The Power of Selling, 2010a

salespeople who are starting out and want the security of a clear framework from which to present. An
added benefit is that it doesn’t take much technological know-how to put together a clean-looking
PowerPoint demonstration.
On the other hand, not all presentation situations lend themselves to PowerPoint (e.g., conference rooms
with no wall space on which to project or presentations given in the field), so if you plan to use this tool,
make sure that you will be presenting in a space where you can make it work. Additionally, be aware of—
and avoid—a number of common mistakes salespeople make when using PowerPoint that can ruin a
presentation. As sales coach and author Anne Miller says, “Putting PowerPoint into the hands of some
sales reps is like putting matches into the hands of some children.” [22] To maximize PowerPoint as a tool
to successfully sell your story, use the tips in Figure 10.5 "Guidelines for PowerPoint Visuals". [23]
Figure 10.5 Guidelines for PowerPoint Visuals
The following dos and don’ts can also be helpful as you are creating a PowerPoint presentation.
Don’t turn down the lights. It takes the focus away from you, and it can put people to sleep.
Don’t go overboard with technological gimmicks. Fancy fades and clever add-ons will only distract
from you and from the content of your presentation. [24]
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