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How to Organize a PowerPoint Sales Presentation – 7 Easy Steps For a Perfect Pitch

As with any great performance, a presentation must have a beginning, middle and end. Plus, it has to be easy to hear so your audience can “get it” and respond positively. Let’s be clear; you’re selling now.

To conduct a successful sales presentation, you must:

* Differentiate yourself from your competitors

* Convince your audience that you are worth listening to – by being easy to hear

* Deliver information in order to be understood and appreciated

* Get your audience listening and engaged from the start.

Too many speakers waste their all-important opening moment with the standard “Thank you for inviting us” followed by “My name is…” before jumping right into “I’d like to introduce you to our team.” If that’s what you’ve done, you’re achieving the exact opposite of what you want. First, you sound like everyone else. Second, your start is instantly forgotten. In the end, you’ve given your audience good reasons to quit in the first place. In fact, you are seriously out of tune with your audience’s needs.

When you want to win, you need a perfect pitch. Here’s the how and why in 7 easy steps.

step 1

Start with your big message—the one you’ve perfected until it sings.

benefit

Research tells us that most people who are confronted with a stream of information almost forget about it. In fact, you’re lucky if your audience can remember two or three details from your presentation. In fact, the details you provide are not the key factors that lead to a sale. Your important information is. Open up your message and your audience will remember it.

Your key message is what you want your audience to know about you. It’s a strong statement of facts that sets you apart from your competitors and resonates with your audience so they listen and respond positively.

Your big message is the big reason your audience believes they need you — in sentence form. Polish, refine, and open it up before you start content — even before introducing yourself. Once you’ve stated your message — and if it’s a good one — your audience will engage. Now you can introduce yourself.

step 2

Organize and publish your content around three (up to four) themes. These are topics that support or justify your information.

benefit

People can understand information only if they can organize it into a coherent structure that makes sense. Memorization is made easy by organizing information into three distinct topics.

Picture your message like this: Our devices are better built, more reliable and easier to use than any other device on the planet. The topic you choose must then support or justify that information. So, for this message, let’s say your three themes are technology, design, and return on investment. That’s all. The rest of your content must be placed under these three headings.

Now, whether you’re asked to speak at breakneck speed, or for 20 minutes or quite a bit, you can bet your audience will forget details, minutiae, facts, and figures. Whether long or short, well-planned presentations follow a three-theme structure. The difference between them is the amount of details you put under each heading.

So – and here’s the key – no matter how long your presentation is, when it’s broken into three parts – or up to four – your audience will remember your message because you started it with . What’s more, even if they forget all the details, they’ll remember that you talked about the big three concepts that prove your message: technology, design, and return on investment. After all, that’s what really matters.

step 3

Reinforce your important message with visual metaphors.

benefit

Pictures are more memorable than words. Images can instantly engage your audience and subconsciously reinforce your message.

Words matter. Visual effects are different. The more careful you are in tying everything together to an underlying theme, the more memorable your presentation will be. For example, if your main point is that you are the best at putting all the pieces together, you could use an image of carpentry as the overall background, and reinforce your message with a title related to the image – a title that begins with a text such as Building, Crafting or cement. Or, if you want to let your audience know that you have a dedicated team working on their behalf, you can use a sports metaphor with a team picture as the background of your slideshow. Then, your theme title should match the sports theme.

Choosing the right title to match your theme can add a little creativity while highlighting your essential message.

Step 4

Use slides as visual aids, not reading exercises; remove as much text as possible.

benefit

Good eye contact is key to connecting with your audience. You can’t connect when everyone is reading from their screens. If you must, use bullet points to keep yourself on track or to point out key features or benefits. Delete sentences or anything else that needs to be read.

Don’t make the audience read the text while speaking. Research has shown that people process visual material and verbal material in different areas of the brain—different pathways. Listeners can only digest information on one channel at a time – meaning they can’t listen to you if they’re reading.

Research also reports that the more senses you can stimulate, the more you retain information. If you can stimulate the visual cortex with eye-catching pictures while delivering the message verbally to stimulate the auditory senses, you double the chances that your audience will remember what you said.

Don’t worry about forgetting something. It’s your stuff and you can talk about it for hours. What’s more, if you do leave something out, your audience will never know.

step 5

Do not print your PowerPoint slides for handouts. Create separate, easy-to-read documents.

benefit

A well-written handout proves that your presentation is effective and authentic. PowerPoint slides are designed to be visual—the exact opposite of reading a document. Slides are horizontal; documents are vertical. Slides are on a dark background; documents are on white paper. Use huge fonts for slides; readable fonts no larger than 10-12 point for documents, because larger fonts are actually harder to read on paper. There’s a lot more, but you get the idea.

Although Microsoft recommends that you use slides as handouts, doing so is a big mistake. Handouts that look and read like real documents offer a huge advantage because they are readable and people actually read them. Imagine! Feel free to include all the facts, figures, details and details you want and hand them out before the Q&A.

step 6

Return to the important information at the beginning to end your presentation.

benefit

Your important information is the hook on which everything else hangs. Once you’ve finished delivering your content, repeat the important message from the beginning – reminding your audience what makes you unique. What’s more, when you end up where you started, your presentation has the seamless and satisfying quality of a good performance.

Once that’s done, it’s time for Q&A.

step 7

Practice with a coach to make sure you speak with enthusiasm, energy and authenticity. It all depends on your “cute factor”.

benefit

A good trainer can tell the difference between amateur performances and professional performances. Remember, your goal is not to be tactful, but to be likable – which requires a smart combination of confidence, energy, and enthusiasm.

Difficulty evaluating your own performance. It’s nearly impossible to measure how much you like your audience. The coach will check that you have good eye contact and dialogue, that your body language is open and welcoming, and that you appear warm and friendly. A coach will make sure your voice is melodious, your enthusiasm is on display, and your speech is spot on.

When sales matter, you need insightful feedback from professionals to help refine your delivery.

Follow these 7 steps to become the likable, memorable, easy-to-listen speaker you know you can be. It’s a perfect pitch!

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