Sales Presentation Assessment
How Effective is Your Sales Presentation at Closing Business?
Take the Spoken Impact Assessment
- Our presentation starts with:
- ____ an agenda
- ____ an overview of our business
- ____ the problem/solution model
- ____ an engaging attention getting opener
- The length of our presentation is:
- ____ I don’t know – I get interrupted before I ever finish it
- ____ 30 + min
- ____ 10 – 20 min
- ____ I can change length easily depending on audience
- My first interactive question occurs:
- ____ Never
- ____ 13 – 15 min after I start
- ____ 7 – 10 min after I start
- ____ 3 – 5 min after I start
- The percent of slides that are just bullet points are:
- ____ More than 50%
- ____ 30% - 49%
- ____ 10% - 29%
- ____ under 10%
- If you took out our name and put in our competitor's name:
- ____ Our prospect wouldn't know the difference
- ____ Our prospect might know the overview was wrong
- ____Our prospect would wonder if something significant had changed
- ____ Our prospect would definitely know the difference
- During the presentation I share:
- ____ no personal information
- ____ no personal stories
- ____ personal information
- ____ personal information and personal stories
- If my slides failed to work I:
- ____ would reschedule the meeting
- ____ would stumble through but miss a lot of the points
- ____ would have a hard copy and walk them through that
- ____ I would be fine without PowerPoint
- When I look at my audience:
- ____ they are checking their Blackberry
- ____ they are reading ahead on my handout
- ____ they are nodding their heads
- ____ they are smiling and having a good time
How to score the assessment:
1 point for each "a"
2 points for each "b"
3 points for each "c"
4 points for each "d"
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.