To provide a clear and structured approach for sales specialist to effectively prepare for and deliver a highly effective presentation using the Company Presentation pitch deck.
1. Familiarization with the Presentation Materials
1.1 Review the Pitch Deck
Objective: Ensure the sales specialist is thoroughly familiar with the content and flow of the pitch deck.
Open the Company Presentation pitch deck.
Go through each slide to understand the key points, visuals, and messaging.
1.2 Understand Key Messages
Objective: Identify and internalize the core messages that need to be conveyed during the presentation.
Refer to “Keywords” for each slide in Presentation Contents:
Highlight the primary selling points on each slide.
Note the value propositions and how they align with the potential distributor's needs.
Memorize critical data points and statistics that support the company’s offerings.
1.3 Study Supporting Documents
Objective: Gain a deeper understanding of the content and context by reviewing supplementary materials.
Read through the product catalogs, promotional materials, brand manual and website referenced in the presentation.
Ensure knowledge of all regulatory compliance and certifications mentioned.
2. Tailoring the Presentation
2.1 Research the Audience
Objective: Tailor the presentation to address the specific needs and interests of the audience.
Research the potential distributor’s product scope, market position, and specific challenges.
Identify key decision-makers and their roles within the organization.
Adjust the presentation focus based on the audience’s industry and specific needs.
3. Practice the Presentation
3.1 Rehearse Delivery
Objective: Ensure a smooth and confident delivery of the presentation.
Practice delivering the presentation aloud, focusing on clear articulation and pacing.
Time the presentation to ensure it fits within the allotted time.
Record the practice session to review and refine speaking style and slide transitions.
3.2 Anticipate Questions
Objective: Prepare for potential questions and objections from the audience.
Make a list of possible questions that the audience might ask based on the presentation content.
Prepare clear and concise answers for each question.
Be ready to discuss in more detail any technical aspects or data points.
3.3 Conduct a Mock Presentation
Objective: Simulate the actual presentation environment to identify areas for improvement.
Present the pitch deck to the department manager or another sales specialist acting as the potential customer.
Request feedback on content delivery, clarity, and engagement.
Make necessary adjustments based on feedback.
4. Day of Presentation
4.1 Final Review
Objective: Ensure all materials are in order and the salesperson is mentally prepared.
Go through the pitch deck one last time to confirm the key points.
Double-check that any customized content is correctly integrated.
Ensure all supporting documents, brochures, or digital files are ready and accessible.
4.2 Technical Setup
Objective: Avoid technical issues during the presentation.
Test the presentation equipment (laptop, projector, sound system, etc.) before the meeting.
Ensure the pitch deck is loaded and ready to go, with any embedded videos or animations working properly.
Have a backup of the pitch deck on a USB drive or cloud service in case of technical issues.
4.3 Engage with Confidence
Objective: Deliver the presentation confidently and effectively engage with the audience.
Make sure to memorize the “Pre-Pitch Introduction” in Presentation Contents.
Make eye contact, use appropriate gestures, and maintain a confident tone.
Encourage questions and interaction throughout to keep the audience engaged.
5. Post-Presentation Follow-Up
5.1 Gather Feedback
Objective: Assess the effectiveness of the presentation and identify areas for improvement.
Take notes on any suggestions or areas for improvement realized during the presentation or mentioned by the audience.
5.2 Action Items
Objective: Follow up on any action items or inquiries that arose during the presentation.
Send any additional information requested by the audience, such as product specs, certifications or registration matters.
Schedule follow-up meetings or calls as needed to continue the conversation.
5.3 Review and Improve
Objective: Continuously improve the presentation skills and content based on experience.
Reflect on what went well and what could be improved.
Update your approach based on what was learned.
Share insights and feedback with the department manager to improve overall performance.