IMPROVE YOUR SALES PRESENTATION

3IN STEPS

SHAMAN getshaman.com/download-whitepaper

THE SALES MEETING STILL IS THE MOST IMPORTANT B2B MARKETING TOOL

Digital is great, but with 10 account managers, you can have up to 4.000 hours of immersive face time a year

True, I need to involve marketing

UNFORTUNATELY, MOST SALES MEETINGSARE NOT EFFECTIVEAccording to Forrester Research

“No relevant information”

“No second meeting”

86%

93%

SO, HOW CAN WE IMPROVE?Yes, to improve existing engagement and impact seems

like very low-hanging fruit! to improve results…

ANSWER*: STRUCTURE YOUR PRESENTATION!*) Forrester Research got this answer from same prospects surveyed.

A B C

AND WITH DIALOGUE (WE LIKE TO ADD)With structure and dialogue, you go from disaster presenter

oriented to customer focused

YOUR REAL ENEMY: THE LINEAIR PRESENTATION

The linearity of your presentation is holding you back

It does not support you to ask questions, does not letyour prospect decide which way to go.

It simply very challenging to create an engaging conversation with a lineair presentation: you cannot skip slides,

deep link, drill down or easily go back

Since every prospect and every meeting is different, and your lineair presentation is always the same…

THE SOLUTION: MEETING CANVASA great way to transform your current lineair

presentation to a dynamic conversation

EFFECTIVE INFLUENCING IN 3 STEPS

STEP 1 REFRAME YOUR PITCH

REWRITE YOUR PITCH IN 3 SENTENCESUse these three elements to rewrite your pitch. Yes, you can start with

your own solution, but be sure to define a genuine client problem.

CLIENT SITUATION

CLIENT PROBLEM

YOUR SOLUTION

Ready? Write an elevator pitch: describe your solution as problem solver.Use active language and imagine you would directly talk to your customer.

STEP 2 CREATE MEETING STRUCTURE

GOAL OF THE MEETINGStart with the goal of your meeting. What is the desired

mind set you like to accomplish?

Make sure you understand the current mind set, that is motivations,experience, preconceptions, perceived risks, trust, other competitors, your image

currentmindset

desired mindset

WHAT STEPS SHOULD YOU TAKE?What is your starting position and what road bumps do you see?

currentmindset desired

mindset

STEP 1 STEP 2 STEP 3 STEP 4

This is your meeting road map. We call each step a chapter.

STEP 2 CREATE MEETING STRUCTURE

COLLECT CONTENT YOU NEED TO GETCOMMITMENT ON EVERY STEP

You have key messages, benefits, cases, studies. What will fit where to get commitment?

desired mindset

STEP 1 STEP 2 STEP 3 STEP 4

current mindset

In depth content

STEP 3 COLLECT CONTENT PER CHAPTER

deeper: more (technical) details, cases, examples etc

GREAT, YOU’VE JUST CREATED A MEETING CANVAS!

See, it wasn’t that hard. Now you can check on every step if you have commitment. If you do, do not waste time on details and continue! If not dive

deeper to discuss.

WHITE PAPER: STRUCTURE YOUR MEETINGDownload this 4 step Guide to Great, Interactive Presentations

SHAMAN PRESENTATION TOOLWe have designed a sales content tool so you can easily work with the Meeting

Canvas. Simply upload your content and organize. Then you can share with your sales team and present face-to-face or setup a web meeting. With our Meeting

Canvas heat map, you can collect statistics and improve your canvas.

Visit us at getshaman.com for more information

Copyright © 2012-2016, Meeting Canvas by Maurice van Leeuwen and Shaman BV. All rights reserved. No part of this document or any idea described in it may be reproduced or transmitted in any form or by any means, electronic or mechanical, for any purpose, without the express written permission of Shaman BV.