Microsoft’s PowerPoint (PPT) software program is the go-to audiovisual aid for salespeople. But in many cases, PowerPoint works against the seller.
Salespeople work so hard to get in front of audiences. So why spend all that time and energy getting prospects into the room and then turn down the lights and ask them to look at a screen?
If you’re in sales, you’d do better to go with sustained eye contact, especially at the beginning and the end of your presentation.
We teach people how to treat us. If your presentation is average, the prospect’s response will be average. If you want to seem like every other salesperson, give a PowerPoint presentation.
I avoid using PPT whenever possible, but if I have to use it to convey a certain message visually, I recommend these guidelines:
- Use black background with light letters
- Use only one photo per slide and blow it up big
- Only use PPT in the middle third of talk
- Make the fonts big and bold
- Finalize your slide deck and then remove the weakest slides (shoot for 10%)
A PowerPoint tip that can save a sale
Let’s say you’re halfway through your slide show and a separate conversation needs to happen.
Simply press the “B” key to take your screen to black. When you’re ready to finish the presentation, press the “B” key to light up the screen again.
It may be challenging to limit or eliminate your use of PowerPoint, but trust me when I tell you that you don’t need it.
Remember, audiences don’t want more bullet points, they targeted conversation more success stories. Tweet This
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