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

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© 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

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Presenter

•Tim Wackel - founder and president of The Wackel Group

Building World Class Sales

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There are 300 million PowerPoint users in the world*

* Estimate

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They do 30 million presentations each day*

* Estimate

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About a million presentations are going on right now*

* Estimate

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50% of them are

unbearable*

* Conservative Estimate

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How many presentations?

Building World Class Sales

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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

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#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

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#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

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Mistake #1

Failure to understand your audience.

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You and your ideas???

The customer???

Mistake #1

Where do you focus your time?

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Landslide Sales P3 System - SalesView

© Landslide 2009. All Rights Reserved

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Mistake #2

Lack of a clearly defined objective.

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Mistake #2

What do you want?

What is in it for the listener?

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Mistake #2

By purchasing this software your

company will save 1.3 million

dollars a year.

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Mistake #2

By adopting my ideas for a flextime

system, the company will gain

access to whole new pool of

highly qualified employees.

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Mistake #3

Too Much Data!

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Mistake #3

Three pillars that support your objective

Framework of the presentation

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Mistake #3

Memory & impact

Distill many into few

Lead with your best stuff!

Why Only Three?

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Landslide Sales P3 System - Process

Conversation Guides

© Landslide 2009. All Rights Reserved

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Mistake #4

Failing to Excite.

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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

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Mistake #5

Death By Powerpoint.

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Mistake #5

Visual Aids

How big is an acre of land?

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Mistake #5

Visual Aids

43,560 square feet!

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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

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Mistake #5

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

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Mistake #6

Ending with inspirational deficit.

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End of slide show, click to exit

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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

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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

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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