A killer sales presentation

IntermediateVideoSales presentationsClosingThe master sales series · Step 4 of 6

Estimated time · about 12 minutes|Required · A discovery call already run on this prospect

Outcomes

✓Structure a presentation in five stages, from insights through to the appendix

✓Put measurement on the table early instead of waiting to be asked about ROI

✓Know exactly where to make the ask, and say it without apologizing for it

✓Run the meeting as a conversation rather than a monologue

Watch sales expert George Leith lay out a presentation format that turns a discovery call into a decision.

A presentation is not a recap

A summary of everything you found is an audit, and nobody signs an audit. A presentation points forward: here is the future state we are taking you to, here is what we will hold ourselves to, and here is the strategy that gets you there. It also has to work on people who are not in the room, and it is a conversation throughout, not a speech you deliver and then stop.

Five stages do that, always in the same order. Expand each one:

Try it now

Write one sentence for each stage for your next prospect: the insight you heard, the strategy, how you will prove it worked, the ask, and what goes in the appendix. Say the ask out loud beforehand. If it sounds like a question about whether you should be asking, rewrite it.

Knowledge Check

Four quick questions on structure, what goes where, and making the ask.

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The master sales series · Step 4 of 6

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