When we posted our question on www.linkedin.com about the worst sales cliche’s, we received a fairly decent number of responses that made their way into our Twelve Days of Sales Cliche’s diddy.
One of the responses inspired this post.
From Tim, a good friend to TSW,
Famous last words of a Sales Guy
“…so I’m going to just blow through a few of these and then we’ll get right to the demo.”
Are you guys trained to say that? Because everyone says it…right before they dive into 30-45 minutes of slides!
Tim, Tim, Tim….you poor ignorant #!@!&%……don’t you understand that those slides are pure gold! Our marketing departments, executives, and product managers, maybe even our SVP of Sales, have spent hour upon hour, crafting those mini-dissertations to provide you, our customers, with a comprehensive, 360-view of our company, our vision, maybe a picture of the boss’s new Porsche, and the overwhelming value that we deliver. You just need to be more committed. Jeez.
I’ll admit, I have given presentations where mentally I’m was asking myself “Where in the hell is the point in this?”
Guy Kawasaki, (if you don’t know who he is, you should), has an excellent guideline for high-level, executive presentations called the 10/20/30 rule.
It breaks down like this:
- 10 Slides
- 20 Minutes
- 30 Point Font
The reason people use a small font is twofold: first, that they don’t know their material well enough; second, they think that more text is more convincing. Total bozosity. Click Here to Go to the Post
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