Sales Presentation Skills 5

Question 1

What is the '10-20-30 rule' popularized by Guy Kawasaki for sales presentations?

Accepted Answer

10 slides, 20 minutes, 30-point minimum font size

Answer

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?

Accepted Answer

Asking an assumptive question like 'Should we schedule the pilot for next week?'

Answer

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?

Accepted Answer

Use a chart only when it communicates faster or clearer than words alone

Answer

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?

Accepted Answer

Researching the audience, their pain points, and anticipated objections

Answer

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?

Accepted Answer

Acknowledge, then briefly explain the value of a live conversation and offer a short call

Answer

Acknowledging the request while offering a brief live alternative lets you demonstrate value without being pushy, keeping the door open.

Sales Practice Test

Sales Practice Test

Sales Presentation Skills 5