anatomy of a lousy pitch: the six worst presentation habits and how you can avoid them

w w w . l a n d s l i d e . c o m Building World Class Sales

Organizations

© The Wackel Group 2009. All Rights Reserved

Anatomy of a Lousy Pitch

The Six Worst Presentation Habits and How You Can Avoid Them

Landslide Technologies

www.landslide.com

Building World Class Sales

Organizations

Presenter

•Tim Wackel - founder and president of The Wackel Group

Building World Class Sales

Organizations

There are 300 million PowerPoint users in the world*

* Estimate

Building World Class Sales

Organizations

They do 30 million presentations each day*

* Estimate

Building World Class Sales

Organizations

About a million presentations are going on right now*

* Estimate

Building World Class Sales

Organizations

50% of them are

unbearable*

* Conservative Estimate

Building World Class Sales

Organizations

How many presentations?

Building World Class Sales

Organizations

Every time we attempt to convince anybody, anywhere, of anything… in business, at home, over the phone, in person, one-on-one or in groups

Building World Class Sales

Organizations

#1. Speaking before a group

#2. Heights

#3. Insects and bugs

#5. Deep water

#6. Sickness

#8. Flying

#9. Loneliness

#4. Financial problems

#10. Dogs

#7. Death

Building World Class Sales

Organizations

#1. Speaking before a group

#2. Heights

#3. Insects and bugs

#5. Deep water

#6. Sickness

#8. Flying

#9. Loneliness

#4. Financial problems

#10. Dogs

#7. Death

Building World Class Sales

Organizations

Mistake #1

Failure to understand your audience.

Building World Class Sales

Organizations

You and your ideas???

The customer???

Mistake #1

Where do you focus your time?

Building World Class Sales

Organizations

Landslide Sales P3 System - SalesView

© Landslide 2009. All Rights Reserved

Building World Class Sales

Organizations

Mistake #2

Lack of a clearly defined objective.

Building World Class Sales

Organizations

Mistake #2

What do you want?

What is in it for the listener?

Building World Class Sales

Organizations

Mistake #2

By purchasing this software your

company will save 1.3 million

dollars a year.

Building World Class Sales

Organizations

Mistake #2

By adopting my ideas for a flextime

system, the company will gain

access to whole new pool of

highly qualified employees.

Building World Class Sales

Organizations

Mistake #3

Too Much Data!

Building World Class Sales

Organizations

Mistake #3

Three pillars that support your objective

Framework of the presentation

Building World Class Sales

Organizations

Mistake #3

Memory & impact

Distill many into few

Lead with your best stuff!

Why Only Three?

Building World Class Sales

Organizations

Landslide Sales P3 System - Process

Conversation Guides

© Landslide 2009. All Rights Reserved

Building World Class Sales

Organizations

Mistake #4

Failing to Excite.

Building World Class Sales

Organizations

Mistake #4

• You can never take back a ?

• Less than 2 minutes

• Forget platitudes

• A gee-whiz fact, a powerful story

• Focus attention on key issues

• Grab their attention

Building World Class Sales

Organizations

Mistake #5

Death By Powerpoint.

Building World Class Sales

Organizations

Mistake #5

Visual Aids

How big is an acre of land?

Building World Class Sales

Organizations

Mistake #5

Visual Aids

43,560 square feet!

Building World Class Sales

Organizations

Mistake #5

Visual Aids

208.7 feet by 208.7 feet

208.7 feet by 208.7 feet208.7 feet by 208.7 feet208.7 feet by 208.7 feet

Building World Class Sales

Organizations

Mistake #5

208.7 feet by 208.7 feet208.7 feet by 208.7 feet208.7 feet by 208.7 feet

Building World Class Sales

Organizations

Mistake #6

Ending with inspirational deficit.

Building World Class Sales

Organizations

End of slide show, click to exit

Building World Class Sales

Organizations

pre·sen·ta·tionPronunciation: “prE-“zen-‘tA-sh&n”

Function: verb

Definition 1a: asking someone to agree with you b: asking someone to make a decision c: asking someone to do something

Building World Class Sales

Organizations

Landslide Sales Production System

• Implement step-by-step sales process/es• Use web 2.0 technologies to engage and

qualify prospects• Offload data entry to VIP Assistants• Use as is or as compliment to existing CRM

Building World Class Sales

Organizations

Thank You for Participating!

Please Join Us for our Next WebinarHow Corporate Decision Makers Think - and What that Means to You! May 20th –

1pmVisit www.landslide.com/webinar to register! While there, download the slides for today’s presentation and

check back tomorrow for a recording of this webinar!

Tim Wackel | President and Founder | The Wackel GroupTel: 214.369.7722 - www.timwackel.com

© The Wackel Group 2009. All Rights Reserved