I once sat through a real nightmare of a sales presentation.
Twelve years ago, I was working part-time at an electronics store when a surge protector manufacturer invited the whole staff to a sales presentation, in the hopes that the powers-that-be at the store would pick up and push their surge protector lineup. Later that day, arriving at the presentation – inside a hotel conference room, of course – we were “treated” to an endless barrage of smoke and mirrors, overt salesmanship, advertorial clichés, bland Power Point slides, and lousy “jokes.”
The presentation rattled on for about an hour. At some point, one of the presenters brought out a special device designed to convert AC line interference into sound – an effect that was ever so dramatically silenced by putting one of the surge protectors in the signal flow, of course. It was a neat demonstration, but it ignored the fact that, as the staff of an electronics store, everyone in the room was keenly aware that almost any household wire would act as an antenna, particularly when amplified with live current. The presenters even referred to the filtering as if it was some proprietary technology, never mind the fact that noise gating has been around for decades.
The problem was, the presentation wasted our time and insulted our intelligence. It went on and on, well beyond the time it really necessitated, and it came off, over all, as desperate.
For anyone needing to deliver a winning presentation, there is plenty to learn from unfortunate incidents like the one above. Ideally, you will avoid the cheesy pitfalls and problems that plagued those sales presenters.
Let us dig in to learn how you can deliver awesome sales presentations that focus on the customer – and that do not insult their intelligence.