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As a sales presenter,
presenter the most difficult thing for you is
to get the attention of the audience…
Th are 2 ways your slides
There lid can kill audience
di
attention

Let us understand this with a comparison…


comparison
Can you think of what differentiates a
fl market
flea k display
di l from
f a showroom
h di l ?
display?

Flickr Photo by Prakhar Amba Flickr Photo by Juan Pablo Olmo
The difference….

FLEA MARKET SHOWROOM


Noisy and exhausting Organized and reassuring

Feel compelled to bargain Pay what is charged

The salesman cares only A good salesman cares only


about your wallet about YOU
The reason is that these two
visual
i l formats
f t give
gi you very
different psychological cues
Cue: Forcing a decision vs building a relation
FLEA MARKET SHOWROOM

“This is all I have got. Make a decision  “I want to build a relationship 
p
quickly and get out. I don’t care about  with you, so I will take the time to 
you enough, to customize my display  show you what you want to see”
to match your needs”.
Cue: spreading
p g the attention vs focusingg the attention:
FLEA MARKET SHOWROOM

The customer attention is focused 
The customer attention is spread and  on a few items that interests him. 
he doesn
he doesn’tt have the time to consider 
have the time to consider Salesperson helps the customer 
Salesperson helps the customer
any single option long enough to  to make his decision by providing 
appreciate its value. the necessary information.
Naturally, the results these 2 formats achieve are in
li with
line i h the
h visual
i l cues they
h provide
id

FLEA MARKET SHOWROOM


These same principles apply to
slides that you create as well.
They leave certain cues about
your approach to customers.
Slides too, can be…

FLEA MARKET SHOWROOM


1 Learningg

g format to sell your


Choose the right y value byy
understanding the cues given by your slides!

Now to the second issue….


Sometimes presenters go to the other extreme…
What do you think of these slides?
Aren’t they beautiful?
Aren’t these poetic pictures taking you to a whole new world?
Aren’tt you finding it difficult to take your eyes off the slides?
Aren
This is exactly why ‘ZEN’ slides kill your
presentation!
When customers see these slides, the questions that pop up
in their head are…
Hey! This reminds of 
my trip to Mauritius. 
y p
How long is it since I 
How are those rocks balancing so  called Sandy?
well? How are they connected to our 
software? Is that a subtle hint on 
modular development of software?

Is that sunrise or 
sunset? Those rocks 
l k lik b
look like bar graph. 
h
Wow!” 
Clearly these questions have
nothing to do with making a
purchase decision
Stop killing your chances of winning a deal, by using
such pointless but beautiful pictures on your slides
M k slides
Make lid that
th t lead
l d your audience
di
to ask the right questions…
For example…

• What kind of new opportunities have emerged in 
pp g
the market, to support the product launch?
• How will this software solve the issues which we 
currently face?
tl f ?
• How does this software compare to the 
competition? Why should I choose this software 
p y
over any other?
These questions when answered, will help your
customers make
k a purchase
h decision
d ii
2 Learningg
Use pictures that will add clarity to your message.
Don’t include pictures just because they look
attractive.

Warning:
Avoid the ‘clever’ Zen pictures that have a
second level meaning
I your sales
In l presentation,
i
YOU are the hero.
Slid are the
Slides h supporting
i
actors.

Don’t let your slides dominate YOU for any reason!


For more articles related to sales presentations and for
presentation templates that are visual, visit
www.buyapresentation.com