Which Is More Important In Sales Pitches, Content Or Presentation? – #Salespresso

Most salespeople focus 80% of their time on the content, 15% making their slides look pretty and less then 5% rehearsing and perfecting their pitches.

Is this you?

Then you’re spending the least amount of time on the most important task.



Influence comes from how you present

You’ve been there.

You’re told to hush. The lights dim. The projector whurhhhssss.

You take out your phone, start doing your emails and  listen to the presentation enough that you don’t get caught out when the presenter asks an obvious “are you awake” question but not enough that anything really sinks in.

This is the format for 99% of internal presentations in most corporate businesses.

You know they don’t work.

So why are you presenting like this to your prospects externally?

“How you present is going to be more important than what you present.”Michael Port

If you want to influence your prospects into a purchase then they need to be engaged by you, not your products features or benefits.


Leverage your personality

I hate to use the cliché but people really do buy from people.

If you’re sales presentation is a sole-less, never-ending swish of slides then I guarantee that you’re not showing off your biggest asset – you!

“Life is in large part a personality game” – Michael Port

There is no other you and so if you can get your prospect to buy into that rather than just your product you have an instant sale as there is no competition.

Ditch the slides.

Share your own personal expert industry knowledge (anything else can just be googled) with the prospect.

Add some real value in the precious time you’ve been given.

And you’ll close more sales.


The Expert

Michael Port has written six books, including Book Yourself Solid and Steal the Show, the latter which—according to the former President of Starbucks—“might be the most unique and practical book ever written on the topic of public speaking.”

Learn more – MichaelPort.com

For more expert sales training check out – SalesSchool.org


Will Barron is the founder of Salesman.Red and host of the Salesman Podcast where he entertains hundreds of thousands of millennial salespeople every month. If he isn't recording or editing shows he's racing his RX8 or riding bicycles down mountains.

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