Most pitch advice will tell you to start with the problem. But that can often put your prospects on the defensive. Instead, try framing your story as a significant change in their world. This approach is practical for building trust with your audience.
Keeping the Action Moving
Throughout the sales presentation, the key is to keep the momentum going. The best way to do this is by demonstrating the benefits and results that customers can expect to see. It will guarantee that your prospects are committed to your solution and instill a sense of urgency. A great way to illustrate these benefits is by sharing relatable stories from satisfied clients. It’s a fantastic method to demonstrate to prospective clients that you know their needs and are qualified to meet them. It’s also important to remember that people don’t buy what you do; they believe why you do it. It means you need to focus less on your product’s features and more on its impact on your client’s business.
Well-structured sales deck examples help you win over prospects and close more deals. However, it’s just as crucial to ensure that your content speaks to the particular requirements of your audience. That’s why it’s essential to involve salespeople in the content creation. By doing so, you can be more confident that your content will better align with their needs and provide the information they need to move forward with their decisions.
Establishing the Stage
A compelling narrative evokes emotion by telling what will happen to your prospects if they choose to use your product. It pulls them into the world of a better future, free of your product’s current problems or rich with new opportunities. It’s important to focus less on your product and its features and more on the benefits that buyers will reap when they work with you. The first thing to do is set the stage by describing your prospects’ main pain points and challenges clearly, concisely, and visually engagingly. It is the “big picture” that your sales deck should present, establishing your company as the solution.
You can use customer research and data to do this. For example, if your product is a new service that offers a unique value proposition, you can highlight the results that other customers have experienced. Similarly, suppose your company’s product is in a new industry and requires a learning curve. In that case, you can explain the key features and benefits buyers will experience once they overcome that initial hurdle.
Establishing a Satisfying Resolution
The climax of your sales deck should be a thrilling moment that leaves readers feeling satisfied and hopeful. This moment could be the conclusion of a conflict, the release of tension, or an emotional revelation. A compelling plot often contains a combination of these elements, but it is essential to maintain the proper balance so that your story feels manageable and realistic. The most effective way to convey your message is through a narrative structure that resonates with your audience’s pain points and motivations. Using storytelling’s build-up, conflict, climax, and resolution hallmarks to disguise your business pitch will give you a better chance at securing a sale.
Every good story must begin with a strong hook that captivates readers’ attention and draws them into your world. It can be achieved by asking an intriguing question, presenting a captivating image, or introducing an unexpected event. Whatever the hook may be, it is essential to have some form of conflict to keep your story engaging. Once you have a gripping narrative, you must present your product or service to address your prospect’s pain points. It can be done through relatable customer testimonials or a clear breakdown of your solution’s features and benefits.
Raising the Tension
You must set up a tension-provoking conflict to get your audience invested in your sales presentation. Think about all the great novels, movies, and TV shows you’ve ever seen: they all have some drama brewing between characters with real stakes that can be lost or gained. That’s what makes stories so captivating.
For B2B sales presentations, the most common source of tension is the pain point your audience is trying to overcome. For example, you could show a slide highlighting the pain points your prospect is dealing with when working remotely or how they’re trying to use their current systems to work together and collaborate effectively. Then, you can demonstrate how your product can solve these issues.
A great way to increase the intensity of your prospect’s pain point is to make it personal. It will help your audience connect with your story and be a significant factor in their decision-making process. To do this, customize your slides with your prospect’s name or company name and add visuals that are relevant to them.
This personalization can be as simple as putting your prospect’s name in the title or description of a slideshow. It shows you’ve taken the time to understand their needs and that you care about them as potential customers.