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Doing their best to follow their

companies' PowerPoint guidelines

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� with sub-bullet points to make it clear� and fonts so small that no one can read� with 200 words per slide (*)

companies' PowerPoint guidelines every slide !

© restricted, Date, topic, slide #, location, vendor, supplier, customer

� with 200 words per slide (*)

(*)only 50 in this one !

Doing their best to follow their

companies' PowerPoint guidelines

Don’t forget : Logo is

mandatory on every slide !

� uniform PowerPoint guidelines� with useless and boring bullet points� ugly layout� based on the worst of PowerPoint (or Keynote)

� with sub-bullet points to make it clear� and fonts so small that no one can read� with 200 words per slide (*)

companies' PowerPoint guidelines every slide !

© restricted, Date, topic, slide #, location, vendor, supplier, customer

� with 200 words per slide (*)

(*)only 50 in this one !

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“sales proposal” documents“sales proposal” documents“sales proposal” documents“sales proposal” documents

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these documents these documents these documents these documents

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1rst key point

� Salespeople tend to put every word they are going to say on their PowerPoint slides.

�Although this � eliminates the need to memorize their talk, � ultimately this makes their slides � crowded, wordy, and boring.

� They loose their customer's attention before they even reach the bottom of their first slide.

2nd key point�uniform PowerPoint guidelines�supposed to be submitted in advance…�… far in advance of the meeting.�supposed to be submitted in advance…�… far in advance of the meeting.�with useless and boring bullet points�Ugly layout� based on the worst of PowerPoint (or Keynotes)

�With sub-bullet points to make it clear�And fonts so small that no one can read�With 200 words per slide (*)

© restricted, Date, topic, slide #, location, vendor, supplier, customer etc…

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© restricted, Date, topic, slide #, location, customer, supplier, vendor, etc…

No customer likesNo customer likesNo customer likesNo customer likes

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it isn't efficient, it isn't efficient, it isn't efficient, it isn't efficient, it isn't efficient, it isn't efficient, it isn't efficient, it isn't efficient, and it isn't pretty.and it isn't pretty.and it isn't pretty.and it isn't pretty.

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Salespeople tend to put every word

their presentationstheir presentationstheir presentationstheir presentations boringboringboringboringmakingmakingmakingmaking

Salespeople tend to put every word they are going to say on their PowerPoint slides. Although this eliminates the need to memorize their talk, ultimately this makes their slides crowded, wordy, and boring. They lose their customer's attention before they even reach boring. They lose their customer's attention before they even reach the bottom of their first slide.

…generating…generating…generating…generating

““““DeathDeathDeathDeathby PowerPoint”by PowerPoint”by PowerPoint”by PowerPoint”

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Orientation :

Font size :

Text : as as possible

Max nb. of words / slide :

Text structure : bullet pointsText structure : bullet points

Visual : based on

Software : , Keynotes

tools…tools…tools…tools…

… actually do… actually do… actually do… actually do

properly!properly!properly!properly!

Salespeople should

respectthe way brain works

Either your

customer

reads… reads…

respectthe way brain works

Salespeople should

… or your

customer

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Don’t make

do bothyour customer

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customer

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Either your

customer

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presentation tools

impactful

Salesreps should use

to make their sales meeting

impactful

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Using PowerPoint and Keynote

displaying

visual

for

visualinformation that…

catchtheir customer’s sight

catch

increase

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illuminateilluminatetheir words

inspiretheir customer

inspiretheir customer

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excited

ecstatic

maketheir customer

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Written Sales proposal :

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that

After any sales meeting,

who can believe thatbelievecustomers are going…

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to attempt to

of PowerPointread pages

Slides ?!fullfullfullfullKey points

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Slides ?!

portait format, with tight columns, so thatyour eyes don’t need to go from the very left hand side of each page towards its very right hand side

© restricted, Date, topic, slide #, location, customer, supplier, vendor, etc…

Companies Companies Companies Companies

should should should should request request request request

that sales peoplethat sales peoplethat sales peoplethat sales people

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with with with with

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andandandand

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WithWithWithWith

consistent consistent consistent consistent consistent consistent consistent consistent

would bewould bewould bewould be

far morefar morefar morefar more

effective effective effective effective far morefar morefar morefar more

Using the right toolUsing the right toolUsing the right toolUsing the right tool

is alwaysis alwaysis alwaysis always

effective effective effective effective

to do the right taskto do the right taskto do the right taskto do the right task

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an ideal World

an idealan idealslideshow

an ideal Word

Written sales proposal Sales presentation

Author : Jean-François MESSIEREmail : jfmessier@mercurifr.com

AcknowledgmentsAcknowledgmentsI'd like to thank Garr Reynolds. He did nothing directly regarding these slides, he didn’t help… However this slideshow would not have been possible three years ago before discovering Garr Reynolds’s website and publications.It’s a long journey to get the best of Garr Reynolds’s provocative mix of illumination inspiration, education, and guidance. It may change much more than presentations : it may change the speaker himself, it changed myself. Thanks for this, Garr.

Even they have nothing to do directly with this slideshow, I’d like to thank the “rest of the band” I discovered through Garr Reynolds ; thanks for inspiring me every day with your publications and presentations : Nancy Duarte, Carmine Gallo, Seth Godin, Steve Jobs, Guy Kawasaki, Don McMillan, Dr John Medina, Hans Rosling, John Sweller...Photo CreditiStockphoto.com