Canned Sales Presentation

I once worked for a company where we had to memorize a script or canned presentation. Do you think these types of presentations work?

I think they have their place depending on the product or service.

Canned presentations have their place, but are generally not as effective for the most part as a good salesperson who is allowed to inject some of their own personality as well as react to the personallity of their audience. Did you find the success rate was very high or would you have preferred to be able to create your own presentation?

Originally Posted by Doc MC Did you find the success rate was very high or would you have preferred to be able to create your own presentation?

With both companies that I worked for the presentations weren't 100% canned. It was more like the first few plays were scripted but after that you were on your own.

With one company the canned presentation worked very well for me. Probably because I understood the logic of it.

With another company their script didn't work at all for me. Most likely because I really didn't understand the product or the logic behind the script.

Originally Posted by Gilbert It was more like the first few plays were scripted but after that you were on your own.

I think this is pretty common. Even if the company doesn't provide a script for these first few steps you will eventually.

Think about it... don't you start your interviews about the same way every time? Since people are creatures of habit I bet most salespeople do.

Originally Posted by Gilbert I once worked for a company where we had to memorize a script or canned presentation. Do you think these types of presentations work?

If scripted well and the salesperson puts some personality into the presentation then, "Yes," these should work well.

I'm not fond of the term "Canned" instead preferring "Pre-Planned" but hey, that's just me.

I had a job once where I had to memorize a three page script verbatum and wasn't allowed to give a presentation until I memorized it completely. I thought this was the most rediculous thing I ever did, at first. It was hysterical to watch salesman on the floor greeting the customers word for the word identically! But much to my amazement, that darn script eventually fit like a glove. I could say it completely naturally and I never had to think aobut what to say, it just rolled off my tongue as effortlessly as breathing. Of course, I injected my own personality and inserted comments and fielded questions as needed. And of course, the final close in the back office and fielding objections was not scripted. But what I kept with me to this day from that experience is the importance of an pre-planned ORGANIZED presentation. It may not be scritped, but the flow of it should be logical and well thought out in advance to prevent from getting side tracked from key points or from skipping around too much causing confusion or from losing control of the presentation. I definitely use a scripted introduction for cold calling or canvassing. You only have 30 seconds before they shove you out the door and hang up on you...this is no time to be stumbling around trying to say something. Every word counts

Originally Posted by RainMaker I had a job once where I had to memorize a three page script verbatum and wasn't allowed to give a presentation until I memorized it completely. I thought this was the most rediculous thing I ever did, at first. It was hysterical to watch salesman on the floor greeting the customers word for the word identically! But much to my amazement, that darn script eventually fit like a glove. I could say it completely naturally and I never had to think aobut what to say, it just rolled off my tongue as effortlessly as breathing. Of course, I injected my own personality and inserted comments and fielded questions as needed. And of course, the final close in the back office and fielding objections was not scripted. But what I kept with me to this day from that experience is the importance of an pre-planned ORGANIZED presentation. It may not be scritped, but the flow of it should be logical and well thought out in advance to prevent from getting side tracked from key points or from skipping around too much causing confusion or from losing control of the presentation. I definitely use a scripted introduction for cold calling or canvassing. You only have 30 seconds before they shove you out the door and hang up on you...this is no time to be stumbling around trying to say something. Every word counts

Good post.

I believe prepared presentations are a necessity in selling. They do not have to be thought about as impersonal. Most of the critics of that methodology I found have a reluctance about memorizing simply because memorizing is work. Sure--memorization is work. But the worthwhile goal is assimilation and conditioning--in other words, creating a source within ourselves that others can rely on for information.

Regardless of what we sell, we are in the information business. A prepared presentation organizes that information and puts it into the best light for a prospect to respond to. It gives a language to communicate with. But, most of all, it keeps us on message.

But--there is another side to the coin. The presentation has to be a good one. It is a mistake to believe that just because a company gives you a presentation, it makes the presentation effective.

That is why it is so vitally important to be a life-long student of sales. You cannot assume that all companies will give you the support you need. However, if your company requires you to use a presentation of their choosing, it is your responsibility to learn it.

A well known financial planning (insurance) group requires their recruits to memorize a twenty minute script, word-for-word, which they call The Funnel Talk. I'm close to one of their very successful agents and he showed me the talk, knowing that I have written presentations for other companies. I studied the talk and told him I thought it was a weak script. I also told him that although it is almost impossible to avoid using a degree of manipulation in selling presentations, his script's reframing tactics bordered on misrepresenation. However, there was enough puffery attached, that most people would not be able to think fast enough to see the B.S.
He said he agreed with me, but the company continues to grow.

I pointed out that although the company was growing, the attrition rate was horrible, and very few people that came on board were growing with it.

Originally Posted by Gary Boye I believe prepared presentations are a necessity in selling. They do not have to be thought about as impersonal. Most of the critics of that methodology I found have a reluctance about memorizing simply because memorizing is work. Sure--memorization is work. But the worthwhile goal is assimilation and conditioning--in other words, creating a source within ourselves that others can rely on for information. Regardless of what we sell, we are in the information business. A prepared presentation organizes that information and puts it into the best light for a prospect to respond to. It gives a language to communicate with. But, most of all, it keeps us on message.

WELL PUT!