Presenting fish, value props, or decks...all the same.
I have taught presentation skills for 21 years and take pride in my abilities to simplify techniques, and explain why certain tactics are “musts” when it comes to getting the most out of presenting. To level set, when I refer to “presenting”, I am talking specifically about sitting down with a laptop, opening up a deck, and knowing how to professionally and effectively deliver the presentation to the prospects.
With so much attention in the last decade-plus on consultative selling, I adamantly stand by the need for everyone to have strong foundational skills in “delivering a pitch”. Learning how to probe, discuss and “consult” by utilizing the presentation tool is what comes after that person has complete ownership over the materials and how to present them. Also, many “sales” these days don’t use decks…but I argue the skills needed to present a software demo, or verbally explaining how a service works, are the same: command of material, plus confidence and humanity, plus conversing with the prospect equals success.
Here are my top three observations and challenges on what is necessary for success in presenting.
If you are steadfast certain that your pitch is the absolute right message for the market, then you will get results if it is presented in the right way. If you are not getting results the way you think, then the pitch isn’t being presented correctly and you'll need to keep up the good training.
This article offers just a small fraction of what’s important, as we didn’t even cover things like “tactics” that drive good presenting. If you want 21 years of experience and want to dedicate to making your team better, then call me (917-207-5183).
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