5 Steps for Creating a Sales Deck that Sells
July 1, 2015
Why should you approach your deck in stages? It’s mainly a guideline to help you compartmentalize your talk into smaller sections. For instance, in Stage 5, you know you have to allocate time and slides to build up to a call to action. Approaching your deck in stages simply allows you to “eat the elephant” in small pieces, making the task of building a presentation a bit less intimidating.
Stage 1: Relatability
The audience’s needs are addressed first: What are their hopes, fears, or concerns? Most presenters tend to forget about the importance of this stage where the focus becomes more about them the speaker rather than the the audience. Don’t fall into that trap.
Stage 2: Compatibility
This is where the core message is married to Stage 1. It shows how your solution solves, improves, or conceptualizes what the audience wants. You’ll want to move through this section fairly quickly since it ties in so closely with Stage 1.
Stage 3: Stability
The world needs your solution. Stability is a place to establish where exactly your message fits in it.
Stage 4: Deliverability
Here, the structure of your pitch or story begins to unfold, backing up the claims made in Compatibility. Think of Deliverability as the nuts and bolts of your argument. It’s a critical stage so be sure to amp up the effort here.
Stage 5: Possibility
Once the vision has been painted, the possibility of achieving this vision is drawn up for the audience. This is a call to action that ties all of the pieces together. In other words, this is your close. Make it memorable and impactful by circling back around to how you did your introduction (Stage 1) and following up with a compelling ask.
If you want to see the above in action, my team has prepared a sample below:
Your deck can consist of 10, 50, 75 or any other number of slides (assuming your talk isn’t too long winded) - just abide by these stages and you’ll see success on the sales front.
Scott Schwertly is a 2x Ironman and CEO of Ethos3, a Nashville, TN-based presentation boutique providing professional presentation design and training for national and international clients ranging from Fortune 500 companies to branded individuals like Guy Kawasaki. If Scott is not working with his team building presentations, you will find him in the pool, on the bike, or on a long run. Scott lives in Nashville, TN with his wife and three dogs. He has a B.A. and M.B.A. from Harding University.