Most sales presentations go on and on and on about an issue that the client might already be convinced of. Worse, if you present slide after slide in an amateurish format making the same point, your client might actually start to doubt what she believed when entering the meeting room.

That is time and slides wasted. More time efficient and effective ways to tackle this:
  1. A couple of really professional and serious looking slides with the highlights, plus an invitation to visit your web page for all the details
  2. Discussing the weakness of your competitors verbally and informally: it is hard to put this on paper. Suggest your client some tough questions to ask when they meet the competition. Note that this is actually a presentation design challenge, without creating the actual slides. You need to have this story prepared, maybe even with the help of a “spontaneous” flip chart sketch
Now spend the time you gained on the issues that really matter: are you expensive, is it hard to switch supplier, etc.? Preaching to the converted is never a good use of time.

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