the antagonist

Sales techniques & antagonist

What are sales techniques for, and what’s the most important part of a sales presentation? Sales people tend to think that sales techniques are for convincing clients of the advantages of our product or solution, and that the most important part of the sales presentation is the part where we present our product or solution. …

Continue reading

Sales techniques: the difference between responding to needs and influencing

Sales techniques GPS

Every sales rep must decide between responding to needs and influencing when addressing a client’s request. And the sales rep must make this decision before preparing the sales presentation, because the sales techniques are not the same. They depend on the goal of the sales presentation: the sales rep must clarify what he or she …

Continue reading

Four types of slides for sales presentations

four types of slides for sales presentations

In sales, there are four good reasons to use slides. Your sales presentation will be more effective with slides than without them if you use them: To explain, i.e., to make clients understand you To prove, i.e., to make clients believe you To summarize, i.e., to make clients retain your key messages To influence, i.e., …

Continue reading

Storytelling applied to sales techniques: The hero and the villain. The good guy and the bad guy

Sales techniques and Storytelling

The question is, can storytelling principles be applied to sales techniques, starting with the concept of good and evil? In storytelling, the bad guy is a character, for the most part antagonistic, who embodies Evil, or at least acts like he does. He is generally fighting against the “good guy”. This concept of the antagonist …

Continue reading

How to Make Memorable Company Presentations

Company presentations & Steve Jobs

Let’s talk about company presentations for client meetings: the only reason for you to be presenting your company in a “live” meeting is if you have a complex offer or you need to identify the client’s needs and issues. Here I am first and foremost talking about this type of situation, but the approach would …

Continue reading

Sales presentation templates that kill sales techniques

PowerPoint templates that kill sales techniques

In this article about sales techniques, I am only referring to the templates used to create sales presentations for sales meetings, not templates for written presentations, which for the most part are suitable enough. With the growing use of computers, iPads and other tablets in sales, corporate communications departments felt compelled to impose the use …

Continue reading

Making pie charts in PowerPoint for sales presentations

Pie chart in sales presentations

The first article in this series described the four key principles for making high-impact charts for sales presentations. I used a sample bar chart to illustrate these four simple principles for optimizing a chart that is weak in terms of visual communication. In this article, we will look at the specifics of pie charts. Bar …

Continue reading

Load more