THE SALES PRESENTATION CHECKLIST
THE SALES PRESENTATION CHECKLIST
But even with all of the preparation and rehearsal, a presentation can be ruined by the smallest of details.
To ensure that your presentation is as effective as possible, we have developed a checklist to use as a guide. Not all of the items will apply to every presentation, but they do cover the majority of situations. The checklist won't guarantee success. However, it will help you avoid the most common problems.
Keep in mind that success can be won or lost because of the little things.
Initial Preparations
* Are your speakers lined up?
* Have you scheduled a meeting room?
* Have you written a presentation plan?
* Have you consulted your presentation materials supplier?
* Are the presentation materials being prepared or brought up to date?
* Have you set up deadlines?
* Have you allowed enough lead time?
* Have announcements been made to all concerned parties?
...more
* Is a copy of the program included?
* Have you notified speakers of rehearsal date, time, and place?
* Have you made arrangements for refreshments?
Meeting Room
* Is the room large enough?
* Is it ventilated? Is it air-conditioned?
* Does it have a dimmer switch?
* Will existing curtains adequately darken the room?
* Are electrical outlets convenient? Do they have the capacity to operate all of your equipment?
* Are there enough chairs and tables?
* Are there stands for all projectors? Are they high enough to project over the audience?
* Is the screen area protected from extraneous light?
* Is there a lectern with a reading light?
* Is the room free of distracting noise, odors, etc.?
* Is the room free of objects which may interfere with projection?
Equipment
(Check items that apply to your presentation)
* Screen
* Overhead projector with extra bulb
...more
* Slide projector with extra bulb
* 16-mm sound projector with extra bulb
* Tape recorder with extra tape
* Phonograph
* P.A. system
* Easels
* Spotlights for charts
* Small high-intensity lamp for projectionist and/or for providing some light (by
bouncing off rear wall) to rooms lacking dimmer switch
* Slide remote-control cord long enough to reach from projector to podium
* Small flashlight
* Extension cords for projection equipment
* Portable lectern light
* Gloves or hot-lamp remover
* Three-way plug adapter
* Clip-on reading lamp
* Pushpins
* Masking tape
* Extra blank (black) slides (five per carousel tray)
...more
* Note pads and pencils
* Ashtrays
* Ice water and glasses
Rehearsal
* Has every speaker rehearsed his or her visual material with the projectionist?
* Is standby equipment available?
* Do you know how to replace projector bulb?
* Do you know where the room light switch is?
* Can everybody hear?
* Is the screen large enough?
* Does the projectionist have a cued script?
* Has the meeting been accurately timed?
If You Are Using Slides
* Are they clean?
* Are they in the proper order?
* Are they mounted horizontally?
* Does the material on the slides correspond to the script?
* Are blank (black) slides available to replace unusable slides?
If You Are Using Video
* Is there adequate black lead for films?
...more
* Is all film on one cassette?
* Are cuts or alternates at the end?
Final Check
* Has receptionist been notified of names and titles of guests?
* Have you left word that guests should not be disturbed during the presentation?
* Is room set up according to plan?
* Is projection equipment as far back in the room as possible?
* Is projectionist set and ready to go?
* Are system speakers "warmed up"?
* Are all wires and cables out of the way and firmly secured?
* Is all equipment in working order?
* Are all films and/or slides prefocused and framed?
* Have sound levels been tested and preset?
* Are lenses and gate clean and free of lint and dust?
Your presentation should be no more elaborate than is necessary. Tailor each prospect presentation to your audience and the results you want to achieve. Give the essential points. State what you are going to tell them, say it, and summarize what you stated.
Give your prospect time to react and ask questions throughout the presentation. When the presentation is completed, ask for the order. This may sound overly simplistic, but all too often the sales and presentation team become so enamored with the presentation, their polish, and poise, that they forget the real reason for the presentation...the sale.
...more
Prior to departure, give them a summary of your proposal, background information on your organization and the products, services, and support which were discussed. Thank them for their time and attention.
Then follow up the presentation with a letter, phone call, or another meeting. Don't let them forget about you, your proposal, or your organization.
And continually work on the close. The objective of the presentation is to sell.
# # #
THE SALES PRESENTATION CHECKLIST - To learn more about this author, visit Andy Marken's Website.
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The key to the success of a presentation is preparation. It includes defining and addressing the audiences' wants and needs. It also means that the presentation has to be organized with strong visuals and considerable preparation and rehearsal.
But even with all of the preparation and rehearsal, a presentation can be ruined by the smallest of details.
To ensure that your presentation is as effective as possible, we have developed a checklist to use as a guide. Not all of the items will apply to every presentation, but they do cover the majority of situations. The checklist won't guarantee success. However, it will help you avoid the most common problems.
Keep in mind that success can be won or lost because of the little things.
Initial Preparations
* Are your speakers lined up?
* Have you scheduled a meeting room?
* Have you written a presentation plan?
* Have you consulted your presentation materials supplier?
* Are the presentation materials being prepared or brought up to date?
* Have you set up deadlines?
* Have you allowed enough lead time?
* Have announcements been made to all concerned parties?
...more
* Is a copy of the program included?
* Have you notified speakers of rehearsal date, time, and place?
* Have you made arrangements for refreshments?
Meeting Room
* Is the room large enough?
* Is it ventilated? Is it air-conditioned?
* Does it have a dimmer switch?
* Will existing curtains adequately darken the room?
* Are electrical outlets convenient? Do they have the capacity to operate all of your equipment?
* Are there enough chairs and tables?
* Are there stands for all projectors? Are they high enough to project over the audience?
* Is the screen area protected from extraneous light?
* Is there a lectern with a reading light?
* Is the room free of distracting noise, odors, etc.?
* Is the room free of objects which may interfere with projection?
Equipment
(Check items that apply to your presentation)
* Screen
* Overhead projector with extra bulb
...more
* Slide projector with extra bulb
* 16-mm sound projector with extra bulb
* Tape recorder with extra tape
* Phonograph
* P.A. system
* Easels
* Spotlights for charts
* Small high-intensity lamp for projectionist and/or for providing some light (by
bouncing off rear wall) to rooms lacking dimmer switch
* Slide remote-control cord long enough to reach from projector to podium
* Small flashlight
* Extension cords for projection equipment
* Portable lectern light
* Gloves or hot-lamp remover
* Three-way plug adapter
* Clip-on reading lamp
* Pushpins
* Masking tape
* Extra blank (black) slides (five per carousel tray)
...more
* Note pads and pencils
* Ashtrays
* Ice water and glasses
Rehearsal
* Has every speaker rehearsed his or her visual material with the projectionist?
* Is standby equipment available?
* Do you know how to replace projector bulb?
* Do you know where the room light switch is?
* Can everybody hear?
* Is the screen large enough?
* Does the projectionist have a cued script?
* Has the meeting been accurately timed?
If You Are Using Slides
* Are they clean?
* Are they in the proper order?
* Are they mounted horizontally?
* Does the material on the slides correspond to the script?
* Are blank (black) slides available to replace unusable slides?
If You Are Using Video
* Is there adequate black lead for films?
...more
* Is all film on one cassette?
* Are cuts or alternates at the end?
Final Check
* Has receptionist been notified of names and titles of guests?
* Have you left word that guests should not be disturbed during the presentation?
* Is room set up according to plan?
* Is projection equipment as far back in the room as possible?
* Is projectionist set and ready to go?
* Are system speakers "warmed up"?
* Are all wires and cables out of the way and firmly secured?
* Is all equipment in working order?
* Are all films and/or slides prefocused and framed?
* Have sound levels been tested and preset?
* Are lenses and gate clean and free of lint and dust?
Your presentation should be no more elaborate than is necessary. Tailor each prospect presentation to your audience and the results you want to achieve. Give the essential points. State what you are going to tell them, say it, and summarize what you stated.
Give your prospect time to react and ask questions throughout the presentation. When the presentation is completed, ask for the order. This may sound overly simplistic, but all too often the sales and presentation team become so enamored with the presentation, their polish, and poise, that they forget the real reason for the presentation...the sale.
...more
Prior to departure, give them a summary of your proposal, background information on your organization and the products, services, and support which were discussed. Thank them for their time and attention.
Then follow up the presentation with a letter, phone call, or another meeting. Don't let them forget about you, your proposal, or your organization.
And continually work on the close. The objective of the presentation is to sell.
# # #
THE SALES PRESENTATION CHECKLIST - To learn more about this author, visit Andy Marken's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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