Tom Drews is the CEO and founder of What Works! Communications. He helps sales people to design and deliver effective virtual sales presentations so that they can beat the competition and close more business. We are presenting Tom’s information in a series of blogs. Today, in part two, he talks about the five most common mistakes people make when selling (or persuading) online. Click here for part one. You can listen to the entire WebEx event here.
Here are the five most common mistakes I see people make when selling online:
1. Not having a structure.
So many people don’t have a beginning, middle and an end. They don’t state a clear objective like, “Here’s what I’d like you to get out of our presentation today, and here’s what I’d like you to do.” When you don’t have a structure, the participants don’t know what to expect from your meeting.
2. Death by PowerPoint.
Most of the presentations that I see have too much information. The problem with having too much information on the slide is that we are naturally inclined to want to read what’s in front of us, and that is a major distraction if you have too much information. Here are some other classic Death by PowerPoint complaints:
- “Presenters talks about themselves too much.”
- “Too much focus on pain point.”
- “Set up of things I already know and live with.”
- “Not getting to the point.”
- “Not prepared.”
- “Weird fonts makes it hard to read.”
- “Reading the PowerPoint.”
- “Speaker gets ahead of the presentation.”
- “Presenters who talk a lot around the topic instead of focusing on the topic itself.”
- “Lack of interaction.”
- “Jumping around.”
- “Lack of enthusiasm.”