{"id":4933,"date":"2022-09-15T12:00:24","date_gmt":"2022-09-15T16:00:24","guid":{"rendered":"https:\/\/idecide.com\/?p=4933"},"modified":"2023-05-04T20:48:22","modified_gmt":"2023-05-04T20:48:22","slug":"the-spider-presentation-method","status":"publish","type":"post","link":"https:\/\/idecide.com\/ko\/2022\/09\/15\/the-spider-presentation-method\/","title":{"rendered":"6 Amazing Sales Presentations Strategies That Can Help You Close More Deals"},"content":{"rendered":"
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Introduction<\/h2>\n

You\u2019re doing a ton of sales presentations but think you should be closing more. ..<\/p>\n

Prospects tell you they\u2019re interested but then don\u2019t move forward...<\/p>\n

You think you\u2019re crushing the presentation, but you feel like you\u2019re \u201closing them\u201d somewhere...<\/p>\n

I could go on and on and if you\u2019ve been in sales for any length of time, you could probably add a dozen yourself!\u00a0 Well, we all know that sales presentations are important and key to the sales process, but just because organizations invest large amounts of time and resources into the sales presentation you\u2019re using, doesn't automatically mean you will close more deals. So how DO you close more of the presentations you\u2019re spending your valuable time on? How do you know what to include in a sales presentation? I\u2019ve been in sales and marketing for over 30 years and have done (and listened to!) thousands of presentations. I can tell you with absolute certainty that the CONTENT of the presentation isn\u2019t nearly as important as the DELIVERY of the presentation! Interestingly, however, the mistakes that I\u2019ve seen made are fairly simple to correct, and when they are, close rates (and income!) go through the roof. Since everyone loves a good acronym, I\u2019ve coined what I call the \u201cSPIDER Presentation Method\u2122\u201d to tell you exactly what to include in a sales presentation and\/or in your delivery. Easy to implement sales presentation strategies with a giant payoff!<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>

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Winning Sales Presentation Strategies- SPIDER\u2122<\/h2><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>
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S - Short<\/h2>\n

I recently hired a marketing company to help promote a new product we are launching. Naturally, the process involved getting proposals from the companies I was considering, and then sitting through presentations from the 5 that I had narrowed them down to. I was absolutely blown away with the LENGTH of these sales presentations! One of them lasted 90 minutes! Without coming up for air or even taking breaks to ask if I had any questions! I remember thinking \u201cI could\u2019ve done that presentation in 15 minutes and closed it for sure!\u201d And these people do marketing for a living! I trained a sales rep once and it was time for him to go on his first solo call. It was in the prospect\u2019s home and I told him to call me when he was done to let me know how it went. One hour went by... no call. Two hours... After three hours I just assumed he forgot to call me when he finished so I texted him. Me: \u201cHow did it go?\u201d Him: \u201cI\u2019m still here\u201d Me: \u201cGET OUT OF THE HOUSE!\u201d I get it, he was so enamored with our products and our company that he felt they would want to know EVERYTHING about it all... just like the marketing companies I interviewed. The truth is, they don\u2019t. Less is more. You\u2019re far better off letting them ask questions about things you DIDN\u2019T cover than to try to cover it all.<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>

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P - Personalize<\/strong><\/h3>\n

There\u2019s probably nothing else that\u2019s easier for you to do, that will have such a positive impact on your close rate than saying your prospect\u2019s name in your sales presentation! If possible, also put it into your physical presentation so they see it visually too. Hearing or seeing your name causes a chemical reaction inside your brain, releasing the feel-good hormones, dopamine and serotonin. This gives you feelings of happiness and sends unconscious signals like empathy, trust, and compassion to the unconscious brain. Remember that 90-minute presentation I told you I had to sit through earlier? They didn\u2019t say my name even once! When at all possible, you should also try to personalize the presentation with the content that the prospect is most interested in learning about. This may require a little research beforehand, but it will also help with \u201cS\u201d, keeping the presentation short. Why waste your time, and theirs, talking about your weight loss product when they\u2019re in fact looking to put on pounds? Or talking about the HR feature of your software solution when a simple review of their website would show you that they\u2019re extremely proud of their HR department? Say their name, show their name, cover what THEY want to learn about!<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>

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I - Interactions<\/h3>\n

ASK QUESTIONS! We call it a \u201cpresentation\u201d but a winning sales presentation should be more of a conversation. Constantly get feedback at every turn in your presentation and ask questions such as: \"Does that make sense?\" or \"Do you see what I'm talking about here?\". I\u2019ve had incredible success just flat out ASKING the prospect what THEY\u2019D like to see next! \u201cThese are some of the amazing things we can do for our clients, and I think they\u2019re all great, but which do YOU want to cover first, Sue?\u201d (See how I also snuck the \u201cP\u201d in there! Endorphins are flying!) By constantly getting feedback from your prospect, you're pulling them into the conversation and making them feel like they've had a role in creating the solution.<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>

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D - Data<\/h3>\n

If I asked you right now how many presentations you did last week, month, year... would you know? Of those presentations, how many closed? Why didn\u2019t the others close? What percentage didn\u2019t close because they went with a competitor? What percentage didn\u2019t close because of price? How long did the successful presentations last? Data is key in any business, but for some reason sales reps seem to think they shouldn\u2019t bother with it. They\u2019re oftentimes just onto the next one, without paying attention to the data. In a previous financial sales management position I held, we ran a sales seminar model. The data showed me that for every 6 confirmations to attend the seminar, 2 would show up and at least 1 would become a client. I also knew that the average commission for each client was $1,000. Therefore, I knew that 6 attendee confirmations would generate $1,000, 12 = $2,000, 18 = $3,000, etc...<\/p>\n

With that data, all the guesswork and uncertainty that typically comes with sales was gone! I had a very simple focus- get more people to say they\u2019d come to the seminar! I don\u2019t know what it is in your business, but I do know that the data makes things more predictable, less stressful, and tells you exactly where to focus!<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>

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E - Edit<\/h3>\n

Numbers are based in Math, Math is based in Science, and Science is based in Fact! Once you have the data, you can make the necessary edits to your presentation... based on facts! Too many sales reps make changes to their presentation based on their \u201cgut\u201d or what they \u201cthink\u201d needs changed. The problem with that is that our egos often play a part in those decisions. They\u2019re subjective when they should be objective and based in FACT, not feeling. Track your numbers and then make the necessary changes accordingly... forever! Every presentation should be a living, breathing being that is constantly improving.<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>

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R - Repeat, Repeat, Repeat!<\/h3>\n

And then repeat some more! Once you\u2019ve incorporated the SPIDER Presentation Method\u2122 and refined your presentation to the point that the data shows that it\u2019s working, then you do it again and again. It becomes a money machine! I\u2019m so tired of hearing things like \u201csales is a numbers game\u201d or \u201cyou just have to throw more numbers at it\u201d. Those are true, but NOT when you\u2019re missing the things we\u2019ve just talked about! Throwing more numbers at a crappy presentation that\u2019s closing 2% of the time is a sure-fire path to emotional, mental, and physical burnout. Put the work into incorporating the SPIDER Presentation Method\u2122 into your presentations and THEN roll it out on a massive scale!<\/p><\/div>\n\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>

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A Powerful Sales Presentation Example<\/h3>\n

Still need help, or want to turbo-charge your presenting while recapturing your time? All of the SPIDER Presentation Method\u2122 strategies can be found in an automated presentation technology called iDecide\u2122. iDecide\u2122 is a \u201cchoose-your-own-adventure\" presentation software that is customizable, personalized, and a fully AI driven, interactive presentation tool that enables your prospective client to choose what's relevant to him or her.<\/p>\n

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