The best type of sales presentation in the entire world is a one on one sales presentation. The worst type of sales presentation in the entire world is also a one on one sales presentation is the best because for most people, they communicate the best you can be completely responsive, you can be paying attention, you can see is this person get it, you can ask them questions, you can really have true engagement. Now, the bad part about it is it's less efficient than speaking to all the decision makers, for example, in a company or talking to a whole lot of prospects at once. I'm not suggesting you turn down one on one presentations. But here's what I am suggesting. When you're trying to figure out how to make better group sales presentations, large group sales presentations, bigger ones don't have as your starting point.

PowerPoint slides with lots of bullet points and I'm not anti PowerPoint. It's perfectly fine to use PowerPoint But the greatest source of material for your group presentations, your formal sales presentations in front of an entire board of directors are in front of 50 prospects. The best source of material is what actually goes on in your one on one sales presentations. So examples you give in a one on one sales presentation, that work. And the prospect says, Ah, I can relate to that, or now I get it. That's exactly what you want in your so called formal sales presentation.

Stories that you give in a one on one sales presentation are the same ones, by and large, the ones you should use for your formal sales presentations. If there's a particular slide in your PowerPoint, it's complex and people can't really have a conversation with you one on one over lunch or the office looking at that so I don't use that slide in The so called formal sales presentation. If you go through a particular part of your sales pitch, and prospects, one on one side, what does that mean? And then they ask you a question. And it's pretty consistent that they do that at that point. You need to build that question into your sales presentation.

Don't wait for people to ask because sometimes, people are afraid to interrupt you if there's 30 other people in the room, but if it's just one on one in their office or over lunch, they will ask you a question because it seems like a conversation. One on One pitches are obviously the best type of presentation for most of us most of the time. But if you learn the right lessons, if you apply what we're talking about in this course, every single thing you do in that one on one conversation you can do in a group presentation. It just is a little bit different. You can't ask 50 people one on one and wait for their response for a particular question. But you can throw out rhetorical questions and then say, and I was talking to your colleague, Sandy, right before we started, and she mentioned to a TJ, we've had that you can reference conversations with people, so that it still seems more like a conversation.

That seems more like an interaction, a consultation, almost, instead of the typical sales presentation, which is, here's our product, here's our product, here's a benefit. Here's a feature. Here's a feature, here's a feature, here's facts, here's numbers, that's to top down, it's too much of a data dump. So really mind the things you're doing well in your one on one sales presentations, make sure you put all that good stuff into Formal sales presentation. It's the problem most people have is all the good stuff they have in one on one presentations. They throw that away.

And then they start gathering a whole bunch of text slides, PowerPoint, and they go through all the data and say, Well, I'd love to get to the good stuff. The the stories, the examples, the case that but there's no time I get all the data to go through. Don't make that mistake.