Decide to stop sharing your PowerPoint slides in a virtual sales meeting to engage the prospect

Too many salespeople prepare a PowerPoint deck for a virtual sales meeting and spend over 95% of the time with the prospect sharing the slides. This makes the slides the focus and the video of the salesperson and the prospect small beside the slides. While the slides are important, they shouldn’t be the only focus.…

The biggest mistake salespeople make using the company standard PowerPoint deck

Too many salespeople take the deck that the Marketing department provides, fill in the prospect’s name and organization and think they are prepared for the meeting. Using the deck this way is the biggest mistake salespeople make when using the company standard PowerPoint deck. The deck has detailed information on the company and its products…

Share the Slide Show window instead of your single screen when using PowerPoint on Teams or Zoom

Why presenters share the full screen The typical approach for many presenters with one screen who want to share PowerPoint slides in a Zoom or Teams meeting is to first share their full screen. Then they start the PowerPoint Slide Show so the attendees see full screen slides. The problem is that attendees see your…

Sales Professionals: How you use the standard PowerPoint deck Marketing provides tells prospects how much you value them

Should you use the standard PowerPoint slides that the Marketing department provides to all sales professionals? Absolutely Yes! Why? Because it provides you with the approved messages and is on brand with colors, imagery, and feel. But don’t use it as is. And don’t do the bare minimum that too many sales reps do. They…

Quantifying prospect pain or cost of the problem on a virtual sales call using a spreadsheet

One of the key parts of a consultative selling approach or the Sandler Selling System is to quantify the cost of the problem the prospect is having. By getting clear on the cost of the problem, it allows the prospect and sales professional to determine if the solution will provide a positive ROI for the…

Timeline visual templates in Excel from Microsoft

Microsoft makes downloadable timeline templates available at https://templates.office.com/en-us/timelines. Note that some of the templates are classified as Premium templates (denoted by the diamond icon) which are only available to those who have a subscription to Microsoft 365. When looking at these templates, be careful to select a template that creates an accurate time scale. Most…