anatomy of a persuasive sales deck
TRANSCRIPT
Anatomy of a Persuasive Sales Deck
With Steve Benson, Badger Maps
Great Message
BORING
Unimpressed ProspectStandard Presentation
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zz
Missing your Quota
A perfect Sales Presentation can be the difference between
Crushing your Quota
STATE AN INDUSTRY
TRANSFORMATION• Name an undeniable shift in the world that creates both big
stakes and a sense of urgency for your prospects
• Don’t talk about your company. They don’t care
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Highlight how the shift affects everyone in the industry
Since it’s a common threat, they’ll be less defensive
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DO
Example
Introduction – About Us
• Our mission is to become a transnational XXX company through the development and introduction of a wide portfolio of branded and generic products in key markets.
• We operate a globally integrated network of 11 manufacturing facilities. Our world class facilities are built to manufacture and deliver a wide range of finished products to the US market.
DON’T
Example
GIVE THEM TWO OPTIONS:
SINK OR SWIM• Demonstrate how because of the changes cited above, only
companies that adapt will survive, everyone else will lose
• Avoid industry jargon that doesn’t add value
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Reference once-successful companies who failed to adapt
Show that even the mighty can fall
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DO
Example
Client’s Industry Analysis
• Your industry is expected to witness a 300% rise in demand.
• Your industry YTD is expected to fall down to 34% (approx)
• On an average, churn rate is expected to be around 5%
DON’T
Example
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SHOW A GLIMPSE OF
A BETTER FUTURE• Demonstrate a desirable solution is attainable, but difficult to
achieve without outside help (that’s why you exist)
• Fight the urge to pitch your product at this stage
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Describe the status-quo and contrast it with the desired end state their business processes can attain with your technology
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DO
Example
About Our Technology
We can help you capture more market share by:
•Boring feature 1
•Incredibly Boring feature 2
•Please- stop- talking feature 3
DON’T
Example
PRESENT THE
DEAL- WINNER• Introduce the product feature that instantly connects
your prospect to the promised future state
• Demo only 20% of your features - The killer 20%
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Show the key feature that clearly addresses your prospect’s identified pain point
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DO
Example
Feature Set- Complete
Our product is revolutionary. It will change the way you do things:
Feature 1 Feature 4Feature 7Feature 10
Feature 2Feature 5Feature 8Feature 11
Feature 3Feature 6Feature 9Feature 12
DON’T
Example
OFFER COMPELLING
SOCIAL PROOF• Convince your prospects that you:
(a) understand their problem
(b) have the capability to solve it, effortlessly, for them
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Express a clear value proposition
Showcase how you solved similar problems for others in the past
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DO
Example
Awards & Recognition
• Voted Best Small Agency in the World
• Won Global leader Award 2014
• Entire staff has been to the Moon. Multiple times. In the past
year.
DON’T
Example
HAVE A CLEAR
CALL TO ACTION• End by asking your prospect to take the next steps with you.
Always inspire action that’ll ultimately lead to a closed deal.
• If you don’t ask for the sale, it won’t happen.
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Product Videos, Case Studies, etc. are excellent assets that propel prospects to take the ‘Next-steps’
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DO
Example
THANK YOU
DON’T
Example
SALES PRESENTATIONS WON’T CLOSE DEALS FOR YOU
But GREAT presentations certainly help.
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