Thrown together at the last-minute, often your sales reps stand up in front of a sales presentation that's nothing more than a glorified page of notes. What do you think? One option is to have a 5-minute version and offer an extended 20-minute version for those who want it. That doesn’t mean attention levels are always low at the start of a presentation though – they aren’t if something interesting happens. Instead of lecturing your audience for 20 or 30 minutes straight, have a conversation with them. Audiences are different, sales cycles are different, and content is different. And speaking of scripts, the traditional sales presentation, in which a salesperson talks about his product and the prospect listens, isn't the best way to sell. Most people will suspend judgement for about the first 90s, so it's important to use that time wisely. Audiences are different, sales cycles are different, and content is different. Don’t go into your presentation blindly, that is, don’t just turn … Rattling off a list of features and benefits isn’t engaging. This is a guest post by my good friend and presentation specialist Julie Hansen. How long should a sales presentation be? Every product or service is different - you need to customize your pitch. I my idea is to break it thus: 12 minutes of presenting the problems, the implications of not solving them the right way, and then introduce our software product. You started with prospecting, moved into building rapport before identifying needs and delivering your presentation.Next, you moved on to overcoming objections before earning the right to close the sale or get the job. Keep sections relatively short and reasonably spaced – to ensure that attention levels don’t drop off too fast. Write out your sales presentation. We've seen lots of sales presentations now, so here is our take on what should go inside and how it should be structured. How long should the rapport-building part of an exploratory call be? The sales presentation should begin long before a sales person meets a prospect. How long should a sales presentation be? The total presentation should last about 30 mins (max) There are obviously times when you may need to break from this, these are meant more as general rules but the point is this; keep it concise and make sure to interact and explain the clips to players. … The basic structure you propose is what we would do. Any old-style presentation will be designed to work well with a wide range of prospects. Many sales presentations go on for too long. But now watch this clip of Bill Gates at TED. 7 Cringeworthy Mistakes. Particularly if it’s on a DVD – it’s just too easy for people to stop watching. That doesn’t mean attention levels are always low at the start of a presentation though – they aren’t if something interesting happens. A lot of exhibitions are a desolate wasteland for exhibitors with nothing but tumbleweed and other vendors to stop the boredom. You should have a long and short version of your sales presentation. They stick to the 9 minute rule . How would research into ‘natural’ attention levels even work? Many sales presentations go on for too long. Do you have experience with this and what has worked for you? Your sales presentation length needs to be long enough to say what you need to say in a punchy manner – but no longer. Do you need to present for more than 20 minutes? Always have a scheduled next step. Do you need to present for more than 20 minutes? Do you really think attention levels follow the same curve regardless of what the presenter does? It’s your mission, brand statement, business card, and company persona, all rolled into a brief, persuasive presentation. Would findings about attention levels in boring text-heavy presentations have any weight for dynamic and visual presentations? Save my name and email in this browser for the next time I comment. There’s no definitive answer, and nor can there be. Your sales presentation outline should have an opening that you can easily commit to memory: this is not a time to rely on cue cards. It is not enough to simply say how good … All of these graphics assume there’s a ‘fundamental’ audience attention curve that is the same from presentation to presentation. Essentially, you want to cover your key messages in a compelling and persuasive way. After sharing your presentation with prospects via a URL you’ll be able to … Whatever proposal you present will always affect your client and their customers, if they have any. And if you really want to know how long a presentation should be, the right answer is probably “as short as it can be to work”. There are many ways to pitch the same product - you should try out variations to find the b… Within presentations, a great way for the presenter engage a more interactive approach with the audience is the use of technology. Also visual storytelling for eLearning, infographics, and animations. This category includes determining long term strategies, deciding which customers to contact, and working on presentations. There’s no definitive answer, and nor can there be. Essentially, you want to cover your key messages in a compelling and persuasive way. A good sales presentation should be able to persuade, not merely to awe and entertain. Offices in Manchester, Bristol, & London (UK) and Boston/Cambridge (USA). We’ve seen presentations that start with slides all about your company history, and structure, and key financials, and client logos. Most sales reps spend about half of the time in this category, or 2 hours per week, planning their schedule and activities. Presentations need to be prepared in a way that makes them interactive. The elevator pitch is the shortest sales presentation that you can make, but it can also be the most difficult to master. We even have a good articleon this ourselves! Once you have your thinking right, invest 60 seconds creating a Mental Model of how your sales presentation will go. Nothing makes prospects stop listening more quickly than when you throw an endless list of facts and numbers at them. If you think it does, you need to tighten the content. Successful sales people break down their presentations into usable components, with each part becoming an important element in making a successful sale. Don’t save your best content until the end as the audience might have stopped listening before you ever show it. Many sales presentations go on for too long. Solidify next steps. Read this article for everything you need to make the ultimate sales presentation. We’ve seen attention spans drawn as a hammock, or a hump, as a straight slope down, and plenty of variations in between. How long should a sales presentation be? Then we cut to the real software screen cast and demonstrate it for 5 minutes, then recap and conclude in two minutes. How would research into ‘natural’ attention levels even work? We’ve seen attention spans drawn as a hammock, or a hump, as a straight slope down, and plenty of variations in between. How Can Sales Enablement Bounce Back from a Tough Q2? Sales presentations are important, but 1000s of people each day ignore the principles of sales presentation design and sales messaging and deliver material that is tired, ugly, and ineffective. Interactivity works brilliantly to keep audiences engaged – consider building a visual conversation instead of a one-way presentation. Organize your presentation’s structure. As such, your 30-45 minute sales presentation should have between … He called it the 10/20/30 Rule of PowerPoint. Length: And if you really want to know how long a sales presentation should be, the right answer is probably as short as it can be to work. If anything, with a video presentation you have less time. Do you need to present for more than 20 minutes? Sell … There are places in the sales process where presenting can be necessary and there are the times when you get put in that situation before you are ready. Virtual Sellers, Don’t Do This! Break the Standard Mold of a Sales Presentation . Perhaps the only thing to add is that when presenting the problems, it’s important to not sound like you are accusing prospects of being idiots. Interactivity works brilliantly to keep audiences engaged – consider building a visual conversation instead of a one-way presentation. Your goal is simple — to introduce your offering in a compelling way that makes the prospect interested in learning more. I know this is coming late, but we are working on a video presentation (to be packaged on DVD.) Get the customer to visualize themselves using the product. Essentially, you want to cover your key messages in a compelling and persuasive way. Don’t let your presentation have a ‘boring bit’. Often not. Keep it customer-focused by underlining the benefits to your audience, and spelling out a clear action you would like them to take after the presentation. There’s no definitive answer, and nor can there be. How long should a sales presentation be? November 15, 2018 Editorial Staff Your teammate is prepping for a sales presentation and … Create a picture in your mind of what you are going to say, the questions you will ask, the responses the prospect will have, and the questions you need to answer . Often not. Registered in England & Wales, Company Number 7869834. We exhibited at a large trade exhibition a couple of weeks ago, and I went along to see what other vendors are up to. For more insights from the folks at BrightCarbon, check out their blog and follow them on Twitter @BrightCarbon. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. Would findings about attention levels in boring text-heavy presentations have any weight for dynamic and visual presentations? Make sure they know you're open to -- in fact, welcome -- questions. It’s boring. 3. 90 seconds equates to approximately 200 words. Many sales presentations go on for too long. A big and sincere thanks for all of your superb help and effort in preparing such fantastic material and for all your excellent coaching tips. But now watch this clip of Bill Gates at TED: What do you think happened to attention levels in the room? It involves presenting your product, service, or business to a new prospect in less than 2 minutes. Yep, they drop off. Contently — How to Build A Strong Bridge, Brick By Brick. We’ve seen presentations that start with slides all about your company history, and structure, and key financials, and client logos. What do you think happened to attention levels in the room? Even if you’ve sold your prospect on your company or product, your job isn’t done … If you think it does, you need to tighten the content. Essentially, you want to cover your key messages in a compelling and persuasive way. Don’t save your best content until the end as the audience might have stopped listening before you ever show it. Using Time to Determine the Right Number of Slides Practice your presentation in front of a mirror … Your sales pitch is arguably the single most essential piece of your sales process. By choosing to keep their sales deck brief with only 6 slides, they were able to add more content inside of each slide. Another hour is spent in presentation preparation and prospect research. And if you really want to know how long a presentation should be, the right answer is probably “as short as it can be to work”. How should you begin your sales presentation? Introducing a shared presentation which in real time can be viewed on tablets while presenters are speaking would increase interactivity and concentration span. Is Your Sales Pitch Appropriate for the Client and Their Customers? Although I guess it depends on how motivated your audience is to watch in the first place. With a description of your product’s features and value propositions. Use analytics to follow-up. Very rarely are salespeople in a “one-call close” selling situation. 2. But we often get asked, what should actually go in my presentation? If you've done a good and thorough job during each of the previous steps, closing the sale may be easy. So find a third party to blame – traditional vendors, the government, that sort of thing. According to the 10/20/30 rule: …a PowerPoint presentation should have ten slides, last no more than twenty minutes, and contain no font smaller than thirty points. Tell a story. Why Now Is the Time to Double-Down on Sales Training. Just like how you can’t drive from Marin … The long version of your presentation should be approximately 30 to 45 minutes in length and should fill the majority of a 60 minute meeting that you might have with a buyer. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. Make sure you check out her hit new book, Sales Presentations for Dummies In this insightful article Julie offers an insightful look into why sales presentations can be better and what you should be doing to move your presentations into the 21st century. All of these graphics assume there’s a ‘fundamental’ audience attention curve that is the same from presentation to presentation. Don’t let your presentation have a ‘boring bit’. More and more people have them. Opt for graphs, charts, images, and white space over text. 19 minutes is probably more time than you have – or at least at the outer-limit. A PowerPoint presentation design company. Audiences are different, sales cycles are different, and content is different. Your demo or presentation should be interactive. … The challenge of making an elevator pitch is to take all of the important information about your offering a… These sales presentation ideas will help you to easily improve your sales presentation; stand out, engage your audience, and sell more. Keep Them Trained & Ready, Activate Data-Driven Readiness with Scorecards, Aragon Research Globe™ for Sales Coaching and Learning, 2020, Sales Presentation Length: How to Keep the Audience Engaged. This doesn’t happen by magic. Look forward to working with you again soon. What is a sales presentation, actually?Is it a 1 minute pitch on the elevator or an elaborate one hour display before a board of executives?Depending on your point of view, it can be both, or it can be none.Nowadays sales presentations not always take place in person, many are done remotely via Skype or similar means. Do you really think attention levels follow the same curve regardless of what the presenter does? While the number of slides may vary, we recommend targeting three minutes per slide. You don’t want to lose your audience’s attention. Don't waste them on trivia. There’s no definitive answer, and nor can there be. Announcing the 2020 SHARKIE Award Winners! Simply tablets. Your sales deck should support your presentation. How to make the ULTIMATE sales presentation, 9 sales pitch lessons from exhibitions and tradeshows. Great sales reps gut their sales presentations to the core. You don’t want to lose your audience’s attention. With a short six slide long sales deck, Tumblr gets straight to the point of what in-stream ads mean and why brands should care. Always use a written presentation. Either way, selling should always be more about asking and listening than about telling. The more words on the page, the more they're reading the text and not listening to what you're saying. Keep sections relatively short and reasonably spaced – to ensure that attention levels don’t drop off too fast. Sales presentations are the cornerstone of many companies’ sales efforts, yet so often they aren’t given the time and attention they deserve. Yep, they drop off. If you’re not landing your sales pitches, keep this quote from investor Dina Routhier in mind: “The most common thing that pegs an entrepreneur as an amateur is when they come in and immediately start talking about their amazing new technology, and forget to start the discussion with, “What big problem in the market am I trying to solve?” If they don’t start with the problem, then I know they are green.” The same applies to sales. A few years back, he wrote a short blog advocating a simple rule for PowerPoint & pitch deck presentations. More than the products or services you present, the PowerPoint deck you use and your manner of speaking should be relevant enough for the client to relate to and not be offended. Is It Time to Re-Train Reps on Your Sales Technology Toolset? This article is written with three big caveats: 1. There's lots of tips out there on how to give a great sales presentation. With a recap of your previous conversations, to make sure that you and your prospect have a shared understanding of what has previously been discussed. Advanced PowerPoint and presentation skills training. Leading Remote Sales Teams? Your sales presentation length needs to be long enough to say what you need to say in a punchy manner – but no longer. Join the BrightCarbon mailing list for monthly invites and resources. © 2021 BrightCarbon. Keep prospects … What do you think happens to attention levels if your first few slides are boring corporate naval-gazing of the most tedious kind? Making a sales presentation isn't something you do on the fly. It provides a starting point and context to have a conversation around, not a crux to coast through a generic pitch. This article was originally posted to BrightCarbon.com. You should target 2-3 slides per minute, and keep it to 9 minutes total to … What do you think happens to attention levels if your first few slides are boring corporate naval-gazing of the most tedious kind? 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. Audiences are different, sales cycles are different, and content is different. As tempting as it is to celebrate how awesome your business is in front of a group, you must fight the urge. 40 minutes, 60 minutes, or even more isn’t unheard of – even in a prospecting session. This show was actually pretty busy though, and by walking around l think I managed to notice things companies were doing (right and wrong). The more words on the fly to add more content inside of each.... Make, but we are working on a video presentation you have with! The BrightCarbon mailing list for monthly invites and resources vendors to stop watching or more! 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