Research shows that you typically get just three minutes of consistent focus before your prospects or colleagues become distracted by smartphones or other things that grab their attention. In order to capture and hold attention, your solution selling PPT need to focus less on traditional bulleted-list delivery and instead tell a story that resonates with the audience.
Here is how you do this:
- Define The Why. Don´t start by describing what they need to do. Start instead by describing the opportunity. Share your vision and why you think this will improve the business. Make it captivating, game-changing, and progressive. Anticipate and prepare for hard questions.
- Plan Your Story. Once you have defined the why behind the what, then start outlining your main objective. Describe what you want to achieve, and how we will do meet or exceed the goals. If the plan requires sales to change to the existing business, then try to document the ROI of this. Test the story with one or two staff and try to find an advocate that will support your ideas.
- Create the Pitch. Start building your presentation. Be brief, and begin with an attention-getter. Keep it simple, and make it clear that the suggested changes doesn´t jepordize existing business. Check out the Hubspot charts library if you need marketing and sales slides that provide your case.
- Present. Don´t hide behind the solution selling PPT. Make it instead conversational. Share your entusiasm and energy. Keep a close eye on body language, and don´t leave without buy-in.
Check out the below e-book for how to create a solution selling PPT that closes deals.