Does your sales process require you to present detailed or technical information, or to demonstrate a product online? Does it help you to draw out a diagram to explain your product or service? This is often the case in sales, and in the real world, that is easy to do over coffee, with a pen and a napkin.
To succeed in the digital world, however, you have got to play to the benefits of a whole new medium, with its demands for brevity, differences in presentation capabilities and a whole new set of techniques.
For most people stories are easier to remember than data or facts, stories stimulate the visual part of our brain as we picture what we are being told, and the picture that we create in our minds is easier to remember, and much longer-lasting.
I have shared the story of Alice in Wonderland before, where Alice finds herself on a path that splits and splits again, and on and on, and she does not know which path to take. The Cheshire Cat appears and asks her where she wants to go. Alice realises that she does not really know and actually it does not even matter what path she takes at all.
This feels a lot like presenting a data-driven presentation to people who may not really be data inclined, and how do we get to the end goal – which is getting the information across, yet in a way that is understandable, informative and memorable?
You can take your data-driven presentations from dead boring to engaging and even fascinating using a technique that allows you to add a single, clear narrative to your data-driven presentation.
Adding Some Extra Professional Techniques
Many customers do not speak the language of data, and those that do are often trying to interpret the data ahead of your actual presentation. In both in order to keep their attention, making use of neuroscience will make your presentation more effective, and more memorable.
The power of the story has long been taught as a powerful way to engage a customer’s attention, but seldom if ever to we apply this powerful methodology to technical information. It is almost as if, when we need it the most, we think that the solid science of storytelling will somehow not work when applied to data or factual presentations. In every instance, narrative storytelling is a powerful way to communicate your information – and it makes sharing this information easier to digest, whether the customer is data-driven or not,
How to Make it Conversational
As in every good pitch or presentation, avoid a dominate the conversation. That can easily happen when your customer is overwhelmed by the data and does not understand what is being presented to them. It's challenging to come up with good questions (as a customer) when you are in the dark on what the information means so be sure to keep your presentation conversational.
avoid information overload by limiting the amount of text on your slides, and stop screen sharing once you have completed the presentation so you can make full eye contact with your customer again. ng, you want to be able to see the faces and reactions of your potential customers, to get an idea of whether understood or did not understand, what you have just shown them.
I always suggest asking if people have any questions, this is a great way to get the conversation flowing, and also allows you the opportunity to address any concerns, or correct any information that the potential client may have misunderstood.
2 Key Tips to Acing Your Presentation
Focus on what you have learned about the client before the meeting and make it all about the customer, recap what was discussed previously, and show that you are prepared with the solution to their challenges that they have been searching for.
Make sure that you always do a thorough technological check before your meeting – be prepared, show up early, and check your camera and microphone, connection and screen sharing functions, all of these running smoothly will not only present you in a professional light, but will assist to calm your nerves while presenting – nothing worse than having your screen fail, or a presentation freeze at the critical moment, right?
If you and your team would like help with this, that is what we do - so please do feel free to reach out to us anytime.
If you would like to know more about how you can get access to our 8 module Remote Selling School, which will offer you and your team a structured approach to virtual sales success please indicate your early interest by reaching out to Chris on [email protected] who will be in touch with relevant information and let you know about our early bird offer.