When sales presentations and pitches fail, it's almost always because the presenter made one of these three basic (and fortunately correctable) mistakes, according to Dean Schantz, CEO of DNA Field Branding:
1. Presenting Too Much Information
Presenting features and functions is like describing plastics used to make a telephone, rather than what that phone can mean to your life. What your solution IS and DOES has much less emotional impact than what it MEANS to them. Do this instead:
2. Presenting From the Wrong Point of View
If your presentation is all about you, like how long you've been in business, your huge stable of existing customers, and your office locations around the world, the customer's likely reaction is a big "what does any of this have to do with ME?" Do this instead:
3. Not Explaining Why You're Different
It is hard enough for prospects to make intelligent choices, so don't make it harder. If you cannot articulate and prove the difference between you and your competitor--how can you possibly expect your prospects to do so?