How to Crush Your Remote Sales Presentations | Vizetto

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How to Crush Your Remote Sales Presentations
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• Overnight, our society has transitioned to remote
  everything. From kids school, family get
  togethers to even virtual karate lessons. Now
  that we are comfortably numb to this change, we
  are never going to go back to the old way of
  doing things.
• One type of remote meeting seems to be much
  harder than ever the remote sales presentation.
  A lot of sales reps scrambled to continue to do
  what they do, in the virtual forum. Make phone
  calls, have meetings and continue to present
  but how is this working?
• Is every meeting blurring into the next these
  days? Are you bored and distracted when someone
  is presenting?
• Are you still struggling to keep your customer
  engaged during your remote sales presentations?

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Best Tips from Fred Diamond

• Recently, I had the pleasure of speaking with
  Fred Diamond, the co-founder of the Institute for
  Excellence in Sales (IES). I wanted to tap into
  his knowledge and discover the key ingredients
  for a great remote sales presentation.
• The three most important things to consider
• Did you differentiate yourself?
• How clear was your value articulation?
• Were you customer centric?

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Differentiate yourself in your next online
presentation

• When you sell face to face, you know the drill.
  You dress the part, show up on time, and are
  professional and organized. Building trust and
  presence is Sales 101.
• Then why do we all stumble so much in our remote
  meetings? We turn off the camera, make our deck
  be full screen and talk and talk until our
  customers are falling asleep.
• You need to realize that your presence is more
  important than your content. Your customer can
  read your deck faster than you can say it, just
  repeating the information that is printed is not
  effective. They need to see you and connect with
  you. Your presence has to be elevated in a remote
  meeting.

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Do you articulate value during online meetings?

• Just talking endlessly doesnt mean that you made
  your point. Remember, we learn more with our eyes
  versus any other sense. You need to show your
  value visually.
• Bring up the customer testimonial video and show
  that this is real. Show the pictures from the
  installation that happened last week.
• Bring up your spec sheet and compare against the
  competition and highlight how your product is
  more effective.
• Dont let the customer second guess your talk
  track by being visual and proving to them that
  your products and services are better.

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Be customer centric

• This means that you not only present information
  but allow the customer to talk and ask questions.
  
• Be non-linear and bring up any type of content as
  the conversation evolves.
• Dont be married to the deck and use the
  PowerPoint deck as a visual aid as it was
  originally intended. Dont let PowerPoint be a
  crutch to your presentation.
• Being customer centric also means giving your
  customer the visual feedback that youre
  listening. Pull up a note and start typing their
  concerns. Underline, highlight and mark up the
  document to reflect their comments.

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• If you do these things in every meeting, you will
  not only have more effective remote meetings and
  sales presentations, but you will also build more
  trust and close more deals.
• The same psychology that drives success during a
  face-to-face presentation applies to remote
  meetings and there are tools that can help you
  succeed.

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