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red76 Posted on 05/04/2018 12:10
Presentation sales interview
 
 
Looking for a bit of help if possible.

Putting together a PowerPoint presentation for a second interview, 10-15 minutes long and wanted some thoughts on what content for a sales role would help.

Basically how would I approach the first 6 months in the role.

The product would be new to me so I'm obviously factoring that in getting to know the industry and the product but any other advice would be appreciated.

Some points I'm already set on.
Getting to know the team around me.
Strengths and weaknesses and utilising them.
Customer base.
Geographical area.
Developing relationships and getting to know the customers.
Prioritising customer's based on potential and spend.
I've held positions in sales for over 20 years but how would be best to translate this?

Any advice would be appreciated.
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the_smog_chorus Posted on 05/04/2018 13:06

Presentation sales interview

 
Hello mate, we do a similar thing at our place, if you flash up your email address I'll send a couple of things over.
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Exiled_in_Herford Posted on 05/04/2018 13:20

Presentation sales interview

 
Can't help you with content but as somebody who's given numerous presetations to large numbers, my best advice is to know your subject, speak clearly and don't put content in there if you're not 100% sure of it.

Remember once you've got the content in the presentation then practice practice practice it. The more confident you are in your knowledge of the presentation the more confident you will be in giving it. That will shine through.

Always keep eye contact with somebody in the crowd/interview and don't wave your hands about.

I would suggest adding something in there that makes you seem human ie a personal experience and you'll not come across as a robot which I presume that's not what they want for someone who works in sales.

If any of that is teaching you to suck eggs then my apologies but having met you, just let your personality come out in the presentation and you'll smash it.

Good luck mate.
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biggy Posted on 05/04/2018 13:23

Presentation sales interview

 
Just curious , what field of sales are we talking about?
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Murfster Posted on 05/04/2018 13:29

Presentation sales interview

 
Just curious biggy, are you interviewing anyone yourself in the near future for a sales role [8)]
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Nosmo-King Posted on 05/04/2018 13:29

Presentation sales interview

 
Print off your presentation. Leave with interviewee(s)
Key skills set that make you the perfect candidate.
Info about the company. Turnover, etc shows youíve taken time out to research them.
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Nosmo-King Posted on 05/04/2018 14:21

Presentation sales interview

 
Oh and at the end, summarise!
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sammysmiths Posted on 05/04/2018 14:28

Presentation sales interview

 
Not subject matter related but make sure your presentation is standardised throughout, Same, background, same font and layout. Colours are important depending on light in the room and any persons who may have dyslexia. Go for simple fonts, all placed on the page in the same layout. Arial, Calibri or comic sans are easy on the eye. Blue background and yellow script is easy to read. Or if the company colours are good, try to personalise it to them. Dont use pages full of script. Its too difficult to read and difficult to keep on track for the presenter. Short, simple, bold statements, No more than 5 bullet points per page.Don't have fancy animations and sounds. Just simple script appearing at the click of a button. If you have a remote clicker, use one. Its easier than standing over a laptop. It allows you to move about if need be. Try to produce a handout for the panel to refer to. It gives the impression of preparation and thought to the panel.Gets them involved as part of your team.
Start off with a simple intro on who you are.
Tell them what the presentation is and the aim/objective.
Clarify that they can ask questions during, or wait until the end for an opportunity.
Deliver the subject matter.
Conclude by repeating the aims/objectives and clarify that the panel have understood/learnt from your presentation.
Thank them for listening.

Simples! [;)]

Oh, and don't have any keys or jangly money or clicky pens.
YOU WILL FIDGET IF NERVOUS AND NOT EVEN REALISE HOW ANNOYING IT CAN BE!


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red76 Posted on 05/04/2018 15:10

Presentation sales interview

 
Thanks Smog but can't really send my email address as it a bit obviously who I am, don't know if you pop yours up I can reply, if not no problem but thanks anyway.
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red76 Posted on 05/04/2018 15:12

Presentation sales interview

 
Thanks Exiled all sounds like good info, some just worth going over again as a refresher.
Appreciate it anyway [^]
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red76 Posted on 05/04/2018 15:13

Presentation sales interview

 
Biggy at the moment industrial distribution and thanks everyone else who have taken the time to respond, it's really appreciated.
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the_smog_chorus Posted on 05/04/2018 15:19
Edited On: 05/04/2018 15:55
Presentation sales interview

 

let me know you have it ASAP so I can edit
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captain5 Posted on 05/04/2018 15:22

Presentation sales interview

 
If it's something new for you; I would use this as a positive; allowing you to look at their company and products with fresh eyes.

As it is sales make a big thing of record keeping and following up. Being organised is something that allows you to spend more time actually selling.

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HezBurra Posted on 05/04/2018 15:24

Presentation sales interview

 
is it a management, team leader or co-ordinator role?
if so talk about creating a vision for the team and developing a culture within it-loads of good stuff online and youtube about this.
If not try and found out about the vision of the company/leader and or the culture that they promote and definatly do a slide on this, explaining it, what the benefits are and how you reflect this and how you would buy into it.
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captain5 Posted on 05/04/2018 15:31

Presentation sales interview

 
Just thinking back to a sales course I went on ages ago.....

Looking at the benefits that your customer base gets from buying your product or service. Not what the product or service is in itself but what it opportunities it allows them to do or risks it protects them from.

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red76 Posted on 05/04/2018 15:49

Presentation sales interview

 
Done smog
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red76 Posted on 05/04/2018 15:52

Presentation sales interview

 
Hi captain thanks for the info but I'm well seasoned really in sales and the features and benefits of a product and I often sell products as a solution as opposed to only price driven often saving the customer money down to the longevity of the product and downtime.
Thanks for the info again thou, it's jist the content of the presentation I'm gathering info on really
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foomanboro Posted on 05/04/2018 15:53

Presentation sales interview

 
Not sure if you were already planning to include this but I would have a section on who the key demographic / segment that you think the company is trying to target with their product / service. Brownie points if you can identify a potential untapped demographic or sales channels they could use they may not have considered before.
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red76 Posted on 05/04/2018 15:56

Presentation sales interview

 
Hez it's working for a manufacturer/ distributor, number 2 globally so I've already done the research for the first interview which went down well.
I will be responsible for North East and a bit outside like the Hull.
I will report directly to a regional sales manager and will be interviewed by him and his southern counterpart.
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red76 Posted on 05/04/2018 15:59

Presentation sales interview

 
Good point Fooman, not sure in this instance it's so relevant though as it will be more selling into wholesale.
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foomanboro Posted on 05/04/2018 16:21

Presentation sales interview

 
Do you have strategies on how to attract potential new client wholesalers or upsell the ones you have? If so, would also be good to share these opportunities with your would be employer to demonstrate your are bringing new ideas into the company.
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red76 Posted on 05/04/2018 16:30

Presentation sales interview

 
Foo not sure is the answer as it is a very niche market with very few brands, upselling link selling will be something I'll mention though! What field ate you in Foo ?
Thanks again
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biggy Posted on 05/04/2018 16:57

Presentation sales interview

 
Make print outs of your presentation, give them out at the end (otherwise they will look at them throughout) adds a nice touch and shows you are in control and organised
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red76 Posted on 05/04/2018 17:03

Presentation sales interview

 
Yeah I've played with the idea bit not 100% sure yet.
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1finny Posted on 05/04/2018 17:10

Presentation sales interview

 
Red - there is a great YouTube video giving the background to confidence on big occasions. All science based.

I will summarise (just go with this)

Get there early and find the toilet. Go into the cubicle.
Adopt the pose of someone winning the hundred metres (arms above your head) and pretend you are that person. Cheer like a mad man (obviously or aloud) for 2 mins)

It gives you a massive Adrenalin rush that will give you confidence.

Iíve shared this advice numerous times and those brave enough to take it on swear by it.
There are loads who havenít bothered by the way.

I an auld gadge and I do it every time I have a presentation to do.

Good luck - and fair play to you for asking for help
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joseph99 Posted on 05/04/2018 18:27

Presentation sales interview

 
My suggestions:

To add structure I would have a breakdown of your presentation - perhaps an agenda of what you are going to be talking about. You could do it by time, (by end of month 1,2, ..6) or Why What How. Even 15 mins is nothing so look for around 10-12 slides and make sure you stick to 10-15 mins.

There is always a few key areas people like to hear:

1. Learn the about product, other training requirements, the markets it serves, competition, internal sales processes, reporting, CRM software, customer journey, research previous reports, prospecting, lead generation, listening intently to and defining customer requirements, delivery, pricing, delivery, deal closing, relationship management etc

2. Integration with the team seamlessly, understand the values, culture and fit in with it. The business will have its goals, so align your presentation with that to a degree. No one wants an upstart or trouble.

2. Understand what the USP is for your product(s), and how you how you might differentiate.

3. Strategic partnerships offering complimentary products and services.

4. Growing sales - how you intend to exceed expectations

5. Have a 5 year goal - where you see yourself going in 5 years

6. Account plans

7. Make a note of how you assess prospects, eg is there a budget defined, has there been an incident that has triggered the need to buy, who are the decision makers etc

8. Importance of a good value proposition - the value creation for the customer versus your company.

9. Marketing tools, reaching out to clients, website, LinkedIn campaigns, blogs, vlogs, case studies

10. SWOT analysis

11 How to grow business at an existing customer. Always easier to retain and existing customer than find a new one.

12. What sectors you are in currently - perhaps look at other sectors as a growth strategy.

13. Networking events - new ones where key influencers will attend


Just some brain dumped thoughts. Do not do have endless lists - reheXXXXXX and know each slide. Finish with a positive message about their future aspirations
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red76 Posted on 05/04/2018 18:40

Presentation sales interview

 
Again thanks so much for all the advice, never fails to let me down.
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red76 Posted on 16/04/2018 20:45

Presentation sales interview

 
Got the job so I'm over the moon, just wanted to thanks those who replied as I used a few bit here and there, in particular to smog who went out his way to give me a few sample presentations which really helped.
Never let's me down this forum [^]
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KTD83 Posted on 16/04/2018 20:53

Presentation sales interview

 
By industrial distribution do you mean like Arco and bunzl or more lubricants greases tools etc
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red76 Posted on 16/04/2018 20:55

Presentation sales interview

 
It was Cromwell I was working for, handed my notice in today.
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KTD83 Posted on 16/04/2018 20:58

Presentation sales interview

 
Fair enough, I did 8 years at Arco, should of left a few years before I did but everything works out in the end. Good luck with the new role.
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foomanboro Posted on 16/04/2018 21:01

Presentation sales interview

 
At the end of the day even with the best advice itís up to you ultimately put it into practice and smash the interview. Which you did. [;)]

So well done and congratulations red! [^]
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red76 Posted on 16/04/2018 21:01

Presentation sales interview

 
Cheers KTD yeah you certainly got out at the right time because their going through restructuring at the moment, plenty having to apply for new positions within the company.
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red76 Posted on 16/04/2018 21:02

Presentation sales interview

 
Yeah your right Foo [^]just helps to get some more opinions if you can.
Cheers anyway.
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KTD83 Posted on 16/04/2018 21:08

Presentation sales interview

 
Yeah I've still got friends there though I left that industry about 6 years ago. They seem to re structure every couple of years these days. Got a few friends who work for bunzl and a fair few at ppe manufacturers.
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