Essential Elements of a Sales Presentation

Many successful presenters use Methodology Selling™ techniques to spur customers into action.

1. Prepare Thoroughly – Take a moment to write down the goal of your presentation. Create a flow-chart or outline showing the client’s current position and the series of points and ideas that will move them to a position of action.
2. Take Command – You want the audience to focus on your message. Tell them why you have joined them and what you plan to discuss. Show an understanding of their needs and pain. Briefly explain how you hope to resolve their issues. The first minutes of the presentation are critical. Your opening words not only will set the tone of the presentation, but they often determine the outcome.
3. Stay Focused – Keep your presentation simple and clear. Avoid the temptation to entertain or to show off your knowledge. Present your points one at a time, making certain the audience understands each point before you move to the next.
4. Be Attentive to Your Audience – Listen for audience reaction and try to understand its source. See if you have pushed certain hot buttons.
5. Play to Emotions – Beneath the pinstripes beats a human heart. Never allow the clients to forget their needs and pain. They must feel pain if they are going to be motivated to take action.
6. Offer a Way Forward – Close by offering the clients concrete steps they can take to move away from pain and toward change. Give them tools and solutions that empower them to take decisive action.