Tag Archives: sales presentations

Sales Presentations: How to Avoid Disaster When Giving Joint Presentations

By Mike Aoki

Two people giving a presentation at the front of the room

You need to work together during a joint sales presentation

I wanted to strangle them! They were the technical experts. But it was my sales presentation! They were suppose to help the sale process by answering technical questions. But, their comments disrupted the flow of my sales demonstration.

Has this ever happened to you?

Have you ever done a joint sales presentation only to have your partner throw you off-stride? For example, a sales person will talk about the benefits of their product, only to have their technical person go off on a tangent about the product’s research and development.

Remember, a co-presenter should be like a dance partner. You can anticipate each other’s moves and go with the flow. But it takes practice. To avoid stepping on each other’s toes, here are some guidelines to successful joint sales presentations:

Before the session develop a game plan for the presentation. Decide who will take on certain topics.  For instance you might deal with pricing questions while the software expert deals with programming questions.

During the session it is okay to have differing viewpoints. Having a different perspective from your co-presenter can add options to your sales pitch. But show respect for your co-facilitator’s opinions.  Instead of disagreeing with them in front of a client, you can say, “In addition to John’s technical comments, I’d like to add how this impacts your front-line operations…”

Give warning before asking your partner to make a comment. They might be thinking about their next segment of the presentation instead of paying attention. Instead, get their attention and recap the question. For example, I would say, “That’s a great question, perhaps Karen (my co-presenter) would like to answer that one. Using her name gets Karen’s attention.  Secondly, I would recap the question in case Karen wasn’t listening. Finally, I’ll ask, “What do you think, Karen?”  Using this three step process gives Karen some warning and provides time for her to think of an answer.

Working with a co-facilitator is like having a dance partner. You want to flow to the same music. You need to avoid stepping on their toes. And when you are both working together, a joint sales presentation can be highly effective.

© 2010 Reflective Keynotes Inc., Mississauga, Canada

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Sales Presentations: The 7 Deadly Sins

By Mike Aoki

In my presentation skills seminars over the past 10 years, I’ve observed that great salespeople have “habits” while ineffective salespeople commit “sins.”

When doing a sales presentation have you ever been tempted by:

1. Sloth:

Being lazy and using the same generic presentation with every prospect. Instead, a great salesperson customizes their presentation so it’s easier to close the sale.

2. Pride:

Being a “know it all” when answering an audience’s question. Instead, great salespeople admit when they don’t know something and commit to finding the right answer.

3. Greed:

Being preoccupied with your sales commission. Audiences can sense that. Instead, a great sales presentation outlines the benefits to the CLIENT.

4. Envy:

Being jealous of someone else’s sales territory, product lineup or “easier clients.” Instead, a great salesperson makes the most of their chances. Delivering a sales presentation is one of those opportunities.

5. Gluttony:

“Padding” sales by pushing unnecessary items during your presentation. Instead, a great salesperson knows if you do good work, more sales will follow.

6. Wrath:

Blaming the client, competitors or the economy for poor results. A great salesperson focuses upon fixing the problem, not fixing the blame.

7. Lust:

Falling in love with the sound of your own voice. Some people feel they can talk anybody into anything. But, a great salesperson asks questions. They listen. They customize their sales presentation to satisfy their client’s needs. No wonder great salespeople close more sales and make more money!

Avoid the temptation of these 7 deadly sins during your next sales presentation! Instead, use the techniques of great salespeople to boost your sales results.

© 2010 Reflective Keynotes Inc., Mississauga, Canada

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