![]() ![]() “Present a ‘teaser’ vision of the happily-ever-after that your product/service will help the prospect achieve-what I call the Promised Land,” Raskin wrote. Instead, tease your solution to keep audiences wondering what comes next. Don’t dive headfirst into product details just yet, however. You’ve done a great job catching your audience’s attention and setting the stage to introduce your wares. You can also describe a scenario where winners choose your solution, leaving behind the losers who chose the competition (obviously, you don’t want to call your customers losers in this scenario). Raskin recommends making the problem the villain of your customers’ stories, and making your product the hero. Boring! Instead of describing a product and solution, convey the same message by personifying the experience. Sales 101 dictates that the product or service being sold should solve a problem experienced by prospective customers. This is your opportunity to create excitement before you ever mention your company. In his 2015 viral article, “The Greatest Sales Deck I’ve Ever Seen,” strategist Andy Raskin suggested opening a sales presentation by “naming a big, relevant change in the world.” Demonstrate how market trends, industry transformation or societal change creates an overwhelming need for your product or service. Instead, make a bang and capture your audience’s attention from the beginning by making a bold and exciting statement. Your audience is expecting another frankendeck snoozefest from a salesperson droning on and on about their product details. The start of your presentation is not a time for subtlety or nuance. Want to design a powerful sales presentation that clearly shows your value? Check out the following 10 tips for creating sales decks that close more deals. Instead, build value in a variety of ways throughout your sales presentation. But don’t designate a single slide or specific sequence of slides to show the value of your product or service. Your sales deck serves as the perfect tool for both impressing your audience and persuading it to make the purchase. How you present your goods or services often is just as important as the products themselves. We are grateful for his insights.In today’s fierce sales market, standing apart from the competition is vital to closing the deal. Lastly, as Andy notes, corporate narratives only work when the entire team supports the effort (have we mentioned something called the Subscription Economy?)Īgain, to see how Andy’s rules apply to our own corporate messaging, please download our sales deck here.Here’s your chance to show concrete, quantitative results from a relevant case study. Present evidence that makes the story come true.Product features are only interesting in context, and they only matter if they’re a means to an end. Introduce features as “magic gifts” for overcoming obstacles to the Promised Land.This helps in creating context for the next part, which is to: Avoid diving into product details, but describe an ideal future state as enabled by your solution. ![]() This helps in combating “loss aversion,” or the tendency to stick to the status quo in an effort to avoid loss, when in fact the cost of inaction is far greater.
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