Talking Turkey about .ppt Presentations

So, you've been asked to "to put together a few slides to present" to your mgt, colleagues, community, or as an expert on a topic ... now what?

Public speaking, which includes presenting .ppt, is the number one fear, over death, divorce, poverty, etc. Hopefully, some insight can reduce most of your tremors. Many people are either great at putting together a great .ppt or presenting, few master both.

Many organizations and most corporations culture require .ppt -- there are many benefits and reasons as to why. I simply believe its because its a guide to what you are saying and saves you time in the long run!

A link was shared on LINKED IN, yes an intentional pun, (Death by Powerpoint by Alex Kapterev) with a eye-opening statistic that there are 300 million .ppt users in the world! Now, that got me thinking!! Here are a few of my own tips:

1) Prepare a dozen (no more) powerful slides (Alex's .ppt slides had way too many with 61 slides!!)

2) Make sure it reflects your personality and presentation style

3) Rehearse, rehearse, REHEARSE!! The .ppt should be a backdrop to what you are saying

4) If asked to do a presentation from an existing .ppt -- give it an overhaul regardless of whether you think you should use the existing one -- the number of slides reduced, the graphics way up,

5) By having very minimal points, more graphics, you will be forced to prepare and you cannot simply read from the .ppt -- which is the way to murder a presentation and put your audience to sleep!

6) With minimal slides and maximum rehearsal, you will be more engaged with your audience to watch body language, engagement.

7) You should be watching your audience -- body language, etc. -- not the .ppt -- they will help you set the tempo

8) Audience size should influence how you present. Smaller audiences allow you to ask if they're following without breaking for questions to lose the momentum

9) The BEST .ppt I've ever seen was doing research -- Steve Jobs on unveiling the iPAD -- on YouTube http://www.youtube.com/watch?v=poaUbmdUcCY&feature=channel

a) Steve Jobs is probably not the most dynamic speaker so its obvious he rehearsed
b) The .ppt is incredible -- unfortunately, we all don't have a team available to help us like Steve did -- graphics, flash, etc.
c) This is a great example where preparation + ppt make who/what could be boring into something more interesting

10) If its a small audience, have a number of handouts printed and be prepared to give them AFTER your presentation. If you give them beforehand, they will be flipping through them and not paying attention to you. If its a larger audience, you can include or ask people to request a soft copy so you can follow up/send afterwards.

11) An adage that was drummed into me at Toastmasters that can be used to act as your guide (reminded by LINKED IN member George Dunn):

a) Tell 'em what you're going to tell 'em
b) Tell 'em
c) Tell 'me what you told 'em

12) Join Toastmasters to sharpen your skills in an environment that encourages you to test your speaking skills with other folk that are in the same boat. There are thousands of clubs in a variety of formats, times, etc.

On that note, someone was promoting himself/org on a YouTube presentation. I was overwhelmed with the urge that I acted on. My feedback to him was to recommend he attend Toastmasters because his umms and ahhhhs discredited a lot of what he was saying and he was going to lose viewers based on that.

A mentor of mine from Toastmasters had a saying "if you talk like a turkey, take the turkey out of your talk" ... by joining TM.

QUALIFICATION versus RESULTS

A new sales veteran pal of mine, Mel Harding, (on LINKED IN) VP Product Development of Occulus.com and I have been exchanging and participating in discussions on qualifying.

Everyone knows that they've heard the term "qualify" or told that qualify is part of the sales process. My definition lends it as a method to identify a quality sales prospect or lead to boost success ratio. Yet, I'm of the opinion its considered just more sales jargon with only the most dedicated sales professional or sophisticated sales organizations understand.

I can certainly appreciate why a website service such as "Occulus" would be started. For many of us that have worked for major sales organizations like Xerox, Digital, IKON, etc. these tools are developed for us and are part of the process/accepted practice.

Qualifying IS the one part of sales that IS rocket science! Think of it as another tool in your tool box along with cold calling, objections, closing, relationship selling, etc. You have to be able to more than simply understand not only who you are targeting or engaged in sales with, you have to RECOGNIZE who a qualified prospect/customer is. Check out their website www.occulus.com to get a feel for what I'm talking about. This is NOT to be confused with CRM systems which capture and communicate information about prospects/customers. The various methods of qualifications are about identification, understanding you/customers/competitors, diagnostics, formulas,etc. It can be simplified by asking if you know if you are talking to the key decision maker .... who have gatekeepers who's major priority is to keep sales people away. Talk about contradiction!

When I've worked with smaller companies and try taking them down the "qualification" path they think I'm over-complicating the sales process, not getting results fast enough and what the heck am I doing all this analysis for! Fortunately, others might say "I get it" whereas they don't. The quality of your qualification process will uncover a strong identification of prospects that can save a lot of time in the long run, increase your success rate PLUS make more lucrative successes than smaller hits most consider "results". That's why some organizations distinguish sales reps from mainstream to major accounts ... meaning the larger the revenue opportunity, the longer the sales cycle.

Another compelling reason for capturing a qualification process. This other company I worked for had a Sales Director with 20-30 years industry experience. This gentleman knew how to price based on who they were competing against, the time of year, even the sales rep. What do you think happened when he left? How would others know what he had in his head?

So, get that scientific brain working and start qualifying better. Also remember, the best opportunities are the ones that are found in unchartered territories. By careful examination and identification (i.e. qualification) you will feel more confident to go down the longer, windier path where your solution, service or product will fill a void. Otherwise, you best get your call activity way way UP in order to get those results!

Please comment or keep me posted on how you're doing in the world of business "optioneering".

Jeannette

Is COLD CALLING really necessary?

Cold calling is always necessary in any times, any industry, any target company size. The how/what/where is the gem.

I consider "cold calling" active, personal research. You can uncover potential clients or opportunities that you would not otherwise find, unless you do.

Most people are afraid of sales because they strongly align it with "cold calling" .... yet it is active/personal research on ways of gaining customer intelligence. You can collect Annual Reports, etc.

In a world where we (I include myself) can easily hide behind e-mail and social media ... seeing a live person is compelling. I don't think "gatekeepers" are interrupted as much as many would think by salespeople pitching their wares ... unless they're selling cookbooks or copiers.

If you approach cold calling with a fun attitude that it's an adventure - you're on a scavenger hunt, looking for hidden treasure. The pirates are the "gatekeepers" guarding the treasure.

What is QUALIFICATION in sales?

It's that old selling example of selling ice to an eskimo.

I say the eskimo has not been qualified appropriately. If you "qualify" the eskimo, you would ask him where he plans to put the ice, how he plans on using it, and if it is going to be in his igloo how long does it have to last? Does the eskimo have to discuss the purchase of ice with someone else or does he have the coins in his pocket? You may also want to ask how often he needs ice (determine pricing and/or future opportunity)?

Through the qualification process -- which is asking a ton of questions -- it comes down to patience and commitment to uncover the real need or opportunity.

If I were to sell ice to an eskimo, I'd end up selling a refridgerator!

Yes, it would have been much easier and quicker to sell him ice, which would mean I did my job. Yet, if I ended up selling him a refrigerator, he'd be much happier, most likely refer me to other eskimos who have only thought of buying ice, and I'd end up looking outstanding!

To me, it isn't rocket science -- it results from clear qualification.

How many TIMES do you CALL?

Many of us sales types start to wonder if we're being annoying and that's why we're not getting calls back from our calls. So how many times is too much?

I don't think there is a clear cut answer, yet I know statistically, 85% of all sales reps give up after the 1st call ... yet most opportunity happens after the 5th call!

If it isn't working, try some new approaches:


1) Change it up
2) Be explicit about why you are calling or why they should call you back
3) The higher you call, the more compelling their reason to call you back should be
4) Script Option: I appreciate how busy you are ... I will call back at such a such time (the earlier the morning the better)
5) Script Option: If I am calling you and you are not the appropriate person I should be speaking to, I would appreciate if (i.e. your assistant) or you get back to me with the appropriate person's name (I've done this, and then it looks like you've been referred top-down)
6) ALWAYS have a reason for your call and a reason WHY they should talk to you
7) Research: The best time to call a prospect is between 8:30-10:30 a.m. yet most people believe it is just after lunch (which is the worst time)
8) Research: The best day of the week to call someone is a Thursday
9) If I were to leave you a message saying I'm calling about life insurance (no, I don't sell that .... but who doesn't get a lot of those calls?) ... you'd automaticly delete me ............. but if I were to call you to say I have important ideas on succession planning that have proven successful with other executives like you (specific name dropping is always better) ... would you take that call instead?

Once you've developed strong relationships with key decision makers, they will want to help you be successful because in essence you've helped them in some way. Go ahead and ask them how many calls they get and which ones they answer and why?

Many times you will discover that they get a ton of calls/e-mails a day so they all start to sound the same. Yet disciplined decision makers also realize that they can gain the best information from their "circle" or go to to solve a problem. They hardly want to pass up an opportunity to learn ways to save money, save time, ease pressure, solve problems. If you can "hit" that note in your voicemail or message, you may be more likely to connect.

Here are some ideas to give you incentive to keep plugging:

i. Remember, they're busy. Yes, many are intentionally ignoring you. Many more are simply to busy to answer every call/e-mail they get.

ii. Keep in mind, that many decision makers become cynical after dealing with sales people who over promise and under deliver

iii. Try sending a introductory letter so that you can carefully lay out what it is you are offering, how you've helped others, and when you will call to set up an appointment to share your ideas in depth

iv. They're counting on you to give up after the first or second call

YOU make all the difference to your prospect

Everyone wants to work with a winner.

Key differentiation is YOU. What do you do that is unique?

If you're not sure, ask your best customers why they work with you specifically when they could work with those others in your market.

You have to be able to communicate specifically how you or your product/service has *helped save money or *improved processes/streamlined or *saved time (which costs money)

You have to STOP going on about your company/service/product as bells and whistles. You will sound like every other person out there trying to get an appointment or to the next level with that prospect.

EVERYONE has the best product/service/company out there believe it or not? Yet what they don't have is YOU. Think about:

1. When have you gone the extra mile for a customer and they prefusely thanked you?
2. How did you help them solve a big problem?
3. What traits do you have that they say they can't get from anyone else?

If you rely on your organization to conclude the sale after you hook them, this is going to be more difficult to answer.

Realistically, if you move between companies, a client may not follow you because the service/product they were getting is being met by the initial organization that you sold them on.

You can't assume they will follow you because you were the reason they started with your company to begin with. However, you can increase your chances that if something goes wrong, you will be the next person they will call.

I have tried to position myself as "the go to gal". Even if its not a service/product I personally sell, I position myself that if I can't do it, I will help them as best as I can.

People can sniff out sales folk that want a sale from those who want to help them succeed.

How you position YOU, is up to YOU!

HOW do you stay on top in the sales "game"?

If you are REALLY strongly connected with your customers and get to know who they are, who their competitors are, who their customers are and what is impacting their industry .... then your answer is self-explanatory from this.

It is critical to understand what your tipping point is ... you can gain that from your customers. Everyone is in the same bucket when they say: quality, service, one-stop shop, competitive, technology .... one element that nobody else can compete with is with YOU.

Bascially, ask a ton of questions, listen listen listen and then read read read. Knowledge is power.

GETTING STARTED with my MISSION

Interest from my various opinions on LINKED IN primarily to do with sales expertise inspired me to start my own blog for a few that said they would like to follow me and learn from my own experience as a top performer in sales, consistently and discipline. I will capture those opinions to place them here. One of the things I will do is critique business books from a female business mind and dedicated to help generate motivation/knowledge/value.