Tag Archives: sales team

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

Related tips:
This article shows how to turn free speeches into paid clients. This related story asks, “Are your poor presentation skills are costing you money?” Here is a list of some popular presentation skills workshops.


Presentation Skills: How To Design a Product Presentation For Your Sales Team

By Mike Aoki

The first major question your audience will have in the back of their mind is: “What is in it for me?” Your audience needs to know WHY they should listen. You need to answer the following questions in your presentation:

1) What is the impact to your salespeople’s job, department, and company?

2) Are there any bonuses or spiffs for selling this new product or service?

3) How does it affect their sales targets and commissions?

Answer the “Why” question first. Your sales team needs to know what is in it for them. By listing the benefits, you will have their full attention and motivation.

The second major question a sales team needs to know is:  What is this new product or service?

Create excitement. Do a demo if you can. Or use testimonials from your focus group about how much it changed their life. Get people excited about using the new product or service. Give examples of real-life applications as part of your presentation. Show how they can use this product in their own lives. You want to create buy-in so your audience will support your product or service.

More questions to answer during your presentation:

1) Who is the target market for this new product or service?

2) How does this new product or service fit within your company’s current product or service lineup?

3) When will it be offered? What is the launch date? Is it a limited time offer?

4) Where will it be offered? What locations will be offering this product or service?

5) How does it compare to your competition? Be specific. Give case studies and market research so your employees can answer their client’s questions.

6) What type of warranty is offered? What is the return policy?

7) What add-on sales are available? How many options or accessories are being offered?

Use these questions to quickly and easily design a great product knowledge presentation for your salespeople. It will provide them with the information they need to sell your product or service. And make you look good in the process.

© 2009 Reflective Keynotes Inc., Mississauga, Canada

Related tips:
This article shows how to setup your meeting room for success. This related story gives some presentation skills tips from a pro. Here is a list of some popular presentation skills workshops.