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 an audience. Why turn down the lights and ask them to look at a screen? Instead they’d do well to arrange eye contact, especially at the beginning and the end of the presentation.
If your presentation looks average, the prospect is likely to treat you in an average way. 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 oversize fonts and 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
- Compose your slide show and then remove 30 percent of the weakest slides
Here’s a PowerPoint secret that can save a sale
Let’s say you’re halfway through your slide show when the customer shows interest in purchasing.
He or she may even be ready to buy, but you’re stuck on slide 12 and you’re nowhere near the end of your presentation. Simply press the “B” key to take your screen to black. Then close the sale.
How can you have a killer presentation without PowerPoint? Audiences don’t want more bullet points, they want more success stories. Tweet This
Use short signature stories and success stories to provide variety in your presentation and increase your closing percentage.