Sales Presentation Skills 5 — Questions and Answers
Question 1: What is the '10-20-30 rule' popularized by Guy Kawasaki for sales presentations?
- 10 slides, 20 minutes, 30-point minimum font size (Correct answer)
- 10 talking points, 20 visuals, 30 seconds per slide
- 10 minutes, 20 slides, 30-second closing statement
- 10 prospects, 20 follow-ups, 30-day sales cycle
Correct answer: 10 slides, 20 minutes, 30-point minimum font size
Kawasaki's rule limits slides to 10, time to 20 minutes, and font size to 30pt to force clarity and respect the audience's attention.
Question 2: Which closing technique invites the prospect to take the next step after a presentation?
- Summarizing your features one more time
- Asking an assumptive question like 'Should we schedule the pilot for next week?' (Correct answer)
- Saying 'Let me know if you have any questions' and leaving
- Handing them your brochure and shaking hands
Correct answer: Asking an assumptive question like 'Should we schedule the pilot for next week?'
An assumptive closing question creates forward momentum by treating the next step as a natural progression rather than a big decision.
Question 3: How should you use data visualizations (charts, graphs) in a sales presentation?
- Include as many charts as possible to appear data-driven
- Use a chart only when it communicates faster or clearer than words alone (Correct answer)
- Avoid charts — they slow down the narrative
- Always use 3D charts to make data stand out visually
Correct answer: Use a chart only when it communicates faster or clearer than words alone
Charts should earn their place; unnecessary visuals add clutter, while the right chart makes complex data instantly understandable.
Question 4: What does 'pre-call planning' for a presentation involve?
- Memorizing your script word for word
- Researching the audience, their pain points, and anticipated objections (Correct answer)
- Setting up the room and testing technology the morning of
- Sending your slides to the client 24 hours early
Correct answer: Researching the audience, their pain points, and anticipated objections
Pre-call planning centers on understanding who you're presenting to so you can tailor content, anticipate objections, and speak to specific pain points.
Question 5: A prospect says 'Just send me the information; I don't need a live presentation.' How should a skilled salesperson respond?
- Agree and send the deck immediately
- Agree but never follow up afterward
- Acknowledge, then briefly explain the value of a live conversation and offer a short call (Correct answer)
- Insist on a full presentation or nothing
Correct answer: Acknowledge, then briefly explain the value of a live conversation and offer a short call
Acknowledging the request while offering a brief live alternative lets you demonstrate value without being pushy, keeping the door open.
Question 6: Which practice best helps a salesperson reduce presentation anxiety before a high-stakes pitch?
- Avoid rehearsing to keep it natural and spontaneous
- Rehearse out loud multiple times, including handling anticipated objections (Correct answer)
- Read from notes to ensure accuracy under pressure
- Arrive at the meeting room only minutes before to stay calm
Correct answer: Rehearse out loud multiple times, including handling anticipated objections
Out-loud rehearsal builds muscle memory, surfaces weak spots, and converts nervous energy into confident delivery.
Question 7: What is 'social proof' in a sales presentation and why does it matter?
- Sharing your LinkedIn follower count to establish authority
- Using testimonials, case studies, or logos of recognizable clients to validate your claims (Correct answer)
- Showing competitor reviews that favor your product
- Posting presentation slides publicly for others to share
Correct answer: Using testimonials, case studies, or logos of recognizable clients to validate your claims
Social proof reduces perceived risk by showing that others like the prospect have already succeeded with your solution.
Sales Presentation Skills 5
What is the '10-20-30 rule' popularized by Guy Kawasaki for sales presentations?