Giving a Presentation that Rocks: 5 Building Blocks for Success
June 28, 2016
When it comes to giving a presentation, especially a sales presentation, prep and planning is pretty important.
I mean sure, you could be one of those types that is great at giving a presentation on the fly—but chances are, you wouldn’t have clicked on this article if you weren’t just the slightest bit curious about improving.
So, let’s get to it.
Giving a Presentation that Rocks
A few weeks back I wrote an article about how to create a killer presentation.
Here are a few important takeaways (I definitely recommend reading the article!):
- Determine the purpose of your presentation
- Figure out what your prospect(s) needs and problems are
- Plan your responses
- Assess the environment
- Create a PowerPoint deck that will “wow” them
Now that we’re on the same page, there’s only one thing left to do: present!
But before you dive in and start clicking through your slides, I’d like to encourage you to take it slow.
I don’t mean so slow that people start saying, “is she gonna get going or what?”
What I mean is: ease into your sales presentation vs. fall into it.
I know you’re excited about giving a presentation, but before you do, it’s a good idea to introduce yourself to those that you don’t know, and to say hello to those that you do know.
Be sure to make eye contact and of course, give them a nice handshake too (please, no wet noodles! You know what I’m talking about!).
Build the Conversation
Let your prospects know that you want the presentation to be valuable to everyone involved and that it’s crucial that they participate.
Start by outlining what they would like to learn or discover during the course of the conversation, then build on it.
Beginning with the purpose and their needs is a great place to begin. It’s not just about giving a presentation, it’s about learning and developing something bigger together.
Build on “the Human”
You’re a human, they are humans. We’re all humans!
Keep this in mind from beginning to end. You are not a robot. Your presentation was not written on stone tablets to be followed to the T.
It’s okay to improvise; it’s okay to stumble.
Tell stories! Present the story of your company and why you absolutely love being a part of it—this helps to humanize your company rather than people thinking of it in abstract terms.
Your sales presentation should center on creating solutions to their problems—or their clients’ problems—or both!
Share solutions and communicate with results that your prospects will understand.
If at any point you feel like the group has lost interest or the vibe has changed, take a moment to ask if everyone is still on the same page.
Aim for transparency every step of the way.
I can’t stress this one enough: keep it short!
If you’ve been given 30-60 minutes to present, keep it succinct. Just because you have the time doesn’t necessarily mean that you should use it.
Plan buffers into your presentation so you allow for the feedback and discovery conversation that you’ve set up with your prospect.
Be cautious not to overdo it! If you can’t address everything in an hour, perhaps you should suggest meeting again to explore further.
In everything you do, I encourage you to be honest. Be open. Be inviting.
Giving a presentation can be an amazing experience for everyone—try on the ideas above and let me know what you think!
great post as usual. Many thanks and keep up the great work.
Thank you so much for your kind words, Barry! I appreciate you very much!
Wishing you a wonderful day!