6. MY MUST DO’S THAT 90% OF
PEOPLE WON’T DO
OVER PREPARE
PRACTICE THE PRESENTATION TOGETHER AS A TEAM
BRAINSTORM ALL OF THE QUESTIONS YOU MIGHT ASK
DETERMINE WHO ANSWERS THEM - CHANNEL THE FLOW,
INVOLVE EVERYONE
HAVE YOUR NOTES TO HAND
WARM UP YOUR VOICE
TRY TO ENJOY IT
TAKE THEM ON THE JOURNEY
emergination
7. SIMPLE THINGS THAT DRIVE
PEOPLE INSANE
RATTLING KEYS
MOVING AROUND INCESSANTLY
WAVING HANDS
NOT ENGAGING EYE CONTACT
MONOTONE
NOT ANSWERING THE BRIEF
emergination
10. THE 5 KEYS
1. KNOW YOUR PRODUCT AND WHY IT IS BEST FOR YOUR
CLIENT
2. UNDERSTAND HOW YOUR CLIENT BUYS - AND WHO IS
INVOLVED
3. INFLUENCE THE DECISION MAKERS
4. BUILD THE COMPELLING PRESENTATION AND OVER PRACTICE
5. CREATING THE COMPELLING CONCLUSION
LET’S LOOK AT AN EXAMPLE SELLING
ENTERPRISE SOFTWARE...
emergination
11. KEY 1: DESIRE CREATES THE
POWER
! DEVELOP THE COMPELLING
PROPOSITION AND VISION
• FEATURES, ADVANTAGE AND
BENEFITS
• ANALYSE YOUR MARKET
• ANSWER THE QUESTION…
“WHY IS YOUR SOLUTION THE
BEST SOLUTION?”
….IN A SINGLE SENTENCE
emergination
12. KEY 2: UNDERSTAND HOW YOUR
CLIENT BUYS
ARE THERE PURCHASING THRESHOLDS EG. >$100K =
TENDER..
IF VENTURE CAPITAL - NOTHING WILL ANNOY A VC MORE
THAN SOMEONE WHO HASN’T BOTHERED TO CHECK OUT
THEIR INVESTMENT CRITERIA
IS A PROOF OF CONCEPT A GOOD WAY TO START (MAY BE
PAID FOR…). CUSTOMERS BEFORE YOU REQUIRE CAPITAL IS
BEST IF AT ALL POSSIBLE
IS A BUSINESS CASE REQUIRED?
WHO WILL DRIVE PROCUREMENT?
WHO WILL BE INVOLVED IN THE DECISION?
emergination
13. KEY 3: INFLUENCE THE DECISION
MAKER’S THINKING
FRIENDLY EAR – GIVES YOU THE INSIDE INFORMATION
DECISION MAKERS:
• THE PERSON IN PAIN
• THE PERSON IN POWER
• THE PERSON WITH MONEY
• THE TECHNICAL ADVISOR
THEY COMPRISE THE DECISION COMMITTEE
emergination
14. THE PERSON IN PAIN
• PERSON IMPACTED BY THE
TECHNOLOGY
• EXPLAIN THE IMPACTS
• SHOW THE PRODUCT IN
ACTION - PREFERABLY HAVE
A CLIENT SHOW THEM
• MAKE THE INTANGIBLE
TANGIBLE
emergination
15. THE PERSON IN POWER
WILL HAVE MORE STRATEGIC PERSPECTIVE
WILL ALSO HAVE A GOOD SENSE OF HOW TO MAKE THIS
WORK AND POTENTIAL PITFALLS
YOU MAY NOT MEET THEM UNTIL YOUR FINAL PITCH
YOU CAN ONLY BUILD RAPPORT DURING THE
PRESENTATION
THEY ASSESS WHETHER THEIR “PERSON IN PAIN”
TRUSTS YOU
emergination
16. TECHNICAL ADVISOR
• LOOKS FOR TRAPS
• RARELY HAS POWER TO SAY YES
• DEFINITELY HAS POWER TO SAY NO
• NEEDS TO UNDERSTAND
TECHNICAL ENVIRONMENT FIT, BUSINESS RISKS,
AND SUPPORT REQUIREMENTS
• SOMETIMES HAS VESTED INTERESTS
• THE TURKEY NEVER EVER INVITES PEOPLE TO THANKSGIVING
emergination
17. THE PERSON WITH MONEY
• RETURN ON INVESTMENT (ROI) CRITICAL
• MAY USE UNIQUE MEASURE OR SERIES OF MEASURES TO
WORK THIS OUT
• NEEDS TO UNDERSTAND ASSUMPTIONS UPON WHICH YOU
BASE YOUR FIGURES
• INTANGIBLES ARE OFTEN CONSIDERED WORTHLESS IN A
BUSINESS CASE
emergination
18. KEY 4: BUILDING THE COMPELLING
PRESENTATION
• TELL THEM WHAT YOU ARE GOING TO TELL THEM
– BRIEF SUMMARY OF BENEFITS
– AGENDA
– TIMING
• TELL THEM
• TELL THEM WHAT YOU TOLD THEM
– BRIEF SUMMARY
– RECAP THE MOST COMPELLING POINTS
– WHAT SPECIFICALLY DO YOU WANT
THEM TO DO NEXT? emergination
19. USING PRESENTATION TOOLS
INEXPERIENCED PRESENTERS OFTEN RELY TOO MUCH ON THEIR
PRESENTATION SOFTWARE SUCH AS POWERPOINT. THEY STAND AND
READ THEIR SLIDES, WITH THEIR BACKS TO YOU, AND FORGET THEIR
HEAD IS NOT MADE OF GLASS.
PEOPLE READ AT AROUND 300 TO 400 WORDS PER MINUTE ON AVERAGE.
A GOOD SPEED FOR A PRESENTER TO TALK IS 120 WORDS PER MINUTE.
THEREFORE ON AVERAGE YOUR AUDIENCE CAN READ THREE TIMES
FASTER THAN YOU CAN SPEAK. THIS MEANS BY NOW YOU WILL HAVE
READ TO THE BOTTOM OF THIS SLIDE AND ARE WAITING FOR ME TO
HURRY UP AND FINISH READING IT. YOU ARE ALSO QUITE WORRIED
THAT THE REST OF THE PRESENTATION IS GOING TO GO LIKE THIS.
A BETTER WAY IS TO TALK ABOUT THE ISSUES THAT EACH SLIDE
ADDRESSES AND USE THE SLIDE TO BRING TOGETHER A SUMMARY OF
THE KEY POINTS. YOU MIGHT BE SIMPLY ADDRESSING EACH POINT IN
MORE DEPTH THAN YOU HAVE ON THE SLIDE. IF YOU ILLUSTRATE A
CONCEPT WITH A DIAGRAM SO MUCH THE BETTER.
emergination
20. DEALING WITH QUESTIONS
• HOLD THEM UNTIL THE END
• IF THEY INSIST, ACKNOWLEDGE THE ISSUE,
WRITE THE QUESTION DOWN AND ASK IF YOU
CAN HOLD IT TO THE END
• IF THEY REALLY INSIST, STOP AND
DEAL WITH IT
emergination
21. OVER PRACTICE
SUCCESS BEFORE WORK ONLY OCCURS IN THE
DICTIONARY
PRACTICE YOUR PRESENTATION, HANDOVERS
BETWEEN SPEAKERS, ANSWERING QUESTIONS,
ROLE PLAYING
VIDEO IT
PRACTICE NEGOTIATING TO A DEAL - AND HAVE
MORE THAN ONE IN MIND. PREPARATION GIVES YOU
THE FLEXIBILITY...
emergination
22. KEY 5: COMPELLING CONCLUSION
• THE KEY, MOST IMPORTANT BENEFITS
• ALIGN TO CORPORATE STRATEGY - BIG OBJECTIVES
• MAKE REFERENCE POINTS FOR EACH BUYER
• SUMMARISE ROI
• CALL TO ACTION
• WHY THIS
• WHY YOU
• WHY NOW
• NEXT STEP emergination
23. “ COURAGE IS THE CAPACITY TO
CONFRONT WHAT CAN BE
IMAGINED….”
LEO ROSTEN
THANK YOU - AND GO GET ‘EM!!!
emergination
