- In this video, I'm gonna share with you my top five presentation tips you can use to become a better presenter. And you wanna make sure
you watch this video until the end, because these are gonna be my best tips that I've
gathered throughout the years, doing sales, presentations
and public speaking. And so by watching this
video all the way through, you're gonna get all my best lessons just from a quick video. What's going on everybody? Patrick Dang here, before we get started make sure to give this video a like, subscribe, turn on notifications and let's go ahead and dive
into these presentation tips. Now the first presentation tip that I have for you is you're gonna
wanna keep it short, right? So especially for a lot
of people doing sales and business development, the
thing you have to remember is that you don't have to
make a presentation long just for the sake of
making a presentation long. I know a lot of salespeople
out there they're gonna do like an hour long demo
just because they can. And the reality is, a lot of prospects or potential customers, they don't really want to
hear an hour long pitch. They only wanna hear enough to know if the product or service that
you are selling is for them. So that's why I would
typically recommend you shoot for 15 minutes to 30 minutes for any type of presentation
or demonstration. And for these types of presentations, it can be from consulting services, selling software as a service and then sometimes even
selling products, right? So even if the product
or service you're selling is a little bit more complex, you can still do a 30 minute presentation with a Q and A at the end. So maybe entire sales
meeting might be 45 minutes to one hour. Now, it is true that if you're selling into enterprise and
your product and service is very technical and very complicated. Sure, a presentation
might be longer than that and it might be multiple days. However, for most people
probably watching this video, you're probably not doing
extremely technical demonstration. So you wanna shoot for 15 to
30 minutes as a rule of thumb. Of course, there's always exceptions depending on what you're
selling, but if you're not really sure where to start, I would start there. And one more thing, as you
prepare your presentation, right? You wanna make sure that
the things you're talking about in your presentation are the things that you have already
talked to the prospect about during the qualification phase, meaning you probably
had another meeting with your potential customer before
that presentation, right? Where you learn about them, you know, ask them about their pains,
see if it's a good fit to move to the next step and
with all the information, that is what you're putting
in your presentation. Nothing more, and we'll go ahead and talk about that later on in this video. But now we're gonna move
into step number two which is having a clear agenda. Now, when there isn't a clear agenda, meaning you're setting
the right expectations for that meeting, a lot
of times the prospect might be thinking, oh my God, when is this
sales meeting gonna end? You know, this guy seems like
they're talking on forever, and you don't want the prospect to fall into that mindset because if they do, they're a lot less likely to
listen to what you have to say. So that's why you have
to set a clear agenda like a schedule of what
exactly is gonna happen in that meeting, how long
that meeting is gonna last. So the prospect always
knows where they are in that selling process, right? You don't want them to be guessing. You just want to tell them upfront. So here's the simplest way
I've found to, you know, set the agenda during a presentation. So during a sales meeting, you know, you're gonna have the introduction in the beginning where you
kind of have some kind of hook, some kind of reason or story
to get the prospect engaged and to listen throughout the presentation. After you have your hook, that's where you're
gonna put in your agenda. And typically for the
agenda, all you're really doing is you're saying, so
the first time that we talked, you'd mentioned that
you had pain number one, pain number two, pain number three and you just wanna put
it out just like that. Like if you're doing, let's say a PowerPoint
demonstration or keynote, it's just pain one, pain
two, pain three, right? And then from there, the agenda is, so today we're gonna talk about pain one, pain two,
pain three in that order. So logically in the prospect's
mind, they're thinking, oh, this makes sense because those
are my problems that I have and this presentation is specifically about how Patrick is going to solve these problems for us, right? Very simple, you don't have
to make it complicated. You don't have to do
all these crazy things. You have to say, you know, today we're gonna talk
about how we're gonna help you generate more leads on Facebook. So typically what you're
gonna do is you're gonna talk through the
three pains real quick, like agenda pain number one, pain number two, pain number three. And then you say at the
end of the presentation, we're gonna have a quick
10 minutes or 15 minutes for Q and A to answer any
questions that you might have. And by the end of this meeting, we're both gonna have a pretty good idea of whether or not it's a good
fit for us to work together. Sound good to everybody. Everybody says yep, sounds good and then you move on to the
next part of the presentation. Now, in some situations, maybe
you put your agenda up there and the prospect says,
wait Patrick, hold on. I wanted you to talk about X, Y, Z. You know, maybe you
missed something, right? And you could say, okay, no worries. We're gonna go ahead and talk about that right after point number three. And I'm gonna make sure you get
all your questions answered. So don't worry about that. So, you know, the reason why
you wanna ask that question or have an opportunity for the
prospect to say, oh, hold on. I want you to talk about this is because sometimes you
might miss something. So in that moment, it
gives you an opportunity and the prospect an opportunity to share with you what you may have missed, then you can kind of
alter your presentation on the fly to include
certain topics, you know, throughout the presentation
that answer their question, or you can include it at
the end of the presentation, add one more pain point
that you talk about. Don't worry that, you know if you have to talk about something new, that you didn't prepare for,
you don't have to, you know have a slide specifically for that. You can kind of just talk
it through the presentation even if there's no
slides available, right? Just whatever slide you're
on is what you're on and just talk through that point. Now let's go ahead and get into
the meat of the presentation and that is solving pains. So after you have your agenda, the next step is to go
through your pains, right? It's the agenda is pain one,
pain two and pain three. So pain one might be something like, if you're selling a
software, maybe in a person or a company has employees
who are spending so much time at administrative work and they just need something to automate some of the processes
to save hours of time for each employee per
day, right, saving time. So in that example, you
have a certain pain. Employees spent too much time
doing administrative work. Now, when you are doing a presentation the first thing you wanna do, and this is the simplest way I found to do
presentations is to just talk about a pain point for each step, right? So if pain number one is
prospects are spending too much time having their
employees do administrative work. All you do is just talk about that in the beginning of
that part of the body, right? Each bullet point is gonna be a body. And you talk about the pain, talk about how the
prospect has this problem, go through a scenario of how
they're spending so much time you know, wasting it
on administrative work. And once you talk about
that pain, and it's clear the prospect has that pain, all you're really doing is saying, okay, you have this pain and you
would like to save more time. This is how our product saves you time and then you just go into
how that product saves time. So, it's pain, solution. Okay, very simple. So in logically in the customer sat there, they're thinking, okay, we have this problem,
Patrick can solve it, easy. From there, you know what
you wanna do to make it even more persuasive is you're gonna say, okay, you have this pain, we have a solution. Here's why it matters, right? Because it's not enough
just to sell them logically and say, oh, you're gonna
save X amount of time. You got to say, you're
gonna save X amount of time. And the reason why this is important is because your employees
don't have to spend so much hours doing administrative work. They can actually do their
job that they were paid to do which is for example, recruiting, right? So instead of doing administrative work, they can spend more time recruiting. You can find better candidates
to join your company. And with better candidates, you can generate more revenue
for your business, right? You can turn something like
saving a recruiter's time, if you're selling a recruiting software to generating more revenue. So not only is your product saving the company a lot of time, but now your product is
generating more revenue as an indirect effect
of buying your software. You're creating more reasons for why a customer should
buy your product and service. And an important part
about the pain process of this whole presentation is that you're only
gonna wanna mention pains that the customer told
you ahead of time, right? Cause like I said before, before you do any type of demonstration you probably would have had
some kind of discovery call or qualification call
to make sure this person is even qualified to have a meeting with you or a presentation with you. So when you're doing the presentation, only talk about the
problems that the prospect has already told you, and just
be like, this is the problem. Slide number one, slide number two, this is solution, slide number three, this is why it's so important. Don't talk about other pains that the prospect never mentioned because if they never mentioned it probably they don't even have it and they don't care about
that specific feature in your product and service. So skip the things that
they never cared about and never mentioned. Go straight for the things
that they told you about because those are the things
that can be most important for that specific prospect,
for that specific presentation. Now, the next tip that I have for you is you're gonna want to allow the prospect to ask questions throughout
the presentation. So, you know, when you're
doing a presentation, you don't wanna be like
a robot and be like, point A, point B. Now
we have this and that. And then you just go on and
on and on and on, right. Nobody really likes that. What they like instead
is inviting the prospect to ask questions throughout
the presentation. So in the beginning of the presentation what I would do is I
would say, hey, you know, as we go through this presentation, if you have any questions throughout the presentation,
feel free to interrupt me, feel free to raise your
hand and let me know and I can answer those questions on the fly while doing the presentation. So it's more of a conversation
and less of a pitch, and they're gonna say, oh, wow, that sounds really refreshing. You're not like every other sales person. You allow questions to be asked
throughout the presentation. Great, and the reason
why you wanna do this is because sometimes, you know, the prospect might have a question and they might be thinking something that like a very burning question,
or maybe it's a deal breaker, like if they don't get
this question answered maybe they won't buy
your product and service. So you wanna open the floor
and open opportunities for the prospect to ask those questions even if it's during your presentation. You don't wanna be like, oh, we're gonna save the Q
and A for the answer. Just save your question. Personally for me, I don't feel that that works so well because
it makes the prospect feel like they have to wait and maybe
they forget their question. And I think it's just
better just to allow them to ask questions throughout. And not only that, but
throughout the presentations I'll ask these little
questions to make sure the prospect is following along. So I would say like, maybe I
go through point number one, go through the solution, explain why and then I would say, okay, you know, that was quite a big topic in itself, before we move on to the next
part of the presentation, does anyone have any
questions that I might be able to answer with you right now? And they may have questions especially if it's a
more technical product. So that's why, you know, throughout any big
thing that I talk about, where it's like a big
chunk of information, before I moved to the
next piece of information I've got to ask the prospect
what they're thinking, what they're feeling. Did they understand everything? Do they have questions
before I move onto the next, because if they didn't
understand the first thing I said and I just keep going on and on, I basically lost the customer because they're not really
engaged in the presentation. They don't feel like it's for them and they're just waiting for me to finish. But if I ask these questions
throughout the presentation, they're thinking, okay,
Patrick's listening. I understand, I get this,
let's move to the next one. And you kind of take them step by step through your selling process. And of course at the very
end of the presentation you're gonna have a live Q and A, whether it's in-person or,
you know, over the internet. So you're gonna clean everything up by then and you get all
the questions answered but make sure you allow
prospects to ask questions throughout the presentation. And then the final tip I have for you at the end of the presentation, you're gonna want to
have clear next steps. So whether it's to close the
deal right there and then, or just to get the prospect
to move to the next step in your selling cycle, whether
it's like a negotiation, or another call with a certain
decision maker, you know, whatever it is, have very clear next steps of what you want to happen at
the end of the meeting, right? If you're gonna close, be ready to close. If you are just trying to move them to the next step and
schedule another call, be ready to schedule that next call and know exactly what you're gonna say to transition the conversation
to those next steps. You don't want to be
unprepared and not be ready for the next step, because
you're gonna fumble on your words and you're not
gonna be sure what to do. So just know what your options are and be prepared to say the right things to transition into those options. And typically the easiest way to figure out what the next step is, is
at the end of the presentation after the Q and A you say, okay, you know, based on everything that
we've talked about so far, is there anything else you need to see before we move forward
with something like this? And then if there is
something you need to see, go through that. And then they say, nope,
that's everything, right? If they say that, then you
wanna say, okay, great. So typically on your end what would be the next step
to actually move forward with this, you know, on your side, right? Because you have to understand
in a selling process you know, you have your
process of how you do a deal and with internally and
their other company, they have a process of
what they need to do. So there might be approval processes, who needs to sign off, where they're gonna get the money. So you have to know all the steps on their side and you just
move to the next step. So if they say, okay, well,
this presentation looked good but what we need to do next is we need you to send us a contract with
the terms and you know, we're gonna send it to our lawyer before we actually sign the contract. If that's the next step,
then you say, okay, great. So what we're gonna do
next is I'll go ahead and prepare the contract and I'm gonna send it to you by this day, and you know, what we can do is we can have a follow-up
call where you tell us if everything in the contract is okay, we can talk through it, and then from there, if
everything looks good then we can go ahead and sign the deal. Is that okay with you? They say okay. You schedule a call for the next week for that meeting to happen, right? So whatever the next step is, you just wanna ask them what it is and then scheduled the call. And you wanna make sure
you get a firm commitment on their side of what they need to do because if you're just
saying like, oh, you know we're gonna send you a
contract and let us know, well, what if they never
send you the contract? There's no opportunity
for you to follow up. So if you say, hey, I'm
gonna send you a contract but we have to schedule
another meeting to make sure that we have opportunities
to talk about it on this day. Is that okay with you? And they're gonna say, okay, so you get that firm
commitment for the future. And so with that said, those are gonna be my best tips when it
comes to presentations. If you enjoyed this video, make sure to give it a like, subscribe and turn on notifications. And if you want to start and
accelerate your sales career and learn how to sell anything to anyone, I actually got a free training. Link is in the description so
make sure to check that out. So that said, my name's Patrick Dang and I'll see you guys in the next one.
