Wie können Sie technische Verkaufspräsentationen vereinfachen, um Einwände zu vermeiden?

Knowing audience is one thing, need to know the industry langauge as well for which they can correlate easily and interact freely..

Instead of looking for all the "yes" looking for the "no" might be a better option. Know exactly what they want and do not want. Show your knowledge on their industry and how you can replicate success with them. I have heard 1 to many presentations that are focused on what they can do instead of how they can help.

As the goal of the presentation is not to show off technical knowledge, always consider the following: 1- Know your audience and their real pain points 2- Use stories and use cases (even fake ones) to grab your audience attention; stories will bring relevance, understanding and the right questions in a sequential way. 3- Always use as much simple words/language as possible. 4- Anticipate your audience possible objections and try to address them within your story. 5- Make them realize the benefits, visual aids and graphs always deliver just the right message.

In my opinion and experience, what keeps them away from saying no is : 1. Be prepared for any questions they may have and to avoid acting as if you are selling your service .  2. Give them as much information as you can about numbers, success stories , case studies so they can trust you based on your numbers, This will give you a way to trust you and be open to your services. 3. In my opinion, try to be as honest as possible because customers appreciate it when salespeople are honest and real. 4. Pray that your client will be in a good mood .

To begin, I recommend starting with an icebreaker session that lasts 2-3 minutes; It creates a warm environment and helps to build rapport. Give them a general idea of what they are heading into before the presentation part begins.

Do homework/ Ask beforehand on exactly what pain points the company has and tailor the solution/product introduction to highlight how it could solve their problems. Try to resonate with their journey and add scenarios in the storytelling.

We are not same. All of us have different taste and perception of our surroundings. It might not be even possible for you to understand the view of some. So find your target audience, and design your presentation with examples and environment they understand. It is important that you don't have multiple target audience at once.

Selling right things to right people at the right time is really important. Timing is everything. To get a proper hold of the same, we must ensure we are knowing the customer better before we get into the actual conversation. This gives an edge over others, as the customer might feel more comfortable and open up new doors for you. Always know your audience well.

Preparation is essential for any meeting. Understanding your audience helps you feel more comfortable and with a clear direction of what you want to deliver to them. After all, the goal is to share value - always, no matter the circumstances. Think of options, scenarios, and hypotheses. Avoid judgement and I-theory. Knowing the audience doesn't mean projecting or being prejudiced. It means first understanding what type of people are in front and thinking how they perceive and process information.

Knowing the objective of the presentation is really important. Many of us, including me, in starting of building reports, focus on the looking cool with the designs/colors/types of charts but it's important to understand the objective or how can your visual help them to solve a problem, even without least charts or sometimes no charts at all.

Some breakdown of common mistakes and effective strategies for technical sales presentations: Common Mistake: Focusing too much on features and specifications, assuming technical details will captivate the audience. Effective Strategy: Use stories, testimonials, or case studies to illustrate how your solution has delivered value to others. Make it relatable and showcase real-world applications. Common Mistake: Neglecting to differentiate your solution from competitors. In summary, prioritize the customer's perspective by showcasing the practical benefits of your solution. Connect with your audience through relatable stories and emphasize what sets your offering apart from the competition.

More about how the Service/Product benefits ‘THEM’ than about what it generally does. There are relevant benefits than there are irrelevant ones. Learn to separate the two and you will generate interest faster. Benefits can be tailored with some homework. Know your audience.

Don’t make the benefits slides over complicated. Keep it simple and reduce any unnecessary information. Remember, your prospect needs to understand the core benefits and why. It it doesn’t make sense to you, it won’t for your audience.

Put yourself in the shoes of your audience and consider their perspective. This can help you identify potential points of importance and address them proactively.

I personally like to split the features and the benefits slides. I'd approach a tech presentation with - why do we need that product? What is the selling point? Why do these people/target group want/need it? Then introduce the features, and then - how can they actually, practically benefit from those features. Simple, clear, short message.

Focus on what benefit they will get. Technical specifications is not necessary. Also, if the benefits can be visible it will produce much better result.

You should be able to structure your presentation's main body and conclusion in order to attract the audience. Stand up tactfully by framing your argument artfully.

Use data, support all your benefits with data. Your audience wants to understand how this is helping others and what was the impact of your solution.

Simple and clear language is easier for the brain to understand. Establishing a smooth and continuous flow will make the technical aspects sound more compelling. Ears should be open for audience errs /umms. Almost always answer in-between queries or reply with “let me get back to you.” and make sure you do get back.

Don't mistake simplicity for lack of depth. Sometimes, the most profound solutions come from the simplest ideas. Complexity can be impressive, but it's often simplicity that wins the day. Avoid technical jargon and fancy terms. Strip away the unnecessary, and reveal the true essence of your ideas. That's where the real genius lies.

Use analogies and metaphors to relate technical concepts to everyday experiences. Analogies can simplify complex ideas and make them more accessible. Encourage questions and engage in a dialogue with your audience.

Simplify as much as you can. As Albert Einstein said, “Everything should be made as simple as possible, but not simpler”. Separate out long sentences into shorter ones, and avoid sub-clauses or complex sentence constructions.

Use language that is understandable for your audience. This is why point 1 - understanding your audience, is really important.

It's always better to simplify to reach to your audience. No need to go too deep for a technical sales pitch. If possible make a video presentation for a better reach.

What can leave you leave off the page that is still going to resonate when spoken? Keep to your main points, and tell a story around them

I believe all things can be broken down into simple terms that is understandable for all. There is really no excuse. Think about how you can explain your job/what you do to your parents/grandparents.

I find it incredibly powerful - to call things what the person on the receiving end calls them. Just need to ensure that you keep track of all the terminology, and brief the rest of the team accordingly :). We have developed entire internal glossaries for clients - to ensure everyone uses the same words & is on the same page.

Mein Tip für eingängige Präsentationen: Kurzes und prägnantes Erklären; Einfaches und umgangssprachliches Ausdrücken von Sachverhalten erleichtern das Zuhören und Aufnehmen ins Gedächtnis- Einfacher Satzbau und Fremdwörter nur wo nötig ! Verknüpfungen fürs Gehirn durch Kombination von Sprache und visuell ansprechenden Grafiken erreichen Abschließend kurze Zusammenfassung! Sich bedanken und den eigenen Namen nennen!

The presentation is a story. Like a theatrical drama, build chapters and segments to it. Short pauses for when you finish each chapter. Personalization is key. Curate your story based on the business title of the prospect/client. Should be more like summaries for C-suite and Decision makers. And technicalities for analysts and specialists.

It is actually very easy when you resonate the structure of your presentation with engineering principles, like PDCA or DMAIC

To structure your presentation, "The Rule of 3" was discovered and it's one of the most powerful rules of communication theory One of the hardest thing you need to do while articulating your presentation is to narrow down it and limit upto 3 core messages. If you are delivering product presentation, focus on communicating 3 problems that your product solves for customers, in this way people will recall your presentation and the likelihood of purchasing your product will be increased

No matter the context, structure and flow are key for information sharing. Start from the basics and build up your story on them.

Avoid jargons and technical terms that might be confusing to non-technical stakeholders. Use clear and simple language to convey your message. Present your technical information in the form of a story. Use relatable examples and real-world scenarios to help your audience understand.

People are going to remember 20% of what you say. What do you want them to remember? Set an agenda up front, recap midway, and recap at the end

Structuring a presentation is no different from writing an essay or a report; it requires an introduction, body and conclusion. Like an essay, these sections of your talk need to fit together, and be linked clearly. A poorly structured talk will confuse and frustrate an audience

Good design and esthetics of a presentation are a requirement today. We are past the era of blue backgrounds and yellow text in a PowerPoint presentation (you'd be surprised how common this still is in academia). Introduce a color pallette and modern, clean font and stay consistent throughout.

Coherence is important. Like a thriller film you can't say who the killer is and then start the movie. Or maybe you can if how he did it was your main theme

Perfection will never be achieved. But to become near perfect will require continuous effort and dedication Present to Seniors, peers, friends and family. Ask for granular feedback from all of them. (Specifically from proficient ones) Go back and practice on the shortcomings.

If you can't convince yourself then you can't convince your audience. Confidence is the key. And Key to confidence is practice and experience.

Practice and rehearsal are also essential. Collecting, preparing and learning the information you're going to present, even knowing and using it on a daily basis, is not always a guarantee that you will manage to share it clearly and understandably. Dry runs and rehearsals help you hear yourself and the flow of your mind and speech and identify gaps and points for improvement.

Just because something is simplified doesn't mean it won't encounter objections. Differing viewpoints and being challenged by others' opinions are when breakthroughs occur in novel ideas.

Another good skill is to learn different key tangents from your experience . If you are presenting sale forecasting for a new product , use your previous presentation experience and what helped you in that . Sometimes non technical person provide more insight than the technical one .

Leverage free tools out there, like vidyard. Get uncomfortable, record yourself, get feedback on it, then record again. Preparation is key and you will be surprised help is easy to come by

Run through the presentation with colleagues after you've rehearsed it yourself. PowerPoint has a "Rehearse with coach" feature that is an excellent starting point to adjust the basics like your speed, saying "umm" and tone of voice.

É sempre útil ensaiar e ter uma apresentação visual de apoio. Vale a pena praticar e prever possíveis perguntas do público presente. Pratique suas respostas, estude sobre sua apresentação, e saiba todos os benefícios oferevidos de cor. Não dependa dos slides. Lembre-se que todas apresentações são compostas também pela sua línguagem corporal. Esteja receptivo. Sorria. Seja educado (a) e também pontual. Não esqueça de organizar sua agenda pata evitar imprevistos. Você pode gravar a si mesmo apresentando para visualizar os possíveis pontos de melhoria da sua apresentação

Of course, “Focusing on the benefits” and “Using simple language” are very important. However, the real critical point is to be able to capture the concentration of the audience in the palm of your hand. A distracted concentration will not get the benefit you want to show or the message you want to give. The most dangerous thing is that it will reveal irrelevant questions that are asked only to object.

Une présentation claire, concise, visuelle, mais surtout beaucoup de préparation. Plus on prépare la connaissance de son client, et de ses objections, au delà de la connaissance de son produit, plus on aura de chance de limiter ses doutes. On ne répond pas en avance aux objections dans la présentation, on se les garde pour l'oral et montrer notre répartie et notre conviction (le client en aura toujours donc ce serait "se tirer une balle dans le pied" que de lui offrir l'ensemble sur un plateau). On pourra alors se focaliser sur les avantages qui seront alors perçus comme incontestables. Enfin il n'y a pas de meilleur vendeur que celui qui est convaincu lui même :) Le travail commence donc par soi. Se mettre à la place du client.

One thing I have noticed is in technical sales you have to very patience while introducing your product to customer, you have to be polite brief your product in best possible manner You have to explain each and every feature of the product along with advantages ... This way I think you can improve your technical sales .... Most important is the way you deliver your message communication should be polite, with respect and lots of patience

If you need to deliver presentations frequently I would strongly recommend reading the presentation secrets of Steve Jobs by Carmine Gallo Sharing a summary of the book 📚 Steve Jobs crowd pleasing techniques helped Apple to get a huge response even before the actual launch of the product, he use to follow 3 steps 1. Structure your presentation 2. Incorporate a powerful message 3. Tell a story: as humans we quickly adapt the stories.