Spoken Impact Sales Presentation Assessment

How Effective is Your Sales Presentation at Closing Business?
Take the Spoken Impact Assessment

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1. Our presentation starts with:
   1. ____ an agenda
   2. ____ an overview of our business
   3. ____ the problem/solution model
   4. ____ an engaging attention getting opener


2. The length of our presentation is:
   1. ____ I don’t know – I get interrupted before I ever finish it
   2. ____ 30 + min
   3. ____ 10 – 20 min
   4. ____ I can change length easily depending on audience


3. My first interactive question occurs:
   1. ____ Never
   2. ____ 13 – 15 min after I start
   3. ____ 7 – 10 min after I start
   4. ____ 3 – 5 min after I start


4. The percent of slides that are just bullet points are:
   1. ____ More than 50%
   2. ____ 30% - 49%
   3. ____ 10% - 29%
   4. ____ under 10%


5. If you took out our name and put in our competitor's name:
   1. ____ Our prospect wouldn't know the difference
   2. ____ Our prospect might know the overview was wrong
   3. ____Our prospect would wonder if something significant had changed
   4. ____ Our prospect would definitely know the difference


6. During the presentation I share:
   1. ____ no personal information
   2. ____ no personal stories
   3. ____ personal information
   4. ____ personal information and personal stories


7. If my slides failed to work I:
1. ____ would reschedule the meeting
2. ____ would stumble through but miss a lot of the points
3. ____ would have a hard copy and walk them through that
4. ____ I would be fine without PowerPoint


8. When I look at my audience:
   1. ____ they are checking their Blackberry
   2. ____ they are reading ahead on my handout
   3. ____ they are nodding their heads
   4. ____ they are smiling and having a good time

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How to score the assessment:
Give yourself:
    1 point for each "a"
    2 points for each "b"
    3 points for each "c"
    4 points for each "d"

Rating:
Under 12 points – Toss out and start over.
12 - 20 points – Ask yourself "So What?" and drop the sections that are not adding value.
21 – 28 points – Pick three things that don't seem to work and make major changes to them.
29 – 32 points – You're doing a lot of things right. Assess what you are doing right and keep those items. Brainstorm to see if a new approach could make your presentation even better.