top of page
  • Writer's pictureBrian McKenzie

The Art of Less Text: Mastering Sales Presentations

In the world of sales, presentations are the lifeblood of closing deals and winning over clients. However, all too often, presenters fall into the trap of overloading their slides with excessive text, inadvertently turning their visual aids into distractions. Presentation tools like PowerPoint or Keynote are meant to complement the presenter's message, not overshadow it. So, why do so many salespeople struggle to break free from text-heavy slides and rely on them as crutches?

The Problem with Text-Heavy Slides

Imagine sitting through a sales presentation where the slides are packed with paragraphs of text. The result is an audience more focused on reading the slides than actively engaging with the presenter's message. This defeats the purpose of a live presentation, which should be about forging a connection and delivering a compelling story.

The "By Rules" for Effective Presentations

To address this challenge, let's introduce the "By Rules" – three simple guidelines to help salespeople create visually appealing and engaging slides:

7 X 7: Limit each slide to seven lines, with seven words per line. This rule encourages presenters to distill their main points to the essentials, leading to clearer and more impactful messages.

6 X 6: Aim for six lines and six words per line on each slide. This variation challenges presenters to refine their content further, forcing them to be concise and to the point.

4 X 4: Push yourself to the extreme with four lines and four words per line. This rule demands creativity and innovative thinking, encouraging presenters to rely on powerful visuals and compelling narratives to support their talk track.

Benefits of Embracing the "By Rules"

Adopting the "By Rules" can bring numerous benefits to sales presentations:

Enhanced Engagement: Less text means more opportunities to connect with the audience. By keeping slides concise and visually engaging, presenters can hold their listeners' attention and drive the conversation forward.

Greater Focus on the Presenter: With fewer distractions, the focus naturally shifts back to the presenter. This empowers them to deliver a more confident, energetic, and persuasive pitch.

Memorable Impact: Visual storytelling leaves a lasting impression. By incorporating impactful images, graphics, and limited text, salespeople can create a memorable and emotionally resonant experience for their audience.

Improved Comprehension: Clear and concise slides are easier for the audience to absorb and understand. This leads to a deeper comprehension of the key points being conveyed.

Salespeople can revolutionize their presentations by adhering to the "By Rules." Of course, the By Rules are just guides, and the fewer lines of text and fewer words per line the better in most cases. But by embracing the challenge of distilling your content to its essence, relying on visuals, and delivering compelling narratives to support your message, you'll elevate your sales presentations to new heights. So, the next time you're preparing for a pitch, remember: Less text, more impact!

5 views0 comments


bottom of page