Mastering Sales Presentations: Captivate and Convert for Maximum Revenue (Full Transcript)

Speaker 1: Hi, I'm Michael and today I'm going to talk about how to give really effective sales presentations that lead to revenue. So not just talking, everybody feeling good, but real money. How do you do it? The most important part to remember is that you always have a curve in the attention span. People will remember the first few seconds, the first minutes, let's say, as really critical and then their attention span will go down and then it will go back up at the end. So what do you do? You put your most valuable content in the beginning. If that is a demo, if you know that they will buy when you show the demo, you show that demo in the beginning, not in here. So what do most companies do? They start by saying, hi, we're this company, I'm this guy, I'm really important, I've done blah, blah, blah, blah, blah, blah. That means you're already here, so you've wasted your best part. Then they start showing the team, they start showing features, this is all the things we do. That is not as it should be. What you do is you come in, you say, hi, I'm Michael, because they need to know who you are and you need to know who is sitting around the room. So you ask, let's do a little tour so you know who is important or not. Then what you say is, you say, let me tell you a story. Just saying the word, I'm going to tell a story, makes people pay attention. You say, let me tell you a story of another client I have visited last week. And you tell the problem, actually you tell their problem with the story of another client. That is how you start. I tell you, they are going to pay very, very good attention because they know this is about me, this is going to solve my problem. Then you're going to say, okay, that is why we have started our company. Then you go here, you start explaining how you deal with things, what are the features of your product. Then you go back to the end where you're going to close the loop by explaining how you've solved the problem you've talked about here in the beginning. And then you end really strong by saying sentences like, I am confident my solution will bring you X or Y value. Always end really, really strong. Don't say, hey, this is the end of my presentation. Don't say, this is the last slide. I'm happy you didn't fall asleep. That kind of stuff. Just never do that again. So a really good trick is when you get to the end, you actually show a slide with the two next actions, always one or two, A, B, people want to choose. And then you pause dramatically, you count to three in your head, and then you say, I am confident this solution will bring you that value. Any questions? That trick always works. So remember guys, the most important point in the beginning and a very strong end. And whatever happens here, nobody will remember. Alright, I hope you enjoyed the show. If you like it, give it a thumbs up or subscribe for a lot more information.