fileboard - guide to a killer sales presentation
TRANSCRIPT
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
1/39
THE FILEBOARD
GUIDE TO AKILLER SALES
PRESENTATION
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
2/39
Find out if your investmentin building presentations ispaying off. Find out more
at Fileboard.com all-in-onepresentation analytics
software:
KNOW WHICH
PRESENTATIONSWORK
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
fileboard.com/
!
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
3/39
Chapter One: Casing the Customer.5
Chapter Two: Constructing the Slide Deck..15
Chapter Three: Delivering Your Presentation....22
Chapter Four: The Art Of The Follow-Up..31
TABLE OF CONTENTS:
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
#
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
4/39
CHAPTER 1
CASING THE CUSTOMER
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
$
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
5/39
%& '()*' (' +& )+,*- ,(+)+&. /0 1)(& 2*(&'
1)(&&+&. /0 ,(+)3 45*& 607 89+&. ( 80+)*91)(/*
'()*' :*;< /0 ( 2**=&. >+/5 ( ;)+*&/ 607
5(?* &*?*9 2*/ (&: )+@)* (807/- 607
(9* 2(+/5 ;('+&. /5* ;7'/02*9D 1*9,092+&. (
&**:' (&()6'+' I9'/ (&: )*J&. /5(/ '5(1*
6079 1+/;5- +&'/*(: 0, .7*''+&.3
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
K
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
6/39
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
L*/*92+&+&. M7'/02*9 N**:'
O?*96 '()*' 9*)(=0&'5+1 80+)'
:0&* /0 ( ;)+*&/ >+/5 ( 1908)*2/5(/ ( '()*'1*9'0& 2+.5/ 8*
(8)* /0 '0)?*3 P5+' +' (
:*;*1=?*)6 '+21)* 9*)(=0&'5+1
50>*?*9- (&: 2(&6 '()*'1*01)*
2(
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
7/39No one presentation
can be expected tospeak to every
client's individualneeds.
U*,09* 607 *?*& /5+&< (807/ .+?+&. 6079 '()*'
19*'*&/(=0& (/ ( ;)+*&/ 2**=&.- 7'* /5*
01109/7&+/6 /0 ('< ( '*9+*' 0, :*/(+)*: R7*'=0&'
/5(/ 9*?*() /5* 19*;+'* &(/79* 0, /5* ;)+*&/V'&**:'3 %/V' ()9+.5/ /0 5(?* ( ;016 0, 6079
'/(&:(9: 19*'*&/(=0& (/ (92' 9*(;5 +& ;('* /5*
;)+*&/ 9*R7*'/' +/- 87/ 607 '507): 0/5*9>+'* 50):
0F (/ /5+' '/(.*3
P5*9* +' ( .00: 9*('0& ,09 /5+'3 N0 0&*
19*'*&/(=0& ;(& 8* *S1*;/*: /0 '1*(< /0 *?*96;)+*&/V' +&:+?+:7() &**:'3 W&;* 607 5(?* ( ;)*(9
?+*> 0, /5* ;)+*&/V' 1908)*2- 607 ;(& 87+): (
;7'/02 19*'*&/(=0& /5(/ '1*(
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
8/39
B::9*''+&. [*(9 \*9'7('+0& \0+&/'
M0&/9(96 /0 ;0220& >+':02- *20=0&' 1)(6
Q7'/ (' 8+. ( 1(9/ +& 179;5('+&. :*;+'+0&' (' :0
,(;/'3 %& U!U 2(9(9* /5(/ 607
>+)) &**: /0 ,(;* />0 :+'=&;/ /61*' 0, ,*(93
P5*'* (9*D
B?*9'+0& /0 9+'< 0& 8*5(), 0, /5*09.(&+X(=0&
B?*9'+0& /0 1*9'0&() 9+'< (' /5* +&:+?+:7()
2(
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
9/39
B?*9'+0& /0 W9.(&+X(=0&() `+'+)) &**: /0 0?*9;02*
+' (& 08?+07' 0&* HH /5* >0996 /5(/ ( 1009 179;5('+&. :*;+'+0& >+))
&*.(=?*)6 +21(;/ /5* ;)+*&/V' 09.(&+X(=0&3 a+&;* 6079 >09+)) *S1*9+*&;* '02* /9*1+:(=0& 0& 8*5(), 0, /5*+9
09.(&+X(=0&V' 8*'/ +&/*9*'/- *'1*;+())6 +, /5*6 (9* 5+.5 9(&
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
10/39
P5* .00: &*>' +' /5(/ /5+' ,*(9 +' *('+)62+=.(/*: 86 190?+:+&. /5* ;)+*&/ >+/5 *S(21)*'
0, 0/5*9 09.(&+X(=0&' '+2+)(9 /0 /5*+9' >50 5(?*
5(: *S;*1=0&() 9*'7)/' >+/5 6079 190:7;/ 09
'*9?+;*3 a**+&. +' 8*)+*?+&.- (&: &0/5+&. +' R7+/*
;0&?+&;+&. (' '0;+() 1900,3 M0&'+:*9 190?+:+&.
9*,*9*&;*' ,09 6079 >09
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
11/39
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
12/39
W, ;079'*- /5*'* 8*&*I/' >+)) ?(96 :*1*&:+&. 0& /5* 190:7;/
09 '*9?+;* 607 '*))- 87/ ('< 6079'*), R7*'=0&' )+
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
13/39
hW4 [%^OUWB`L MBN hO^\
\9*'*&/(=0&' '*&/ ?+( [+)*80(9:/9(;< ')+:* ?+*>' (&: ())0> 607 /0
2( 1('/
19*'*&/(=0&' /0 .*/ (& +:*( 0,
>5*9* '+2+)(9 ;)+*&/' 5(?* 5(:
R7*'=0&' 09 ;022*&/' 8*,09*3
%& M5(1/*9 !- >* >+)) *S1)09* 8*'/
19(;=;*' ,09 ;0&'/97;=&. 6079 ')+:*
:*;< /0 5(?* /5* .9*(/*'/ +21(;/ 0&
6079 ;)+*&/'3
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
d#
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
14/39
CHAPTER 2:
CONSTRUCTING THE SLIDEDECK
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
d$
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
15/39
%& /5+' ;5(1/*9- >* ,0;7' 0& ;9*(=&. /5* ')+:* :*; ,09
*:7;(=0&() 09 0/5*9 17910'*'3
4* :+';7'' '*?*9() ;0&/*&/ (&: :*'+.& .7+:*)+&*'
/5(/ 607 '507): ,0))0> /0 *&'79* ( 2(S+272*20=0&() +21(;/ 0& 6079 ;)+*&/'3
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
dK
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
16/39
\)(&&+&. P5* ^(607/ B&: a+X*
O?*96 .9*(/ ')+:* 19*'*&/(=0& 8*.+&' >+/5 ( 1901*9 )(607/3 P5+'
19*)+2+&(96 '/*1 2+.5/ '**2 *('6 /0 '+)) ;0?*93 P5*'* '507):
,0))0> ( )0.+;() &(99(=?*- /61+;())6 '/(9=&. >+/5 ( 89+*, 0?*9?+*> 0,
/5* 1908)*2 6079 ;)+*&/ 5('3 i07 ;(& /5*& '*.7* +&/0 /5* 7&+R7*
>(6' 6079 190:7;/ '0)?*' /5(/ 1908)*2- (&: ;0&;)7:* >+/5 /5*8*&*I/' 0, ;500'+&. 6079 89(&: 0?*9 /5* ;021*==0&3
O''*&=())6 607 (9* (+2+&. /0 ;0227&+;(/* 6079 ja\ +& (' ,*>
')+:*' (' 10''+8)*3 U9*?+/6 +' /5* +&&+&. '()*' ')+:*'50>3
%:*())6 607 '507): 8* (+2+&. /0
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
17/39
W&;* 607 5(?* 6079 )(607/ +& 09:*9- +/E' =2* /0 ;0&'/97;/ /5*
19*'*&/(=0&3 B' 2*&=0&*: (80?*- *(;5 ')+:* '507): 8* :*:+;(/*:
/0 ( '+&.)* +:*( 09 ;0&;*1/3 P96+&. /0 'R7**X* '*?*9() *9\0+&/ 2(+/5 ;0&;*1/' /5(/ ;(& 8* *S1)(+&*: ?+'7())63 i07 ;(&
(;;021)+'5 /5+' >+/5 ;5(9/'- .9(15'- ';9**&'50/' 09 150/0.9(15' 0,
/5* 190:7;/ +& (;=0&- 190Q*;/ 1)(&'- */;3
M9*(=&. P5* M0&/*&/
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
dZ
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
18/39
[+&()+X+&. P5* L*'+.& W, P5* L*;50E' 8**& +& 2(9
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
19/39
P5*9* (9* ,079 8('+; ')+:* :*'+.& '/9(/*.+*' /0 *))3 P5+'
19020/*' ;0219*5*&'+0& (&: ;9*(/*' ( 7&+I*: ,**)+&. /0 /5* ')+:*
:*;50 (9* &0/ ;)0'* /0 /5* ';9**& 2+.5/ 5(?* /9078)*
:+.*'=&. +/ ())3
[+&())6- 8* '79* /0 +&;)7:* 6079 ;021(&6 &(2* (&: )0.0 (/ /5* /01
09 80@02 0, *(;5 ')+:*3
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
dc
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
20/39
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
21/39
CHAPTER 3:
DELIVERING YOURPRESENTATION
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
!d
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
22/39
4*);02* /0 M5(1/*9 P59**3 B)) 0, /5* 1)(&&+&. (&:
2*=;7)07' 19*1(9(=0& 0, /5* I9'/ />0 '/*1' 5(' )*:/0 /5+'D :*)+?*9+&. 6079 I&*H/7&*: '()*' 19*'*&/(=0&3
P5+' +' >5*9* /5* *&.+&*' +.&+/* (&: 6079 1+/;5 *+/5*9
/(
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
23/39
U9*?+/6 +' p*6
p**1+&. 6079 19*'*&/(=0& 89+*, +' ( ;97;+() 1(9/
0, ;)0'+&. 209* :*()'3 a/7:+*' '50> /5(/ (C*9( 5(),H5079- (& (7:+*&;*E' (@*&=0& )*?*)
*90:*' /0 Z#k3 BC*9 $K 2+&7/*'- +/ ,())' /0 T#k
(&: 8*)0>3
B/ I9'/- #e 2+&7/*' '**2' 1)*&/6 /0 :*)+?*9
6079 19*'*&/(=0&3 %& 9*()+/6 50>*?*9- 607
'507): 8* (8)* /0 .*/ 6079 *&=9* 1+/;5 (;90'' +&(807/ 5(), /5(/ 1*9+0: 0, =2*3 P5+' ())0>' ,09
R7*'=0&' ,902 /5* ;)+*&/- ?(9+07' :*)(6'-
/*;5&0)0.6 2(),7&;=0&'- (&: 5(9: '/01'3
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
!#
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
24/39
%, 607 ,0))0>*: 079 =1 +& M5(1/*9 P>0 0, /5+' '*9+*'
(&: +/5+& /5*'* 807&:'3
s7'/ /0 8* '(,* 50>*?*9- :0 ( /9+() 97& 0, 6079
19*'*&/(=0& >+/5 ( ;0>09
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
25/39
a*/ P5* B.*&:(
P5+&< (807/ 50> 607 ;(& 89*(< 71 6079 19*'*&/(=0& +&/0 '*;=0&'/0 2(S+2+X* (7:+*&;* (@*&=?*&*''3 L0 &0/ Q7'/ 8(99*) /5907.5 /5*
')+:*' '/(9/ /0 I&+'5 >+/5 &0 19+09 :+';7''+0& 0, >5(/ /5* ;)+*&/ ;(&
*S1*;/ /0 .*/ 07/ 0, /5* 2(/*9+()3
W&* .9*(/ >(6 /0 :0 /5+' +' /0
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
26/39
^*/ P5* M7'/02*9 L0 P5* P()& /5(/ ;)+*&/'
(9* 7&;02,09/(8)* >+/5 '()*'2*&
>50 :0 20'/ 0, /5* /()
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
27/39
`*5*(9'* P5* \*9,*;/ \9*'*&/(=0&
%, 607 >*&/ /0 '** ( U90(:>(6 1)(6 (&: ()) /5* (;/09' 0& '/(.* >*9*
9*(:+&. ,902 /5*+9 ';9+1/'- 50> '7;07): 607
,**)G \908(8)6 &0/ (/ ())- (&: 607 >07): 5(?* /5* :+'=&;/ ,**)+&.
/5(/ /5* /5*(/*9 .9071 17/ &0 *F09/ +&/0 /5* 1*9,092(&;*3 h0> +'
/5+' (&6 :+F*9*&/ /5(& ( '()*' 19*'*&/(=0&G %, 607 >(&/ /0 /97)6
;(1=?(/* 6079 (7:+*&;* 607 >+)) &**: /0 9*5*(9'*3
45*& :*)+?*9+&. /5* 19*'*&/(=0&- 607 '507): &0/ 5(?* /0 9*(:
,902 6079 ')+:*'3 %& ,(;/- 607 '507):&E/ 5(?* /0 )00< (/ /5*2 (/ ())-*S;*1/ /0 .7+:* 6079 (7:+*&;* /5907.5 ?+'7()'3 W/5*9>+'*- 6079
'1**;5 '507): 8* 2*209+X*: ;0):3
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
!Z
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
28/39
[79/5*9209*- (?0+: 2*9*)6 9*.79.+/(=&. /5* >09:'
0& /5* ')+:*' ?*98(=23 %&'/*(:- /96 /0 7'*
2*209(8)* )(&.7(.* /0 .+?* /5* 1+/;5 *&.90''+&.
1*9'0&()+/63 P0 :0 /5+'- ,09.*/ (807/ '1*( 1*01)* (9* )+
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
29/39
hW4 [%^OUWB`L MBN hO^\
j&)*'' 607 5(?* 8**& 2*=;7)07')6
/9(;+/5 6079 ;0))(/*9() (&: 2(/*9+()'-
607E?* )+
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
30/39
CHAPTER 4:
THE ART OF THE FOLLOW-UP
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
#e
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
31/39
4*);02* /0 /5* ,079/5 (&: I&() ;5(1/*93 4* >+)) 8*
:+';7''+&. (& +2109/(&/ 87/ 0C*& 7&:*9*'=2(/*:
;0210&*&/ 0, /5* '()*' 190;*''D P5* ,0))0>H713 t*96,*> '()*' (9* ;)0'*: ,902 /5* 19*'*&/(=0& ()0&*3 %,
607 (9* )005*& (&: 50> 0C*& '507): 607 8* ,0))0>+&. 71>+/5 6079 190'1*;/'G h0> :0 607 (?0+: 8*+&.
1*9;*+?*: (' (& (&&06(&;* 9(/5*9 /5(& ( 8*&*I/G
j&:*9'/(&:+&. /5* (&'>*9' /0 /5*'* R7*'=0&' 5('
/5* 10/*&=() /0 7&)0;< ( 2(Q09 '()*' 27)=1)+*9 ,09
6079 89(&:3 ^*/E' .*/ '/(9/*:l
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
#d
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
32/39
\*95(1' *?*& 209* /5(& +& ;0&'72*9 2(956 5(&:+&. ( 190'1*;/ 6079 87'+&*''
;(9: (C*9 /5* 19*'*&/(=0& (&: >(+=&. ,09 /5*+9 150&* ;()) +'&E/
.0+&. /0 ;7/ +/3 r00: '()*'2*& 7&:*9'/(&: /5+' (&: >+)) 9*(;5 07/
,09 ( ;0&?*9'(=0&- 87/ 1)(;+&. ( '+&.)* ,0))0>H71 ;()) :0*'&E/
*S19*'' ( I92 ;022+/2*&/ /0 >+&&+&. /5*+9 87'+&*'' *+/5*93
U*;(7'* 0, /5* (207&/ 0, :*;+'+0&H2(
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
33/39
`*(;5 07/ /0 6079 190'1*;/' 0& (
9*.7)(9 8('+' ,0))0>+&. 6079 '()*'
1+/;53 W, ;079'*- 607 '507): 7'*
6079 8*@*9 Q7:.2*&/ /0 :*/*92+&*
50> 0C*& /5*'* ;())' (9*(119019+(/*- 87/ 0&;* *?*96 0/5*9
:(6 +' ( .00: 97)* 0, /57283 4(+/
)0&.*9 /5(& ( >**< (&: /5* ;)+*&/
2+.5/ ,09.*/ (807/ 6073 M0&'+:*9
/5* ,0))0>+&. =1'D
4*:&*':(6 (&: P579':(6 (9* /5*
8*'/ :(6' /0 ;0&/(;/ ( 190'1*;/3 P5*
5079' 0, _Dee u cDee Bb (&: KDee u
TDee \b (9* /5* 20'/ *F*;=?* =2*'
/0 ;0&/(;/ ( 190'1*;/3
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
##
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
34/39
`*2*28*9 P5* [+?* b+&7/* `7)*
W&* 0, /5* 20'/ ;0220&)6 0?*9)00+/5+& I?* 2+&7/*' 0, /5*+9 +&/*9(;=0& >+/5 6079
2(/*9+()'3 `*'*(9;5 '50>' /5(/ 6079 0::' 0, (;/7())6
;0&/(;=&. /5* ;7'/02*9 >+/5+& /5+' >+&:0> (9* dee =2*'
.9*(/*9 /5(& +, 607 >(+/*: ( 2*9* #e 2+&7/*' 209*3
a50;0&:*9+&. 50> 6079 '()*'
/*(2 ;(& 17/ /5+' 10>*9,7) 19+&;+1)* +&/0 (;=0& ,902 (
19(;=;() '/(&:10+&/3 P5* (&'>*9 +' :*;*1=?*)6 '+21)*D
P9(;
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
35/39
U6 '*J&. 71 ( 27)=,(;*/*: /9(;
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
36/39
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
37/39
`*2*28*9 /5+'D O?*96 190'1*;/ >(&/' /0 ,**) )+H71 ;())' /0 :*20&'/9(/* /5+' ;0&;*9&,09 /5*+9 87'+&*''- 87/ +, ()) 607 :0 0& /50'* ;())' /5*
:*)+?*9 /5* '(2* '/(&:(9: '()*' 1+/;5- 607 ;(& *S1*;/ ( )0/
0, n5(9: '/01'o (&: 5(&.H71'3
P5+&< (807/ +/D /5*6 ()9*(:6 '(/ /5907.5 6079 1+/;5 (/ /5*
19*'*&/(=0&3 P5*6 ;*9/(+&)6 :0 &0/ &**: /0 8* +&7&:(/*:
>+/5 +/ *?*96 0/5*9 :(6 /5* >**
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
38/39
hW4 [%^OUWB`L MBN hO^\
j'+&. 079 ;)07:H8('*: '0C>(9*-
6079 /*(2 ;(& /(9.*/ /5* 9+.5/
2(/*9+()' /0 /5* (119019+(/*190'1*;/'- (&: /9(;< (&:
(7/02(=;())6 (:: ;7'/02*9
+&/*9(;=0&' /0 a()*',09;*3
B::+=0&())6- [+)*80(9: 5*)1' 607
2(&(.* 8(;&
/0 ;0&?*9'+0&3
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION
#_
-
8/12/2019 Fileboard - Guide to a Killer Sales Presentation
39/39
Find out if your investmentin building presentations ispaying off. Request a
custom demo of theFileboard all-in-one
presentation analyticssoftware:
KNOW WHICH
PRESENTATIONSWORK
FILEBOARDS GUIDE TO A KILLER SALES PRESENTATION