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Five Steps To Giving Killer Sales Presentations
Five Steps To Giving Killer Sales Presentations

By Jennifer LeClaire
August 1, 2013 11:03AM

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Nix the PowerPoint. Yes, nix the PowerPoint. Rather, look your audience in the eye and take them through your storyline. Most people will ignore this tip because corporate culture demands presentation slides but . . . history's great orators weren't big on PowerPoint.

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Tip 3: Share Your Passion

Foust's third tip is simple and should come naturally if you are really into your products: expose your passion as to why your topic interests you, and why the things you've discovered are so mind blowing that you just had to share them.

"Seriously, if you think you can't do this, there's a documentary about the history of concrete you might watch," he said. "You'll be fascinated to see how concrete has played a critical role in the economic development of great nations. Anything is interesting if you look under the covers. If your passion about your topic isn't authentic, you're dead before you start."

Tip 4: Quantify the Impact

Fourth, he explains, quantify the impact your topic is having -- or about to have -- on the people you're talking to. If there's no quantifiable impact, he said, you're not talking about anything worth solving, worth exploring, worth thinking about.

"Sales calls that don't quantify impact end in 'thanks for coming by' versus those that end with, 'I want to learn more, I need to learn more, I must learn more,'" he explained.

Tip 5: Nix the PowerPoint

Finally, nix the PowerPoint. Yes, nix the PowerPoint. Foust suggests looking your audience in the eye and taking them through your storyline. He's betting most readers will ignore this tip because corporate culture demands presentation slides but he counters that thought with this argument: history's great orators weren't big on PowerPoint.

"If you need a 12-step program to implement this advice, use slides in spurts. Talk to a slide or two, let the screen go dark while you engage your audience with a personal story," he said. "Then, if you must, bring up another slide or two. Think of this practice as the cup of decaf you interleave throughout your day to deal with your insomnia."

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