Transcripts
1. Win more business!: You've got $1 million offer, but your sales deck Listen, you've worked so hard to be invited to present
to your prospect. You cannot drop the
ball at this point. If you're duct taping slides
together at 11:00 P.M. The night before, then
this course is for you. I help salespeople stop winging
it and start winning it. How? By turning
chaos into clear, compelling messaging that wins. We'll go through
my AA framework, appeal to your audience,
articulate your messaging, and arrange your
structure for flow. I'm Yvonne Lines and
I've helped some of North America's
leading brands think differently about
how they set up a sales presentation
and win more bids. My track record is a whopping 59% increase in
win rates for my clients. I'll walk you through ten
common presentation pitfalls and how to transform
them into wins. These ten hacks will help
you be more engaging, deliver memorable messages,
nail your timing, gain confidence,
and win business. First up, we're going to
discuss the number one thing, the most important thing to engage your audience,
to connect with them. See you in the next video.
2. Hack #1: Relevant to Your Audience: Pat number one, make it
relevant to your audience. This is the most
important thing. Let's talk all about
me, me, me, me, me, me. No, I will not do that to you. You'd be so bored so fast. And you should not do that
to your prospect, either. Your presentation should offer useful solutions
for your audience and only a little bit about you. Keep the spotlight where
it belongs on them. A little bit about
you? Sure. A full on monologue about
how fabulous you are. That's a hard pass. It's like being on a first date with someone you really like. If you want to get
to a second date, you've got to take
an interest in them. If you talk nonstop about you, how great you are, all your achievements, how
qualified you are, some of the other
important people who loved dating you and try to convince them that you're
the best person for them ever without even knowing
what they are looking for. Yeah, good luck
getting a second date. Yet, that's exactly what happens in too many sales presentations. If you talk all about yourself, your product, your company, ignoring their interests,
it's not likely to go well. When your prospect says,
tell me about you. They're not inviting
a one person bragfst. They're asking, Can
you solve my problem? It's an opening for you to talk about information that's
relevant to them. It's not an invitation
to talk nonstop about how great you are,
the awards you've won, other clients you've
loved working with you or try to convince them that you're the best
person to work with ever without even
knowing what they need. Here's the magic mindset
shift. You're not the hero. They are. You're the guide, the GPS that gets them to
where they want to go. Think of your presentation
like a great movie. Your prospect wants to see themselves overcoming
a challenge. Your products the tool
that helps them succeed. When they see themselves
in the story, they stay engaged, and they're much more
likely to say yes. So be curious, ask questions, understand what they need, like a coach helping
someone reach a goal. Then if your solution fits,
show them how it works. Briefly, clearly, and
specifically for them. That's how you go from
just another pitch to the one they
actually remember. No one likes being sold
to by somebody who just rattles off random features of their product or service. But if you have an issue and someone walks you through
how to solve it in ways beyond what you expected and then has a
perfect solution for you, then it's an easy yes.
3. Hack #2: Start with a Hook: Act number two, start
with a strong hook. First impressions matter a lot. A strong hook statement at the beginning of
your presentation can be the difference between engaging your audience
and losing them. If you start your
presentation with, Hey, everybody, thanks
for being here today. Congratulations. You've
already lost half the room. You need a hook, a bold, spicy, curiosity sparking moment that grabs your audience by
the brain and says, Hey, this is worth
paying attention to. Think of it as the movie
trailer to your presentation. It should tease intrigue and
leave them wanting more. Here are a few ways
to do just that. Try a quote, a stat, a question, a dash of humor, or a short story to create a powerful opening. Let's
take a closer look. Use a quote that packs a punch. Choose a quote that relates directly to your topic
and evokes curiosity. Make sure it's short, sharp, and thought provoking. For example, you can
have brilliant ideas, but if you can't
get them across, your ideas won't go anywhere. This quote not only underscores the importance of clear,
persuasive communication, I emphasizes why crafting a compelling sales
presentation is just as important as having a
great product or service. Nail the delivery or kiss
your genius goodbye. Start with a stat, a little
known fact or a bold promise. Hidden with something
unexpected. Numbers speak, especially
when they hit a nerve. A surprising or
compelling statistic can immediately establish
importance. Here's an example. Only 13% of customers believe a salesperson can
understand their needs. Ouch, that stat doesn't
just land, it stings. It makes your audience want
to be in that golden 13%. Now you've got their attention. Like starting with the stat, a bold promise can
pique curiosity. For example, in the
next 20 minutes, I'm going to challenge the way
you've been thinking about growth and show you
how to do it faster. That's a great way
to kick things off. Ask a question that
makes them pause. Questions flip the spotlight
onto your audience. They are like little
brain traps that spark curiosity and make your audience do a quick internal check. When was the last time
a sales presentation actually made you sit
up and pay attention? Most people answer silently. Never. Perfect. You've just set yourself up to
be the exception. You set the stage for showing how your approach
can break through the noise. Drop some humor,
but use it wisely. Light humor can break the ice, grab attention, and help
decision makers relax. Try. Look, I know you'd rather be out eating
a cheeseburger right now, but stay with me because
by the end of this talk, you'll be upgrading
to steak and lobster. It's cheeky, disarming, it makes your audience think, this
might actually be fun. Be sure to keep it courteous
and know your audience. Vegans maybe don't open with a meat metaphor,
just saying. Tell a snappy story. People love stories
that you can relate to. A brief anecdote that ties
into your main takeaway can personalize your message and build a connection. Here's one. I was in the middle of
a Zoom presentation when my fire alarm
started screeching. Yep, I left the soup
boiling on the stove. Classic multitasking fail. Faster than a speeding bullet, I ran to the kitchen, leap to the stove in a single
bound, rescued the pot, and like a bird, like a plane, flew back to my video call, only to find my audience
fully on their phones. I needed to rehook
their attention, review what I was saying
before the interruption, and then shorten
the rest of my talk while still getting my
key messages across. That moment taught me how
important it is to be flexible because you never know when
you'll need to pull out your superhero cape and
rescue the presentation. A good story, humanizes you
and sets up your key message, total win. The bottom line. A strong hook isn't
just a catchy intro. It sets the tone,
builds intrigue, connects emotionally, and leads naturally into
your main message. Tailor it to your
audience, tone and goal. Give your audience a reason to lean in instead of check out. Next time you present,
don't just start. Start with something
they'll remember that tells your
audience buckle up. This is going to be
worth your time.
4. Hack #3: Interactive Conversation: Number three, make it an
interactive conversation. Let's face it. No one wants to be talked
at for 60 minutes. So flip the script and make your presentation a
conversation, not a monologue. Ask questions throughout
and keep your audience involved to help build a two
way connection with them. The goal, keep your
audience actively engaged. So they're not just listening. They're thinking, reacting,
and connecting with you. Here are eight examples of
how to make it interactive. One, it's quiz time. Do you remember the
number one hack? Why is it important? Here's the answer.
The number one hack, make it relevant to your
audience, and here's why. When your audience
sees themselves in your presentation,
they pay attention. Focus on solutions for them,
not just slides about you. That's how you stay interesting
and build credibility. Here's our second example. Quick polls or live surveys. Use online tools to ask
questions mid presentation. For example, you could ask, how confident are you in
your current sales process? That question gives you real time feedback and wakes
up any passive listeners. Here's our third example. Raise your hand if moments. Prompt simple actions
like raise your hand if you've ever sat through a sales presentation that
felt like a data dump. It creates relatability and
brings energy into the room. Example four, chat box prompts. This is for virtual sessions. Encourage some
responses like drop one word in the chat that describes how your last
client pitch went. This question builds connection and it gives you
content to bounce off. Example number five,
choose your own Adventure. Let the audience guide the flow. As in, would you
rather go through some case studies or have a
platform demonstration next? This sort of choice
keeps your audience engaged and shows that you
can be responsive to them. Example number six, real
time demos or scenarios. Walk through a live example or ask the audience to
weigh in on a challenge. As in, what would you do next if this inventory report showed a 30% spike? Invite their input. It turns listeners into problem solvers and then be
sure to add your expertise. Example seven, thought
starter discussions. For longer sessions, try using group discussions
to reflect on a question. As in what's one obstacle in your sales process right now? With this sort of setup,
you can give your insight, and it's an opportunity to showcase your leadership
in the field. And here's example number
eight, guessing gains. Add a fun twist with
a bit of trivia. Guess how much time the
average salesperson spends prepping for
a presentation. Trivia is a great way to
inject an energy boost. By the way, according to Tat, it's a ten to one ratio. So if you have an
hour presentation, it's ten hour prep time. These interactive
techniques turn your audience from spectators
into participants, boosting retention,
energy, and connection. Depending on the length
of your presentation, you could sprinkle in a few interactive moments
throughout your talk. Every five to 10 minutes is a good rule of thumb for
keeping attention high. When you make your audience
part of your talk, they're more likely to
remember your message and you.
5. Hack #4: Help Them Visualize: Act number four, help them
visualize the future with you. Imagine standing at the
front of a boardroom, you got your clicker in hand
and you're trying to keep your heart from pounding
outside of your shirt. The regional manager of a big deal company
sits across from you, arms crossed, flanked by two operations directors who are checking the time
before you even start. Not exactly the warm fuzzy
fives you were hoping for. They're not here to be dazzled. They're here to solve a problem. You take a deep breath.
You know not to rattle off product specs or
features like a tech manual. You're here to change the game. Instead, you pull
up a single image, a group of happy customers outdoors looking like they've
never heard of stress. Then you begin. Let me show you a day in your
world six months from now. Imagine you're sipping your
first coffee of the day. You open your
reporting dashboard, and instead of a messy list of problems, you see progress. Systems humming,
optimization overnight, happier customers and savings, real savings piling
up month after month. You smile. It's not a fluke. It's your new normal. Gone are the late
night emergencies. No more fretting over
what might happen next. Just calm, peace,
smooth operations. The regional manager leans forward and says, tell me more. The mood in the room
shifts where there had been skepticism,
there's now curiosity. Questions turn into nods. You're co creating a vision. The conversation
moves from how does it work to when can we start? You leave the building
knowing you've nailed it. You haven't just
sold the product, you've sold a better future. Here's why it works. Most
people are visual thinkers. When you paint a picture
that reflects their goals, addresses their pain points, and demonstrates their
potential success, they don't just
listen. They feel it. They won't remember
your 27 features, but they'll remember
how you make them feel. When you help them see what life looks like with you in it, and that version looks
smoother, calmer, more successful, mike drop,
you're no longer pitching, you're partnering, and that
makes all the difference. Y.
6. Hack #5: Your Main Take Away: Let's move into messaging. Pack number five, know
your main takeaway. If he could only
use a few words for why your prospects should
choose you, what would they be? The other day, a
colleague in my network sat through a tech vendors
sales presentation. Afterwards, I asked him
if it was worthwhile. His answer, I'm not really
sure what they were selling. Wait. What? He vaguely remembered some
features and benefits, but he couldn't tell me how
this product could make his life better or if it was
what he was looking for. That sounded like a 30
minute time waster to me. I'm glad I missed it. The
moral of this little story? If you are hosting a
sales presentation and your audience doesn't walk away knowing your main message, you've lost the
plot and the win. Know your one main takeaway and make sure your
prospect knows it, too. Your one takeaway should
be so clear and repeatable that your prospect
could walk into a meeting of other
decision makers and say, we should go with
them because blank. That's it. Now, here's your
job. Fill in that blank. Once you have clarity on what that one thing is, simplify it. Make it crisp and make it stick. Make it a memorable
sound bite, if you can. This is your chance to
put words in their mouth. Here are some generic examples. We should go with
them because they'll help us go further faster. We should go with
them because they'll make our complex process simple. We should go with
them because they offer the best value
and ongoing support. They're the only ones
who get our vision. Our synergy makes the
perfect partnership. They'll take a long term view
to future proof our vision. We can trust them through every part of our
transformation. You'll, of course, customize your main takeaway to
fit your prospect and make sure it's clear
differentiates who you are and memorable. Now, take that sound bite and work it into the title
of your presentation. Put it on the cover.
Weave it into the middle somehow and end with it on
your final slide, as well. If you only stick one
idea in their heads, make sure it's the right idea
because here's the deal. Your takeaway is your echo. It's what they'll
repeat when you're not in the room,
so make it count. Test it by saying it out loud. If it sounds like marketing
mush, it probably is. Rewrite it until it feels like something
a real human would say over coffee or in an
elevator or in front of the CFO. What's my main takeaway
for this course? Get ready to win business.
7. Hack #6: Three Key Messages: Pack number six, use no more
than three key messages. Do not overwhelm
your prospect with too many details or expect them to remember more than
three key messages. You may think you're being
thorough, but really, you're just giving
them decision fatigue. Let's break it down. Number one, don't
overwhelm your audience. Packing your presentation with too many details
doesn't impress. It overwhelms. Think of your
audience like a sponge. It can only soak up so
much before it drips. When you overload your audience, they stop listening
and start zoning out, missing the key points you actually want them to remember. Instead of clarity,
you create confusion. For example, if you're pitching a software solution and spend 10 minutes walking through
every feature and sub menu, your audience won't recall
the standout benefit. It's all blurred together. Stop dumping every detail
into your presentation just because a feature resonated
with one person back in 1997. Try focusing on one
powerful use case, like how your solution cut onboarding time and half
for a major client. Less noise equals more impact. Number two, three is
the magic number. There's science behind this. Our brains love threes. They're neat,
they're satisfying. They're just the right
size for memory. We are built to retain a
laundry list of information, especially in high stakes,
fast moving environments. If you try to land six or
seven different takeaways, chances are your audience
will walk away with none. It's the equivalent
of throwing spaghetti at a wall and hoping
something sticks. Buddy von, you say, you've got
ten hacks here, not three. Nice observation. You'll
also notice that I organize the ten thoughts
into three categories. My A framework, appeal
to your audience, articulate your messaging,
arrange for flow. Those are the three key messages
I want you to remember. Instead of listing
every capability of your product or service, focus on the three that will matter most
to your prospect, such as it boost engagement, saves time and delivers
measurable ROI. That's a clear, memorable trio that sticks long
after the slides are gone. People rarely remember more than three key messages
from a presentation, so make them can't three, there's a time and a
place for more details. Go deep on ask, not by default. There's a time and
place for deep detail, but your presentation
usually isn't it. If your presentation is
like a movie trailer, don't make it the full movie. Don't start reading
them the legal terms on slide 18. Wrong vibe. Especially if
you've already sent a written proposal
packed with specifics. Now it's about bringing
the big picture to life and sparking interest, not reading up fine
print. Good news, though. If your audience
wants to dig into the details, they'll
ask for more. That's your green light to
geek out on the details. Until then, keep it tight, compelling, and focused on
what matters most to them. Stick to three messages, resist the urge to overexplain and let curiosity do its job. Your goal, leave
them wanting more, not wondering when it ends.
8. Your Class Project: Here's your class project. Think of a presentation
you have coming up and the audience
you'll be speaking to. What one main takeaway do you want them to
remember about you? And what are your
three key messages? As in what problems do they
have that you can solve? Write it out, take a
picture and upload it to our project area so I
can give you feedback. Remember not to include any specific client names or
confidential information. I'm looking forward to
reviewing your messaging.
9. Hack #7: Weave in Stories: Weave in stories
to explain points. Stories don't just entertain. They explain, engage, they wrap emotion
around your message, and they give your prospect an opportunity to feel
the value that you offer. Stories bring your
ideas to life, and they're way more fun than a capabilities matrix slide. But a good business story
needs a strong transformation. You can't get to the moral
of the story without it. Take your prospect from point A, where they're at
with the challenges they have to point B, an ideal future with your product or service
as their solution. The trick use short, smart mini stories to
make your message pop. These aren't TedTs. They're strategic story snacks designed to explain your point, grab attention, and help
people connect the dots. A case study, analogy, testimonial or life example
can help bring your concepts, graphs, and stats to life. Let's dissect these examples. Case study. A great way
to set up a case study is in three parts challenge,
solution, and impact. The challenge will
need to be relatable, the same challenge
your prospect has. Let's say you sell digital
inventory tracking systems, and you know your prospect
is looking to upgrade. Your case study could
be one of our clients, a midsized agricultural company was struggling with updating
their inventory systems. Their process was a
complicated hybrid of digital and manual spreadsheets with the odd sticky
note thrown in. Once they completely lost
track of a skid of fertilizer, the solution is how you
solved their issue. We introduced a mobile
friendly system that let them scan and track
everything in real time. Now, many people stop there and forget to
include the impact, but that's the most important
part of a case study. It's the part you
prospect needs to hear. Since implementing our solution, this client had zero lost items and saved countless
hours every week. The point, don't
just show them what you did, show what changed. Analogy. Analogies are like
cheat codes for clarity. They make the abstract
feel obvious. Think of your business
like a pro sports team, and your inventory
tracking system is the game winning coach. Without it, your players, your products are scattered all over the field
with no strategy, no plays, and no idea who's
supposed to be where. But with our software,
you've got real time data, smart plays, and wins. You know when to restock, when to cut losses, and how to stay ahead
of the competition. Just like a coach turns raw talent into
championship wins, reliable inventory
tracking turns scattered stock into
streamlined profit. Everyone gets the point without a single boring text beck. Let's look at testimonials. A testimonial should be like
word of mouth with muscle. Skip the Wow, that
was great, fluff. And use something that shares
a relevant experience, such as this wasn't just a
vendor pushing software. They stuck with us, trained our team, and made
sure it worked. Our execs noticed, our
frontline noticed. That kind of support,
that's rare. A good testimonial is less about praise and
more about proof. Moving on to a life example. Choose a topic that
is universally recognizable or something that you know your prospect
has an interest in. Think spilled coffee, kids
fighting over the remote, a ruined dinner, or your dog losing its mind at the
mail carrier, whatever. Then tie it into the
problem you're solving. Here's an example.
The other day, I got distracted scrolling on my phone while making toast. It didn't pop up,
and by the time the smoke alarm went off,
the toast was charcoal, the dog was barking and
my spouse was asking, why I triggered the apocalypse. That's what it's like
working with systems that don't alert you
when things go wrong. With a right tech, no smoke, no stress, just warm golden
toast and calm mornings. Each of these mini story
examples are short, relevant, and emotion tied, perfect for grabbing attention and
adding authenticity. Mini stories make
your message easier to understand and
more fun to remember. They turn dry points
into real world moments. When your audience hears one, they're not just absorbing info, they're visualizing it, feeling
it, and sharing it later. When you tell the right story, your message doesn't just get
heard, it gets remembered.
10. Hack #8: Timing is Critical: Pack number eight,
timing is critical. Have you ever attended
a webinar online, and they ran long. They didn't get
to the good part. I just left one. I had to hang up before they
got to the offer. To respect time, we need to
know where to cut and how to expand or talk while still getting our three
key messages across. I had a client who said that they never got to the
end of a presentation. I was flabbergasted. The ending can be the
most important part. It's where you summarize and reinstate your
main takeaway. Can you imagine
being cut off and skipping sections of
your presentation or not having time for
questions? Here's the thing. You can have the best
content in the world, but if you run out of time, it's like cutting off a movie
before the ending. That final moment, the
recap, the takeaway, the mic drop is where your
message really sticks. And if you skip Q&A, even worse, you could be missing some
crucial information. Whether you have 30
minutes or 3 hours, you need to own the
clock from start to end. Hit your key messages and
either expand upon them in more detail or cut a story that seems less important as you get to know your
audience better. Go too long, and even the
most interested listeners will start checking the time. A well paced presentation shows respect for
your prospects time. It builds momentum
and ensures that your message lands with
clarity and impact. Okay, maybe you
have a long talker on your team who says important, relevant things and
holds attention. We all know someone who's
brilliant but long winded. If that's someone on your
team, plan for them. If they need a full 10
minutes to explain a concept, then budget a full
10 minutes for them. If they are just talking
for the sake of talking, prepare beforehand by
helping them get to the point and have a signal
that means time to wrap up. Okay, maybe not
playing music over top of them like they
do at the Oscars, but some sort of little nuch. Time isn't just a
constraint, it's a tool. Use it well, and your
presentation will hit harder, land cleaner, and earn the respect of
everyone in the room.
11. Hack #9: Practice: Act number nine, practice,
practice, practice. You've built your deck,
you've nailed your messaging. You've sharpened your stories. What do you do now? You
guessed it, you practice. And then you practice again, and then you practice one
more time. Start solo. Run through it in
front of a mirror or record yourself on video. Yes, it feels weird. No,
it's not a waste of time. You'll catch things you
didn't know you were doing like that weird
eyebrow twitch, your ums or how often you say, basically, you'll cringe a little, but you'll learn a lot. If you're on a team,
rehearse like one. You wouldn't show
up to a relay race and decide on the fly
who runs which leg. So don't wing it in a
group presentation. Decide who's talking about
what for how long each, how you will transition from
one speaker to another, how you'll do introductions, whether you'll be
taking questions throughout or waiting
till the end, and build some team camaraderie
so you look cohesive. Avoid the awkward moments like, are you going to talk
about this or should I? Also, build a little
team chemistry. Joke around, have fun. Run through it a
few times together. If you're presenting as a team, you should look like a team. But listen, you know your
stuff. You're not an actor. You don't need to
memorize your lines, have some comfort notes, use just some bullet points, not a script that emphasize
priority messaging. And then talk conversationally, like you're talking to a friend. Be sure to do a tech run through if you're using
anything digital. Make sure your demos work, have a backup plan in case they don't you have a slide deck, run through the
animation so you're not surprised by
how they perform and check that you
have the right fonts installed so you don't
have formatting issues. Practice doesn't make perfect. Practice makes polished. And polished means confident, clear, and in control. So rehearse your message
depends on it because it does.
12. Hack #10: End Strong: Number ten and strong. Thank you, is a lovely ending. Polite but completely
forgettable. Your ending needs to
be much stronger. It's here at the
end that you can summarize your
three key messages, reinforce your main takeaway, and if appropriate, include a call to action or next steps. Your presentation told a story, whether it was about
solving a problem, achieving a goal, or
discovering a new way to win. So now, what's the
moral of that story? What's the one thought they
should walk away with, even if they forget
everything else? Is it about saving
time, driving growth, making smarter decisions, crushing the competition
without breaking a sweat? If you can make that
takeaway a sound bite that your prospect
can remember, even better. They might need to turn
around and convince someone else of why they
should work with you. So make it easy and repeatable. Put words in their mouth. Give them a headline
they can steal. Something short,
sticky, and smart that makes you sound
like the obvious choice. For example, focus on
growth, not grunt work. Use our data like a crystal ball to predict your inventory needs. One platform, endless
possibilities. Endings aren't an afterthought. They're the last
impression you leave and may even be more important
than your first impression. Make sure your main
takeaway is clear, easy to remember, and
a little exciting.
13. Win More Business!: Here's my summary
and ending for you. My three key messages, appeal to your audience, articulate your messaging,
arrange for flow. I've also got a call
to action for you. Skillshare has a great
way to get a one on one coaching session
right here on the platform. Go to my profile page and click on the one on
one session Graphic, or navigate to the site's one on one sessions page and search
for me, Yvonne Lines. If you do sales presentations, book a session with me. So I can help you.
Drum roll, please. Here's my main takeaway. Get ready to win more business.
Yvonne Lines, Sales Presentation Specialist
