we08 speaker small group session - why most sales presentations fail
TRANSCRIPT
52nd ICCA Congress
International Congress and Convention Association Twitter: #ICCA13
Why most sales presentations fail.
What clients will never tell you!
with Tina Altieri
International Congress and Convention Association.
Twitter: #ICCA13
What clients really want to tell you about your pitch…
But are too afraid to say…
International Congress and Convention Association.
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Are you ready…
To hear what they say about you ?
International Congress and Convention Association.
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Why most sales presentations fail
5You are not passionate or
fired up. Obviously not
interested in your product or
service, so why should
anyone else be interested?
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You make it too much about
you. When your audiences are
really thinking about what’s in
it for them?
Why most sales presentations fail
4
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Why most sales presentations fail
3Your content is dull and
lifeless. Anyone can read
statistics in front of a group
of decision makers.
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Why most sales presentations fail
2 You do not have a story.
No one can follow your journey
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You put them to sleep
from the start
Why most sales presentations fail
1
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60 seconds
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Introduction
3 – 5 sentences
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Introduction
A question
A striking statistic
A little known fact
Something outside the box
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Where’s the structure?
Aim
Introduction
Theme
Summary
Conclusion
Main Point II Main Point IIIMain Point I
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5 step story telling process.
1.Arouse interest
2.Pose a problem or a question
3.Offer a solution
4.Describe the specific benefits for your
audience
5.State a call to action. Tell your audience
specifically what you want them to do.
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A common goal of every presentation…
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Your ICCA language toolkit
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• Direct and short sentences
• Colourful/Vivid phrases – do you speak in colour?
Your ICCA language toolkit
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Speaking in colour
1. Metaphors/ analogies and similes
2. Repetition
3. Rhetorical Questions
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Speaking in colour
1. Metaphors/ analogies and similes
“Having a smoking and a non smoking area of a pub or club is like having a urinating or a non urinating section of your public swimming pool.”
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2. Repetition
“Committed to the taskCommitted to the journeyAnd importantly committed to the team.”
Speaking in colour
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Too much about you
It should be about them
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So what?
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From features to benefits
Here are your triggers:
• This is important to you because…
• What this means to you is…
• Why I am telling you this is because you can…
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Not passionate or fired up?
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When we are about to run a race..
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Yet many people doing a sales presentation…
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Look who’s showing palms?
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How do you sound?
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Connect Build trust Energy ComposedTake care of audience Enthusiastic conversation
Your performance jacket?
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Now it’s your turn..
Topic – There are rumours that the ICCA Congress
will not exist beyond 2014.
Construct part of the pitch that will be delivered to an international
committee that will make the ultimate decision on whether this
important congress stays or goes.
Your career depends on this pitch.
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1. You put them to sleep from the start (intro) – 60 seconds, 3-5 sentences, examples
give a birds eye view.
2. You do not have a story – no one can follow your journey (where’s your story and
structure?)
3. Your content is dull and lifeless – anyone can read statistics in front of a group of
people (colourful words and catchy phrases.)
4. You make it too much about you – when your audiences is just thinking about
what’s in it for them? (features to benefits.)
5. You are not passionate/fired up/obviously interested in your products – why should
anyone else be interested? (your delivery.)
Why most sales presentations fail
International Congress and Convention Association Twitter: #ICCA13
Thank you!
Tina Altieri
www.maxcommunicate.com