While many salespeople focus on making their sales decks flashy, fun, and exciting, they do little to ensure that their presentations address the prospect's top concerns and offer an irresistible solution.
As a result, many presentations are met with wishy-washy responses that drag along the sales process and waste valuable time.
If you've done everything right during the discovery process – digging deep into your prospect's challenges and understanding exactly what they need – only to get a noncommittal response, then your presentation needs some major adjusting.
What does a great sales deck look like? We'll take a look at some of the best, and provide tips for creating your own stellar sales deck and presentation.
What is a sales deck?
A sales deck is a slide presentation (e.g., PowerPoint, Keynote, etc.) used to supplement a sales pitch. The sales pitch, given by a salesperson to a prospect, often includes an overview of the product or service, offers a value proposition and solution for the prospect, and includes examples of success stories from other clients.
The primary purpose of a sales deck and presentation is to introduce a solution that ultimately leads to the prospect purchasing from your company.
What’s the difference between a pitch deck and a sales deck?
A sales deck is a pitch meant to convince a prospect to make a purchase by showcasing your product features, benefits, and value proposition.
A pitch deck, on the other hand, is usually created for investors who want to learn more about your company, vision, products, financials, and target audience. Think of the pitch deck more like a synthesized version of your business plan.
Ready to see some sales deck examples? Here are a few of the best, in no particular order.
ReCheck is a blockchain platform that specializes in document protection, and its sales deck emphasizes the importance of simple text and organization.
The problem and solution are introduced using bullet points, which makes the text easier for readers to prioritize.
They include a comparison chart of the conventional solution and ReCheck's product – clearly outlining the benefits of their product. The following slides provide a step-by-step walkthrough of how the product works.
Since each of the slides isn’t text-heavy, this allows the salesperson to elaborate and answer any questions the prospect might have.
The first thing Keptify does in its sales presentation is present an eye-catching statistic. Then, they present the reasons behind that data.
The deck doesn't overwhelm prospects with too much text, opting for more graphics and visuals instead.
It introduces a hard-hitting stat about the problem their prospect is facing, engages them by asking a question, and provides a solution to the issue.
The slide deck continues to outline specific product details and what sets the solution apart from others, ultimately leading to a slide that represents the expected outcome for the prospect.
Each of these presentations provides a general overview of the products, problems, and solutions, and they can easily be tailored and customized to each prospective company. A custom presentation not only piques the prospect's interest but also increases the likelihood that they'll buy from you.
What you’ll first notice when scrolling through Zuora’s sales deck is that it’s straightforward and easy to scan.
The brand kept it simple with their deck, making it making for consumers to take in the information. Too often, companies overload their decks with information and by the end of the presentation, consumers can’t remember anything.
Every slide, Zuora has one main message with supporting information in smaller font.
In addition, the brand incorporates reviews from other businesses to serve as social proof – a powerful tool when trying to attract consumers.
In addition to the use of design to make the sales deck stand out, Accern also highlights customer case studies in its deck, another form of social proof that shows the success other customers have found with this tool.
Sales Deck Presentation Tips
Ready for your presentation? Sticking to these five simple sales presentation guidelines, recommended by Marc Wayshak, will help you blow your competition away while dramatically increasing your chances of closing the sale.
1. Lead with solutions.
Have you ever met with a prospect who was excited about your product or service – and used your presentation to keep on selling? This is called over-selling, and it's the leading cause of death for sales presentations.
When you start your presentation, first lead with solutions. Don't talk about the benefits of your product's features or tell the prospect how great your company is.
Simply dive into how you're going to solve the deepest frustration your prospect is facing right now.
2. Incorporate case studies.
Once you've addressed the specific solutions you can provide to the prospect, it's time to add some color to your presentation.
Turn your sales presentation into an engaging story by sharing case studies of similar prospects and the results they've achieved with your help.
This step is important for building trust and credibility with the prospect. At the same time, case studies bring your solutions to life in the real world, making your presentation more engaging.
3. Ask for feedback throughout.
Most presentations are a one-way monologue by the salesperson. This approach is boring – and it's certainly no way to connect with a prospect.
Instead, ask short questions throughout your presentation like "Does that make sense?" or "Can you see how this would work for you?" Asking for feedback periodically ensures your prospect stays on the same page.
4. Welcome interruptions.
If you want to close more sales, you have to care about what your prospect is thinking throughout your presentation.
Any interruption is the perfect opportunity to find out. Whenever a prospect interrupts you – either with a verbal remark or subtle shift in their facial expression or posture – stop immediately.
Acknowledge the interruption, and welcome the opportunity to explore it with the prospect. Never ignore signals just to stay on a roll and conclude your point. Invite prospects to ask their questions or share their concerns.
The opportunity to respond to those concerns is always more valuable than whatever you were about to say.
5. Wrap it up quickly.
Your presentation should be ASAP: as short as possible.
It's natural for salespeople to get excited about what they have to share, but this causes most of them to ramble on for far too long.
Prospects only care about themselves and their challenges. Present the information they'll be interested in and nothing more.
Practice your next sales presentation with a colleague or friend and ask for their honest feedback on its length.
How to Find a Sales Deck Template
Ready to start creating your own sales deck? Get started with this free template.
It includes four Powerpoint templates, each with a different focus.
Here are additional resources to find a sales deck:
Pitch – This presentation platform allows you to pick from hundreds of templates and fully customize the template you choose. The best part? It’s free and offers premium packages for teams who want analytics, multiple users, and live video collaboration.
Canva – On this graphic design platform, you can search through countless presentation templates and customize them. Canva also offers extensive collaboration features, such as file sharing and commenting.
Editor’s Note: This post was originally published in April 2019 and has been updated for comprehensiveness.
Originally published Aug 27, 2021 5:00:00 PM, updated August 27 2021