There's nothing worse than getting through an entire sales presentation only to hear, "That was great, but I just need some time to think this over." While many salespeople focus on making their presentations flashy, fun, and exciting, they do little to ensure that their presentations address the prospect's top concerns -- and provide 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.
But, 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.) that's used to supplement a sales pitch. The sales pitch is given by a salesperson to a prospect. It 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.
Ready to see some sales deck examples? Here are a few of the best, in no particular order.
This slide deck from Richter starts out with an introduction of the problem and then follows with a value proposition, and a solution. They provide an overview of what they deliver to customers, who their clients are, and the results their customer base has seen.
The sales deck touches on all the key points a sales presentation should cover. And when it includes graphics and logos, they are clearly organized and not cluttered.
This sales deck describes how machine learning and AI are changing various industries. As a recruitment software, Relink elaborates on how HR will be impacted by these technological changes. This segues into an introduction of their product and how it addresses these shifts in technology.
Statistics are highlighted with larger fonts and icons are used for visual appeal. A consistent, color scheme makes the presentation cohesive. And primary takeaways are presented as brief snippets of text, so prospects don't need to spend too much time reading to learn about key points.
LeadCrunch is a B2B demand gen business whose sales deck features statistics and charts that highlight how businesses can predict and personalize their sales and marketing efforts. Key numbers and terms are either in a bold font, larger font size, or a different color to make it stand out from the rest of the text.
While their slide deck is on the lengthier side (the typical presentation is around 10 to 15 slides), they include intriguing visuals and statistics that grab attention and keep viewers interested.
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. And the following slides provide a step-by-step walkthrough of how the product works. Since each of the slides aren't text heavy, this gives the salesperson the opportunity to elaborate and answer any questions the prospect might have.
Keptify is a shopping cart abandonment software. Their sales presentation keeps things short and sweet. It doesn't overwhelm prospects with too much text and opted 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 it also increases the likelihood that they'll buy from you.
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.