PowerPoint to a Point

A lot of salespeople use PowerPoint to present. A projected PowerPoint presentation can obviously be helpful when speaking to a group.  But when I meet with a prospect one-on-one, I prefer to sit next to him/her and flip through printed PowerPoint slides together. Here is why.

Sitting next to someone and naturally conversing is much more intimate and organic than each facing a third entity . . . the screen.  It invites more questions and interaction, and emotionally invests the prospect into the process. It is also a much more natural way to encourage eye contact while also allowing you to size up body language and reactions.

Remember, PowerPoint is just a tool. You are the salesperson.