Blog Entry

Let’s face it—technical IT sales presentations can often be a bit dry and boring. The level of detail that it takes to sell complex software and equipment often does not leave a lot of room for the kind of showmanship that potential clients may find to be more compelling and engaging.

But even though the typical IT sales presentation is packed to the brim with facts and figures, detailed product specs, and technical jargon, that doesn’t mean that you have to give up completely on its overall quality and level of persuasiveness. Believe it or not, it is possible to craft a sales presentation that’s complex and comprehensive in scope—and won’t put your prospective clients to sleep.

Are you ready to add a little pizzazz to your standard sales presentation? Use these tips to enhance your presentation’s excitement quotient without compromising on professionalism or skimping on technical detail.

Remember your audience.  In every type of communication, it pays to think carefully about your intended audience before diving in. Are you speaking to a room full of IT experts, or a small group of non-technical decision-makers? What works well for one audience isn’t necessarily suitable for another. Make sure you tailor your approach to the parameters of each unique event.

Keep your presentation as concise as possible.  It’s easy to mistake long-windedness for comprehensiveness, but in fact, the opposite is often true. By keeping your presentation brief and to the point, it’s more likely that your words will leave an impression. On the other hand, if you drone on and on, you’re likely to dilute the impact of your presentation as your audience gives in to boredom and restlessness.

Don’t rely too much on bells and whistles.  Presentation technology has come a long way in recent years, but adding a heaping helping of wizardry and gadgetry to each and every presentation isn’t always necessary. In fact, it’s best to use elements like slideshows, movies, and visual effects sparingly for maximum impact. Otherwise, your audience could wind up feeling shell-shocked and just tune out.

Use data and jargon discriminately.  Those in the IT field tend to respond favorably to quantitative facts and figures, but there’s nothing that’s more likely to cause your audience’s eyes to glaze over than an overdose of hard data. Keep facts and figures in context and use only the most relevant information.

Close with a strong call to action.  Your sales presentation isn’t all about conveying unvarnished information. Ideally, it will have a strong emotional element that will help win over your audience. Conclude on a persuasive note that will resonate strongly with your prospective buyer’s needs, hopes, and desires.

How do you keep your sales presentations from veering into dullness? Give us your favorite tricks for beating back boredom in the comments section.