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Presentation Guide

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What’s the Purpose of Your Presentation

 

·        Information

·        Persuasion (Most Common)

·        Identify prospect’s problem, if there is one

§         Great time to use charts or visualizations

·        Quantify impact of problem

·        Specify the prospects actual need

§         Be as specific as possible

·        Propose your solution

§         Keep your approach to the point

·        Tell the benefits you can deliver

§         Spell out the advantages of doing business with you

§         Tailor each benefit to the prospects precise need

§         Don’t oversell

·        Point out your competitive advantage

§         Tell why your solution is different or unique

§         Highlight your strengths

·        Substantiate your credentials

§         Could use testimonials or 3^rd party endorsements

·        Entertainment

 

Design an Outline with Structure

 

·        Introduction

·        Take the first 30 seconds and use a story, quote or humor to get audiences attention

·        Tell the audience why they should listen

·        Give a brief overview of what you’re about to present

·        Body

·        Arouse audiences interest

·        Present your point of view

·        What are the benefits you’re offering

·        Support with evidence (stats, quotes, etc)

·        See persuasion above

·        Conclusion

·        Recap what you just told audience

·        Motivate audience to take action

 

Key Points to Remember

 

·        Focus on benefits to your customer, not features

·        Use words that grab attention

·        Three C’s of credibility

·        Candor – Be open and honest

·        Competence – Display your expertise

·        Care – Show your concern

·        Communicate with Confidence

·        Make eye contact

·        Open posture

·        Smile

·        Show Enthusiasm

·        PowerPoint Slides

·        KISS – Keep is short and simple

·        Use one idea per slide

·        Aide audience in retaining important information by using charts, diagrams, photos, clipart, etc