Less is the New Black
Jan 28
Years ago, the longer your sales presentation or proposal, the more people thought it raised their expertise and better positioned their solution.
Well, times have changed and more is not better.
In today’s time-pressed business world, you can stand out from your competition by reducing the amount of information you include in sales calls, presentations, demonstrations and proposals.
Contrary to popular belief, you don’t need to tell people EVERYTHING about your company, your product or your solution.
Before meeting with a new prospect—or existing customer for that matter—ask the following question:
What is the most critical information they need to know? In other words, what MUST you tell them?
As you develop your presentation or sales call, focus your attention on those key points. This ensures that the most important aspects of your solution don’t get lost in your presentation. It also ensures that you make the most of your time by concentrating on what is important.
After you have completed this you can prepare back-up documentation and/or information to discuss if, and only if, time permits or if your prospect wants that info.
Resist the temptation to include a lot of information about your company. You may think that your prospect wants to know this detail but all they want to know is how you can help them solve a problem, reduce costs, increase revenues, etc.
Eliminate the self-serving monologue. Reduce the amount of information you present. Improve your results.
Right on Kelley! I learned this the hard way by my own mistakes and watching others. Giving people too much information overwhelms them and results in “I gotta think about it”. I go for a sniper approach and focus on no more than 3-4 major points in my presentations. Any additional information I give will be the result of questions I get asked.