Identify the three instances when a pitch deck will kill your sale, the part of a pitch deck that repels even interested buyers, how to front load your pitch deck with something that will interest your buyer, and the two appropriate times to use a pitch deck.
- There are three situations…when a pitch deck will actually kill your sale.…Number one, when you use a pitch deck…too early in the sales process,…and this happens a lot,…especially with inexperienced salespeople.…You got this great pitch deck from corporate,…you're so excited,…you can't wait to show it to your customer,…you come in, you show it on the first call,…and they go, that's nice.…Whadda you do?…You have nowhere to go from there…because you haven't established any customer objectives,…and your pitch deck was too generic.…
The second thing is, when you use a pitch deck…without those objectives at the front end,…without demonstrating any value for the customer.…A good pitch deck actually has the first part of it open…because a good pitch deck is used…later in the sales process,…and the front of it is actually the customer's objectives.…A third situation, and a lot of people…in technical businesses are guilty of this one,…is the pitch deck that is filled…with endless technical information.…
One of the things that happens is…
In this course, Lisa outlines key techniques to find and leverage your "noble purpose" and connect with customers on a deeper level. Learn the three key elements of a great call opening, when and when not to use a pitch deck, and the secrets to creating a sales process that can flex with different customer types. Last, she provides advice to develop yourself professionally, such as how to talk to senior leaders and position yourself as a strategy partner instead of a pitchman, when and how to take your boss on a sales call, and how to network effectively. Use these tips to close bigger, close faster, and make your work more meaningful.
- Name three questions you should answer when crafting your noble purpose.
- Identify the first action you should take in a new sales job.
- Recall three pieces of information that should be included in a “win” email to the boss.
- Recognize the biggest challenge for salespeople.
- Determine what needs to be included in a pitch deck.
- List two reasons why a sales cycle may be longer than usual.